NEGOTIATIONS 3: QUESTIONS AND CLARIFYING

1. Negotiation stages
1. F
2. I
3. C
4. J
5. B
6. E
7. D
8. G
9. H
2. Discuss these questions in groups
1. It can be advantageous to you if you follow a procedure.
2. There are advantages and disadvantages to both, but perhaps on balance it’s better to
go second.
3. To check you’ve understood correctly.
4. By encouraging the other side to talk, they may give away useful information or even
make concessions.
5. You may force the other party to defend their opening positions, which means they
cannot be flexible later without admitting they were lying earlier.
6. Repeating them as you understand them, and saying whether you think you’ll be able
to find a solution.

3. Reading
1. A
2. D
3. F
4. E
5. G
6. H

4. Negotiations vocabulary
1. f
2. l
3. j
4. g
5. a
6. c
7. e
8. i
9. b
10. n
11. m
 12. h
13. p
14. d
15. o
16. k

5. Types of question
● Echo questions        : 1, 9
● Probing questions        : 2, 5, 6, 8
● Checking questions        : 2, 3, 6, 7, 10
● Hypothetical questions    : 4, 10
6. Clarifying, summarizing and responding
● Clarifying    :
Is that right?;
Have I understood that correctly? OK, good.;
2,000,was it?;
Within two weeks of signature?;
Right … is there anything I’ve missed?
● Summarizing    :
OK, so thanks for presenting your position.
Let me just got through the notes I’ve been making, to check I’ve understood everything
correctly;
In terms of quantity, you said …
You mentioned that there may be ...;
● Responding    :
That does pose some problems for us, as I’ll explain in a second, but I’m sure we’ll be
able to find a solution;
That could be a real sticking point, because …;
So that’s something we’ll need to discuss carefully; …
which I’m afraid isn’t realistic.
7. Role-play: preparation
8. Role-play

NEGOTIATIONS 4: BARGAINING

1. Lead-in: Discussion
1. Bargaining is an activity of negotiating to lower the price of an item.
2. Because it is a sensitive matter.
3. Usually happens often.
4. A situation where a person has to make a decision on two or more things,
sacrificing/losing an aspect.
5. Must know the general price and must be patient.
6. The most important thing is to make sure that the price offered is right.
7. Use clear and unambiguous sentences.
 2. Reading
in bargaining there will be no win or loss but will be equally satisfied as evidenced on
two lines on a graph that do not cross

3. Most direct offer        : C, A,B,J

Most hypothetical offer    : K, H, D, I, E, F, G, N, L

4. If-sentences: Analysis
1. A,B,C,D,E,F,G
2. It makes no difference in terms of meaning, but make difference in terms of
attitude.
3. On the surface, sentence A is safer.
4. Sentence B is more hypothetical than sentence A, the difference may not be very
important in the negotiation.
5. Sentence c is a question with a definite decision, sentence d is a question with an
uncertain decision, sentence e offers
6. Because there is no definite occurrence after if
7. It makes the offer much more hypothetical.
8. We could give you,Supposing you,Provided you,As long as you,
9. Complicate the question
10. Yes, For many negotiators (native and no-native), it doesn’t matter.

5. Hedging phrases
They can be used before if-sentences to make it clear that you are not making a firm
offer, but simply exploring possible solutions.

6. Case Study: Background

7. Case Study: Language Practice

1. If you order more than 10%, then we will give you 5% discount.
2. If we give 5% discount, are you willing to add to the order?
3. Upgrade your order and we'll give you a 10% discount!
4. If your order increases, then we will make sure to give you a discount.
5. If you increase the order by 15%, then we will give you a 10% discount.

NEGOTIATIONS 5: CLINCHING THE DEAL

1. Quiz: Are you a hard-nosed negotiator or a soft touch?

1. A
2. B, G, L
3. F,E,A
4. A
5. B
 6. A
7. B

2. Reading: Brinksmanship and clinching the deal

1. True
2. false
3. True
4. True
5. True
6. True
7. True
8. True
9. True
10. True

3. Extract 1 : agree
1. Extract 2 : disagree
2. Extract 3 : agree
3. Extract 4 : agree

4. Analys
5. Useful language
1. R
2. G
3. E
4. D
5. A
6. C
7. N
8. I
9. O
10. P
11. M
12. Q
13. K
14. H
15. J
16. B
17. K
18. S
19. F