Read this text about negotiation. Fill the blanks in the text with the words from this list:
agreement – bargaining – compromise – concessions – deadlock – gain – offers – priorities – reactions
A negotiation is a way of reaching an agreement by means of discussion and___________. Each side has something the other wants and both sides are trying to reach an agreement. Negotiators bargain with each other as they make__________ ( ” we will … if you……?) and ask for_______( ” if we….., will you,,,,,?”). Negotiators don’t enter a negotiation expecting to get eveything they want, they know they’ll have to_________ . If they don’t there will be________ and the negotiation will break down.
The purpose of every negotiation is to reach an agreement. Usually both sides are meeting because they have something to______ . In a sales negotiation, the seller wants to sell the goods or services and the buyer wants to buy them. In a pay negotiation, the employer wants the workers to work and the workers want to work. Both sides want to reach an_________, but they have different________ .
A long, important negotiation is conducted differently from a smaller, less important one, but most negotiations include these stages:
1. Preparation – Both sides decide what they want, and prioritise their wants. They anticipate the other side’s _________ and decide what concessions they can make.
2. Proposal – Each side explains it’s proposal: our proposal is……
3. Debate – The sides discuss the proposals: Can you explain why….?
4. Bargaining – The sides make or ask for concessions: If we agree to…., are you prepared to….?
5. Closing – The sides reach an agreement: Do we have a deal then?
So this is just a very brief look at the language skills required to negotiate using the English language. There are many more expressions and vocabulary to use when negotiating in English, here I have just shared a few.
In future blogs I will go into more detail on all the different expressions to use to be more effective, professional, and in control when you are taking part in negotiatons conducted in the English language. The business world speaks in English. International politics is communicated in English and even inter- faith/religious meetings/debates are in English. I have been trained in negotiation and conflict management, as have many of you. So the techniques required for negotiation, I am sure are familiar to you, but what I am trying to highlight in this blog and future blogs is simply how to do it when you need to speak in English. That’s it. Simple as.
Good luck with your English language learning, and peaceful harmonious negotiations.
2 thoughts on “Negotiations In The English Language. Why Do Business People Negotiate?”
I was wondering where this exercise “Why Do Business People Negotiate?” gap fill exercise came from. I’m actually looking for the answers. We have had this exercise in our materials since at least 2007 (I teach Business English in Oslo) but since it’s not referenced in our materials either I’m not sure where to find them. My students usually figure it out, but I’ve always wondered where the word “concession” should go. When all the other words seem to be placed in the correct spot, I am left with “concession” and the sentence “They anticipate the other side’s _________ and decide what concessions they can make.”
Hope you can help.
I would like to help, perhaps you can contact me through my email address which is on my website at ‘about me’ .