UPM-CALC/SEM2/2021-22/CEL2105/CM 6

CEL 2105
SPOKEN INTERACTION FOR THE WORKPLACE
SEMESTER 2, 2021/2022
CLASS MATERIAL 6 (WEEK 7)

DIFFERENT PURPOSES OF NEGOTIATION

Negotiation is a process where two or more parties with different goals, needs and
viewpoints looking for a solution that is mutually acceptable to resolve a conflict and reach
an agreement. Examples of business negotiations are negotiating conditions of sale and
legal contracts.

In a business context, negotiation skills are important in both informal interactions and formal
transactions as it can contribute to business success.

Activity 1
List 4 purposes of a negotiation.

a) ___________________________________________________________________
___________________________________________________________________
b) ___________________________________________________________________
___________________________________________________________________
c) ___________________________________________________________________
___________________________________________________________________
d) ___________________________________________________________________
___________________________________________________________________

DIFFERENT TYPES OF NEGOTIATION

There are various types of negotiations, and the common ones are win-win negotiation,
independent advantage and win-lose negotiation.

Activity 2
A. Describe each negotiation type below:

Type of Negotiations Description

Win-win negotiation

Win-lose negotiation

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Lose-lose negotiation

B. Based on the answers in part A, read the situations below and decide which type of
negotiations they belong to.

Situation 1

Lawyer : Yes, I understand what you are saying, but the facts are clear. The company
was responsible for carrying all the safety checks. Those checks were not
made.

Manage : That’s what you say …

r

Lawyer : There is evidence that safety practices were poor. You know that. I advise
you to make a settlement, Mr. Cooper. If not, I think it could be worse for the
company. You don’t want the press involved in this …

Type of negotiation: ____________________________________

Situation 2

Mr. Adam : I’m sorry, but I don’t think our department is able to produce the volume your
department is asking for.

Mr. Raj : How about two-thirds of the volume asked? Surely that is manageable? If we
don’t get the volume we are asking for, we might have an issue of getting new
orders for our company next year and that will affect your department, too.

Mr. Adam : I apologise again. We simply cannot comply due the high demands that we
already have.

Type of negotiation: ____________________________________

Situation 3

Ms. Salma : Yes, what looks good here is the practical qualities of the building and the use
of natural materials, stone, glass, wood. It’s very attractive.

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Architect : I thought you’d like it. But we’d like to discuss some other possibilities, though.
There are different options – we need to get things right – absolutely right.

Ms. Salma : Yes, I agree …

Type of negotiation: ____________________________________

Activity 3
Complete the following table on common negotiation situations in the workplace.

Parties involved in negotiation Negotiation situations

● Negotiating a salary offer after being selected for

a new job

● 2)_____________________________________
1) ________________________

● 3)_____________________________________

● 4)_____________________________________

● Negotiating roles and workload within a project

team

Employee to employee
● 5)_____________________________________

● 6)_____________________________________

7) ________________________ ● Negotiating with a customer over the price and

terms of a sale 

● 8) ____________________________________

● 9) ____________________________________

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● 10) ___________________________________

PREPARATION FOR NEGOTIATIONS

The preparation or planning stage is the foundation to any successful negotiation. This stage
influences the entire negotiation process and helps negotiators in achieving the outcome that
they seek.

Activity 4
Complete the following chart with the steps for preparing for a negotiation.

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know your
strategy

Choose your
Build a team negotiating
style

Set the
agenda
Steps for Identify goals

preparing
for a
negotiation
prepare a
form a
SWOT
trading plan
analysis

Compile List pre-

options/ deal meeting
design questions

Preparing for a negotiation includes understanding the negotiation process. Understanding

the overall process of a negotiation will ensure the success of it.

Activity 5
Complete table below with the 5 stages of negotiation and the explanation for each
negotiation stage.

Stages of negotiation Explanation

Preparation and ● to determine and clarify own goals in negotiation

planning

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