NEGOTIATING IS AN ART

Negotiations in English
One of the most important skills anyone can hold in daily life is the ability to negotiate. In general terms, a negotiation is a resolution of conflict. We enter negotiations in order to start or continue a relationship and resolve an issue. Even before we accept our first jobs, or begin our careers, we all learn how to negotiate. For one person it begins with the negotiation of an allowance with a parent. For another it involves negotiating a television schedule with a sibling. Some people are naturally stronger negotiators, and are capable of getting their needs met more easily than others. Without the ability to negotiate, people break off relationships, quit jobs, or deliberately avoid conflict and uncomfortable situations.In the world of business, negotiating skills are used for a variety of reasons, such as to negotiate a salary or a promotion, to secure a sale, or to form a new partnership.
The Art of Negotiating
Negotiating is often referred to as an "art". While some people may be naturally more skillful as negotiators, everyone can learn to negotiate. And, as they often say in business, everything is negotiable. Some techniques and skills that aid people in the negotiating process include:
Aiming high
Visualizing the end results
Treating one's opponent with respect and honesty
Preparing ahead of time
Exhibiting confidence
Throughout this lesson, we will review important techniques and skills to learn before negotiating. We will also examine certain tactics your opponents may use at the negotiating table. These pages are designed to prepare you for negotiating in English in the business world, but they will also help you achieve your goals in everyday life.


The Negotiation Process

It's time to negotiate! Here are a few golden rules to successful negotiations:
1) Always try to negotiate for at least 15 minutes. Any less than that and it is unlikely that either party has had enough time to fairly consider the other side. Generally, the size or seriousness of the negotiation determines the amount of time needed to negotiate it. Setting a time limit is a good idea. Approximately 90% of negotiations get settled in the last 10% of the discussion.2) Always offer to let the other party speak first. This is especially important if you are the one making a request for something such as a raise. The other party may have overestimated what you are going to ask for and may actually offer more than what you were going to request.3) Always respect and listen to what your opponent has to say. This is important even if he or she does not extend the same courtesy to you. Do your best to remain calm and pleasant even if the other party is displaying frustration or anger. Remember some people will do anything to intimidate you.4) Acknowledge what the other party says. Everyone likes to know that what they say is important. If the other party opens first, use it to your advantage, by paraphrasing what you have heard. Repeat their important ideas before you introduce your own stronger ones.5) Pay attention to your own and your counter partner’s body language. Review the chart below to learn how to interpret body language during the negotiations. Make sure that you aren't conveying any negative body language.
Language to use to show understanding/agreement on a point:
I agree with you on that point.
That's a fair suggestion.
So what you're saying is that you...
In other words, you feel that...
You have a strong point there.
I think we can both agree that...
I don't see any problem with/harm in that.
Language to use for objection on a point or offer:
I understand where you're coming from; however,...
I'm prepared to compromise, but...
The way I look at it...
The way I see things...
If you look at it from my point of view...
I'm afraid I had something different in mind.
That's not exactly how I look at it.
From my perspective...
I'd have to disagree with you there.
I'm afraid that doesn't work for me.
Is that your best offer?
Body Language & Possible meaning
Avoiding Eye Contact: - Lying, not interested, or not telling the whole truth
Serious Eye Contact: Trying to intimidate or showing anger
Touching the face/fidgeting: Nervousness, Lack of confidence or Submission
Nodding: Agreeing, willing to compromise
Shaking the head/turning away: Frustrated, in disbelief or disagreeing with a point.