สาขาวิชาภาษาอังกฤษธุรกิจ

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วิทยาลัยเซาธ์อีสท์บางกอก

เอกสารการสอนรายวิชา

100202

ศิลปะการเจรจาต่อรอง

The Art of Negotiation

ฝี กทักษะการฟั งและการเจรจาต่อรองในบริบทต่างๆ ได้แก่ การพูดคุยเพื่อสร้าง

ความสัมพันธ์ การสมัครงาน การสัมภาษณ์งาน และการแลกเปลี่ยนความคิดเห็น

หน่วยการเรียนรู้ที่ 1 - 5
 อาจารย์ทรงวุฒิ บุริมจิตต์

ตุลาคม 2565

รายละเอียดรายวิชา

1. คำอธิบายรายวิชา

100202 ศิลปะการเจรจาต่อรอง 3
(2-2-5)
The Art of Negotiation
ฝี กทักษะการฟั งและการเจรจาต่อรองในบริบทต่างๆ ได้แก่ การพูดคุยเพื่อสร้าง
ความสัมพันธ์ การสมัครงาน การสัมภาษณ์งาน และการแลกเปลี่ยนความคิดเห็น

2. ผลการเรียนรู้ที่คาดหวังระดับรายวิชา (Course Learning Outcomes)

1. อธิบายแนวคิด กระบวนการ และกลยุทธ์การเจรจาต่อรองแบบร่วมมือ
2. อธิบายความหมายและหลักการใช้คำศัพท์ สำนวนการเจรจาทางธุรกิจ
3. เขียนเอกสารธุรกิจเพื่อการเจรจาต่อรอง เช่น จดหมายเชิญประชุม ประวัติย่อผู้
สมัครงาน เป็ นต้น
4. สนทนาภาษาอังกฤษเพื่อการเจรจาต่อรองในสถานการณ์ต่างๆ เช่น การสมัคร
งาน การสื่อขายสินค้า การแลกเปลี่ยน ความคิดเห็น

3. รายชื่อหน่วยการเรียนรู้ (Module)

Module 1 Principles of Collaborative Negotiation

Module 2 Language Use and Communication Strategies for
Effective Negotiation
Module 3 Socializing and Opening Business Deals
Module 4 Bargaining and Closing Business Deals
Module 5 Negotiation Practice 1
Module 6 Negotiation in Job Application
Module 7 Negotiation in Sales and Marketing
Module 8 Negotiation in Education
Module 9 Special Topics in Business Negotiations
Module Negotiation Practice 2
10

4. วิธีการศึกษา

รายวิชานีอ
้ อกแบบกิจกรรมการเรียนรู้ในลักษณะการเรียนรู้ตามอัธยาศัย
(Self-Paced Learning) โดยนักศึกษาสามารถเรียนรู้จากสื่อการศึกษาในระบบ
ออนไลน์ได้ทุกสถานที่ทุกเวลาตามอัธยาศัยภายใน 1 ภาคการศึกษา ตามปฎิทินการ
ศึกษาของวิทยาลัยฯ โดยสาระการเรียนรู้รายวิชา ประกอบด้วย 10 หน่วยการเรียน
รู้ การศึกษาด้วยตนเองในแต่ละหน่วยการเรียนรู้ใช้เวลาประมาณ 4-5 ชั่วโมงการ
เรียนรู้ (รวามรายวิชาละ 45 ชั่วโมงการเรียนรู้ มีคา่ เทียบเท่ากับ 3 หน่วยกิตทวิภาค)
ประกอบด้วย การปฐมนิเทศรายวิชา การชมวีดิทัศน์การสอนทางไกล การบันทึก
การเรียนรู้ในเอกสารการสอน การทบทวน การทำกิจกรรมประจำ
รายวิชา และการสอบปลายภาคในลักษณะข้อสอบ Take Home (ส่งงานในระบบ
LMS)
5. สื่อการเรียนรู้รายวิชา
 เอกสารการสอน
 Microsoft PowerPoint
 Video Clip การสอน
 กิจกรรมประจำรายวิชา

6. การวัดและการประเมินผลหารเรียนรู้รายวิชา

การวัดและการประเมินผลการเรียนรู้รายวิชา ประกอบด้วย การประเมินผล

ระหว่างภาค 60% และการประเมินผลปลายภาค 40%

การประเมินผลระหว่างภาค 60%
Negotiation Practice 1 (หน่วยการเรียนรู้ที่ 1-5)
30%
 การสะท้อนคิดประสบการณ์การเรียนรู้ 10%
 หลักการเจรจาทางธุรกิจ 20%
Negotiation Practice 2 (หน่วยการเรียนรู้ที่ 6-10)
30%
 การเขียนประวัติย่อผู้สมัครงาน 10%
 การแต่ง-แปลบทสนทนาการเจรจาทางธุรกิจ 20%
การสอบปลายภาค 40%
ข้อสอบ Take Home 3 ข้อ
 ข้อ 1 หลักการเจรจาต่อรองแบบร่วมมือ (Collaborative Negotiation)
10%
 ข้อ 2 การสมัครและสัมภาษณ์งาน (Job Application)
15%
  ข้อ 3 การสนทนาเจรจาธุรกิจ (Business Negotiation Talk)
15%

การตัดสินผลการเรียนรู้รายวิชา ใช้ระบบอิงเกณฑ์ ดังนี ้

ระดับคะแนน (Letter ค่าระดับ ช่วงคะแนนร้อยละ

Grade) คะแนน
A 4.00 80-100
B+ 3.50 75-79
B 3.00 70-74
C+ 2.50 65-69
C 2.00 55-59
D+ 1.50 45-54
D 1.00 40-44
F 0.00 0-39

100202 The Art of Negotiation

Module 1

Principles of Collaborative Negotiation

-----------------------------------------------------------------------------------------------
-----------------------------------------------

Module Outline:

1.1 Orientation

1.2 Negotiation: Definitions, Contexts, and Styles

1.3 Getting to Yes

1.4 Key Success Factors of Business Negotiations

Reading 1.1: Negotiation: Definitions, Contexts, and Styles

Whether you're negotiating a multimillion-dollar deal, agreeing on your role in a project, or

simply persuading your colleagues to go for Chinese food for lunch, effective negotiation
skills can help you to motivate other people, get the best results and improve profitability.
There is often a misconception that negotiating is about insisting on our point of view to get
our way. Conversely, others assume that negotiation is all about compromise and that we
have to be ready to forget 50 percent of what we want. 
But thinking of negotiating as either insisting or compromising can damage relationships and
leave both sides feeling as if they've lost. According to Fisher and Ury in their best-selling
book Getting to Yes, there is another way. They argue that collaboration is the key to
negotiating successfully, and they illustrate this by telling the story of the Orange Quarrel. It
goes like this:
Joey and Jenny are arguing over an orange. Joey might simply take the orange from Jenny in
a win-lose situation. Joey would then be satisfied but Jenny would be upset and frustrated.
Alternatively, Joey might find dishonest ways of convincing Jenny that she didn't want that
orange after all. Joey might get his way using this method, but he might damage their long-
term relationship.
If they focus on compromise, Joey and Jenny might decide to cut the orange in half. Their
effort to share means that each of them now has half of what they wanted, but neither is fully
satisfied.
However, if Joey and Jenny spent some time talking to each other, they might find out that
Jenny wants the orange peel to make a cake. Joey, on the other hand, loves eating oranges
and doesn't want the peel. In this collaborative scenario, Joey and Jenny are both able to
achieve 100 percent satisfaction when they realize that Jenny can have all the peel and Joey
all the fruit. Yet, according to Fisher and Ury, too many negotiations end up with half an
orange for each side instead of the whole fruit for one and the whole peel for the other. 
The first step to understanding the role of collaboration in negotiations is to realize that it is
not always a competitive situation. One person's 'win' doesn't have to equal another person's
loss. Exploring the interests and needs of both parties can help us see solutions we didn't
consider before.

Lecture Notes:
1. What does negotiation mean?
2. When do people negotiate?
3. What are the three styles of negotiations? Which one is the best? 

Source:
https://learnenglish.britishcouncil.org/business-english/business-magazine/negotiating

Reading 1.2: Getting to Yes

“Getting to Yes”, a classic book on negotiation theory is a

product of the Harvard Negotiation Project. It espouses
Principled Negotiation, a specific negotiation method that aims
for Win-Win agreements.

The Arguments in Detail

One: The Problem

The authors argue that the major problem in many negotiations is that people assume
positions that are either Hard or Soft. They suggest that, rather than being either hard on the
people and the problem, or soft on people and the problem, it is possible to be soft on the
people and hard on the problem. They call this approach Principled negotiation or
Negotiation on its merits.

Two: The Method

They suggest the following approach:

Separate the people from the problem

The purpose of this step is to recognize that emotions and egos can become entangled with
the problem in negotiations, and that this will adversely affect your ability to see the other
party's position clearly. This results in adversarial rather than cooperative interactions. This
step involves:

 Clarifying perceptions
 Recognizing and legitimizing emotions
 Communicating clearly (c.f. Stephen Covey's Listen first to understand, then speak to
be understood)

Focus on interests, not positions

In this step there is exploration of the true interests underlying the positions of each side,
rather than a focus on the superficial positions with which parties come to the table. The
initial positions presented may obscure what the parties really want. It is therefore essential
to:

 Ask questions to explore interests

 Talk about your own interests

Generate options for mutual gain

In this step time is for parties to set aside time together to generate alternative candidate
solutions. The idea is that parties contribute together creatively to generate possibilities for
mutual gain i.e. a Win-Win agreement. This step involves:

 Brainstorming
 Broadening options
 Looking for mutual gain
 Making their decision easy

Insist on using objective criteria

The final step is to use mutually agreed and objective criteria for evaluating the candidate
solutions. During this stage they encourage openness and surrender to principle not pressure.
This step involves:
  Fair standards
 Fair procedures

Three: Yes But...

What if they are more powerful?
In these circumstances, they suggest that any negotiation should aim to:

1. Protect you against an agreement you should reject: they recommend that you should
prepare a BATNA (Best Alternative to a Negotiated Agreement) prior to the
negotiation i.e. a Red Line which will not be crossed
2. Make the most of your assets: they recommend that the better your BATNA the
greater your power

What if they won't play?

They suggest 3 approaches (to encourage and coach the other party to use Principled
Negotiation too):

1. You should use principled negotiation to encourage them to do the same

2. If they continue to attack using positional bargaining, refuse to retaliate and redirect
their attacks on the problem. They term this Negotional Jujitsu after the oriental
martial art in which the attackers’ blows are deflected.
3. Involve a third party to fuse the views of the opposing parties, which they term
a One Text Procedure.

What if they use dirty tricks?

They give examples of dirty tricks that can be used in negotiation, such as lies, psychological
abuse and pressure tactics. They describe the two common responses seen, either of
appeasement or reciprocal dirty tricks.
Instead, they recommend a 3-pronged approach:

1. Recognition of the trick being played (so that you can ignore it)
2. Drawing attention to the trick being played
3. Negotiation about the negotiation itself i.e. about the rules with which the negotiation
will be conducted.

Source: https://wikisummaries.org/getting-to-yes/

Lecture Note:

 Write the one-paragraph summary of “Getting to Yes.”

Reading 1.3: Key Factors of Successful Negotiations

Negotiation is an old art and an integral part of any business. It may lead a company to immense
growth or an immediate demise, so it should never be underestimated.

Successful negotiation is not always easy. But if you want to learn how to negotiate like a
professional, take a look at this effective process with key factors that can increase your
leverage.

Preparation

 Focus on the benefits of the product you’re offering.

 Learn what your competitors offer and stress the advantages your product has over
theirs.
 Set your walk-away price
 Develop your sales presentation—practice until you cover all the points
 Key factor: resources
Research your buyer

 Learn what motivates him by looking at his social profiles on networks you can find him.
 Ask questions to learn more about his needs and motivations.
 Look at your customer and his surroundings and use anything that can help your
negotiation.
 Key factor: power, leverage

During negotiation

 Set your best price 10-15% higher so you can be able to give up a few percentage points.
This will make the other party feel as though they won some concessions.
 Add value for your price—and price for your value.
 Key factors: concession, attitude

Here are 7 steps to a successful negotiation:

 Be confident
 Be aware of why the customer is looking at your product
 Know what the customer values/doesn’t value
 Know the timeline for making a decision
 Make sure you’re dealing with a decision-maker
 Give the customer value that doesn’t cost you much
 Know your walk-away point

Source:
https://www.meirc.com/blogs/marketing-sales/five-key-factors-ofasuccessful-negotiation

Lecture Note:

 Write one word that can be emphasized as the key success factor of negotiations.

100202 The Art of Negotiation

Module 2

Language Use and Communication Strategies

for Effective Communication Negotiation

-----------------------------------------------------------------------------------------------
-----------------------------------------------

Module Outline:
2.1 Orientation

2.2 Negotiation Process

2.3 7C’s in Business Communication

2.4 Language Expressions for Effective Negotiations

Reading 2.1: Negotiation Process

The 4 steps to effective office negotiation

We are all born negotiators. Even before you started talking, you managed to get what you wanted from other
people.

And after working with professional services for over 20 years, I can confidently say lawyers are some of the
best negotiators – it’s how you get great results for your clients.
Unfortunately, this style of negotiation doesn’t always work with your peers. Dealing with team dynamics,
requesting more resources, or providing constructive feedback are just a few scenarios that require a different
style of negotiating.

Here are four steps you can take to ensure win-win negotiations within your team.

1. Prepare

One of the keys to negotiating effectively is to be able to express exactly what you want and why. This means
researching a number of things.

 Work out exactly what result is needed and why it is so important to you.
 At the same time, work out what’s in it for the other person. Why should they care?
 Research any relevant policies, procedures, or precedents.
 Find concrete examples to back up your story.
 Build a detailed business case around costs.
 Understand your “wiggle” room. How much are you prepared to give up?

Finally, learn as much as you can about the other person and how they’re influenced. This should dictate how
you present the information you’ve uncovered.

If they’re the analytical type, arm yourself with the facts – you could even send them beforehand to help them
prepare. If they take in their information in more a big picture ‘global’ way, be prepared to cut to the chase.

Now you’re ready to negotiate.

2. Exchange Information

Arrange a mutually convenient time and place to meet. When you do, consider the other person’s commitments
and when they’re at their best (especially if you are delivering bad news).

Then, when you’re stating your case, always:

 Talk through your position clearly, concisely, and confidently. Avoid phrases such as ‘I hope I
don’t…’ or ‘I’m worried that. Instead, keep it positive and say, ‘I plan to…’ or ‘My goal is….’.
 Consider and articulate the other person’s point of view.
 Listen carefully to their perspective before jumping in.
 Address problems and not people.
 Watch and, if necessary, moderate your tone, volume, body language and eye contact.

3. Bargain

Now that you’ve explained your objective, it’s time to bargain. This is where your terms should be explained
and any agreements start to take shape.

Bargaining is never easy – both sides often need to compromise. So always know what your core, non-
negotiable wants are and what you’re willing to let go of.

Don’t view your counterpart as an adversary. Instead, focus on the merits of the case and search for ways to
achieve reciprocity. If you feel yourself getting angry learn to ‘go to the balcony or to disconnect your emotions
(a phrase coined by Roger Fisher and William Ury in their classic Getting to Yes).
Make sure you focus on the underlying issue, rather than the other person. For that reason, try not to make too
many assumptions about what’s in the other party’s mind.

Always go in expecting negotiations to work. But just in case they don’t, take in a Plan B or what Fisher and
Ury call a BATNA (best alternative to a negotiated agreement). That way, even in the worst-case scenario you’ll
have an alternative.

If you’re really good you can even use your BATNA for leverage during negotiations.

Here’s my dos and don’ts for this vital stage.

DO
Keep an open mind, avoid defensiveness, be empathetic, be honest, remain positive.

DON’T
Be aggressive, talk and not listen, get angry, concede too much.

4. Close and Commit

Finally, you’ll probably need to make a few adjustments to the outcome before closing the conversation. Once
you have, you should always reconfirm what you understand has been agreed in this way: “So my understanding
is that we will now…”

Source:

https://www.filepro.com.au/the-4-steps-to-effective-office-negotiation/

Lecture Note:

 Draw a mind map showing the four stages in the negotiation process.

Reading 2.2: Seven C’s in Business Communication

A study conducted by McKinsey Global Institute and International Data Corporation reveals that
employees spend close to 30% of their time on emails. Beyond that, meetings, conference calls,
presentations, report writing and several other activities at the workplace involve communicating with
peers, superiors and other colleagues. To ensure that you communicate in the most efficient and
engaging manner possible and thereby enhance your productivity at work, you need to follow the 7 Cs
of effective communication: Clear, Correct, Complete, Concise, Concrete, Coherent, Courteous.

7 Cs of Effective Communication

1. Clear
Any message needs to come out clearly from your communication rather than the recipient having to
assume things and coming back to you for more information. This will only lead to more time being
wasted on emails.

Do not try to communicate too many things in one message. This will dilute the attention of the
reader. For an example of poor communicating skills, look at this email below.

Bad example:
Dear James,

I would like to talk to you about the new client’s project which the engineering team had discussed
yesterday. I might need the help of John from your team.

Regards,
Kevin

There are innumerable things that are wrong in this email. James might not even know who the new
client is or what the project is about. He probably was not part of the meeting with the engineering
team. Furthermore, there might be more than one John in James’ big team. Kevin also mentions that
he wants to talk. However, he hasn’t mentioned what time he would like to talk, neither has he asked
James if he would be free at any of the time slots available.
Here’s how this email could be made clearer.

Good example:
Dear James,

As you may know, we have signed up XYZ as our new client. I had a meeting with the engineering
team yesterday and discussed the campaign requirements for this project. John Redden from your
team had done a pretty good job last time doing the social media campaign for ABC and so I would
like him to work on the XYZ campaign too. Would you be available sometime tomorrow to discuss
this further?

Regards
Kevin

This email has all the information James needs to know. He can be well prepared for the meeting and
also check on John’s availability and have an answer for Kevin when they meet the next day – in
whichever time slot both the men are free.

2. Correct

When too many emails are being written in a day, people tend to type fast and therefore might make
spelling mistakes. Spell check will not be able to catch it if the wrongly spelt word is in fact another
word in the English language. You also need to ensure that you address people the right way and spell
their names correctly. Additionally, you need to ensure that the reader has sufficient knowledge and
education to understand the technical terms that you use in your communication.

Bad example:
Dear David,

Further to our conservation today, I am attaching the plan for the first stage of the project. Hope the
one weak deadline is okay with you and your team.

Regards
Sally

There were two glaring spelling errors in this e-mail. ‘Conversation’ was spelled ‘conservation’ and
‘week’ was spelled ‘weak’. Though these are minor errors, they could gravely impact the credibility
of your professionalism and the brand image of the organization you represent. Therefore, it is
absolutely necessary to check all your spellings and prefixes before you send an email, especially if
you are sending it to a client or a vendor outside of your company.

3. Complete
A complete message will have all the information the reader needs to know to be able to respond or
take action. If you require the reader to take some kind of action, ensure that you have a ‘call-to-
action’ in your email and also communicate the urgency of the task in question. Incomplete messages
lead to iterations, a lot of back-and-forth, and waste of time and effort on both ends. Here is an
example of an incomplete message.

Bad example:
Hi all,

Let us meet tomorrow to discuss the product launch event. Please be there on time.

Thanks
Chris

There is no mention of the time of the meeting scheduled for, or the location, neither is there any set
agenda. The recipients of the email would have to write back or call back to Chris to clarify.

Good example:
The best way to have written this email is:

Hi all,

Let us meet tomorrow at 11 am at Conference room 3 to discuss the product launch event. We will
have to decide the keynote speakers and complete the event invite draft tomorrow. Please be there on
time.

Thanks
Chris

4. Concise

People more often than not tend to write 4 sentences in a place where they could have finished the
message in 2 sentences. This wastes the time of the sender and the receiver and in turn limits their
productivity too. Furthermore, try not to add fillers such as ‘I mean’, ‘sort of’, ‘for instance’,
‘basically’, etc. Your message needs to be accurate, to the point and crisp. Here is an example of a bad
email.

Bad example:
Hi Suzanne,

I think we need to talk about the CSR campaign, I mean the one which we need to do as a quarterly
exercise. I think it is a great way of enhancing our brand image. Basically, it would just be a visit to
an orphanage but we can sort of do other things too. For instance, we could take the kids out for a
short trip to a nearby park or zoo. Let us sit and talk tomorrow.

Regards
Jennifer

The mail is full of fillers and extended phrases wherein she could have finished the email in just two
sentences, such as the one below.

Good example:
Hi Suzanne,
I need to discuss the quarterly CSR campaign with you. Let us take the kids out this time to a nearby
park or zoo instead of just visiting them. This will help enhance our brand image. We’ll talk in detail
tomorrow.

Regards
Jennifer

5. Concrete

You need to believe in you what you want to convey to the audience. Concreteness is a quality which
needs to come to the fore especially during marketing or advertising campaigns. There need to be
details that capture the attention of the audience, not bore them.
Bad example:

“Hilltop Resort is the best resort. Do come to us on your next holiday”

This is a vague ad message. It is made to sound like just another resort advertisement among a
hundred others. The audience will never remember this ad message. There are no concrete details to
take away from this message.

Good example:

“Hilltop Resort is the jewel of the western hills. Take a break from your work. Escape from life’s
chaos and stress. Relax and rejuvenate yourself at Hilltop. Go back fresh and energized!”

This message gives you visualizing details. The reader can actually imagine being in a beautiful resort
breathing fresh air and swimming in a pool instead of slogging away at his or her office. That is a
concrete message conveyed to the audience.

6. Coherent

Your message needs to have a logical flow. All sentences in your email or report should be connected
to the previous one and stick to the main topic. Without coherence, the reader will easily lose track of
what you have conveyed.

Bad example:
Dear Nam,

Thanks for submitting the industry report. Finn will give you some feedback on it. Finn also wanted
to find out if you will be available for the client meeting tomorrow. We will be discussing the budget
for the next phase of the project.

Regards
Shirley

The email was supposed to be about the industry report which was submitted and the feedback for it.
The question about the meeting had come out of nowhere and will now distract Nam and her
priorities.

Good example:
Dear Nam,

Thanks for submitting the industry report. Finn will give you some feedback on it. You will be
receiving an email from him with detailed comments.
Regards
Shirley

This email talks only about the report. Therefore, Nam knows that her report has been viewed and she
needs to wait for feedback. There are no other distractions. The query about the meeting must have
been an entirely different email.

7. Courteous

Being courteous is of profound importance in a corporate setting. Individuals who work together are
not necessarily friends and therefore, to maintain a healthy working relationship, being courteous is a
necessity. Hidden insults and aggressive tones will only cause trouble among individuals and result in
reduced morale and productivity.

Bad example:
Hi Drew,

I really do not appreciate how your IT team ignores the requests of my team alone. My team is an
important function in this organization too and we have our own IT requirement. Can you ensure that
your team responds promptly to my team’s requests hereon?

Regards
Stanley

This email is condescending, judgmental, and disrespectful. Drew might now order his team to not
respond to your team’s requirements entirely. Try this instead:

Good example:
Hi Drew,

I understand that the IT team is swamped with work and gets requests from every department in the
organization. My team, however, is working on a high-priority project and I would greatly appreciate
if you could ask your team members to respond to my team’s queries promptly and help us complete
this project on time. Please do let me know if you need anything from me.

Regards
Stanley

As a result of the polite request, it is likely that Drew will feel appreciated and important and he will
definitely ask his team to help your team out. Work gets done and everybody is happy too.

Conclusion
To sum up, working with other individuals, be it within your team or other teams in the organization
is the norm in today’s corporate setting. Therefore, communication becomes a critical skill. When you
communicate well, you become more efficient, you tend to command respect among your peers and
you maintain a healthy relationships with your colleagues. Keep in mind the 7 Cs of effective
communication and accelerate your career growth.

Source:

https://www.invensislearning.com/blog/7-rules-of-effective-communication-with-examples/
Lecture Note:

 What does the 7C’s play an important role in business negotiation?

 Which of the 7C’s are significant in terms of building trust and creating friendship in
negotiations?

 Note down seven good examples of 7C’s in business communication.

Reading 2.3: Useful Expressions for Negotiating in English

For successful negotiations, you need to consider the personalities of

the people involved, their culture, and their level of English. Using
diplomatic language to build a relationship and reach a compromise
is vital. Here are expressions you can use during each stage of the
process:

1. Starting the negotiation

 Let’s get down to business, shall we?

 Shall we get started?
 Let’s make a start, shall we?

2. Stating your position/ purpose

 What we are looking for is...

 Our main concern is...
 There are two main areas that we would like to discuss…
 We have little/ no room for movement on price…

3. Finding out what the other side is looking for/ wants

 Would your team consider...

 Can I clarify your position on...?
 Would you consider/ be willing to...
 How feasible is it for you to...?
 What are your views on...?
 Would you be able to...?
4. Offering a compromise
The use of modal auxiliary verbs and conditional clauses will help you
set out what you are willing to accept as a compromise.

 We can accept that  if    you...

 We might/ may be able to...
 We would be able to...
 Would you be willing to...?
 We may accept your offer on condition that...
 We could offer you ... if  you can agree on...

5. Checking for understanding

 When you say, ‘improve on the offer’, what do you mean?

 Have I got this right? You said you could finalize that by
December.
 If I understand you correctly, you said you could finalize that by
December.

7. Clarifying
 Could you clarify your last point for me?
 Does anything I have suggested/ proposed seem unclear to you?

7. Rejecting an offer

To soften bad news use these expressions before you give the bad
news:

 Unfortunately...
  I am afraid...
 Sorry...

For example:
 I am afraid (your proposal) is out of the question.
 I am sorry, but we cannot accept that.
 That’s really not an option I am afraid.

8. Asking for a reaction to the offer

 How does that sound to you?

 Would that be acceptable?

9. Nearing settlement

 The last sticking point is...

 There are just a few loose ends to tie up...

10. Agreeing and closing the deal

 That seems acceptable/ reasonable to us.

 I think we have a deal.
 I think we can agree to that.
 I think we have covered everything, that’s a deal.

11. A final point on being polite

There are several techniques in English to sound more polite; moving

away from the focus of ‘you’ can make you sound less direct and
therefore polite. Here is an example:

 Perhaps I am not making myself clear.

The use of ‘perhaps’ helps to soften the sentence.

Source:

https://www.londonschool.com/blog/useful-expressions-negotiating/

Lecture Note:

 List some easy phrases useful for each function of business

negotiating.

100202 The Art of Negotiation

Module 3
 Socializing and Opening Business Deals

-----------------------------------------------------------------------------------------------
-----------------------------------------------

Module Outline:

3.1 Orientation and Case Study

3.2 Negotiation across Cultures

3.3 Socializing through Business Small Talk

3.4 Opening Business Deals

Reading 3.1: Negotiation across Culture

Negotiations are rarely easy, mainly because they tend to consist of two sides trying to “beat”
the other.

However, if you ever find yourself working internationally or cross-culturally, negotiating

can be even harder. Why? Cultural differences.

Everything from language barriers to body language to how you meet-and-greet can
have an impact on your negotiations. Should the two parties get off on the wrong foot or
be working from two completely different cultural premises, there is potential for things
to go wrong.

That’s why it’s important to enter such negotiations with a certain amount of
knowledge and preparation beforehand. If you go in thinking that you can effectively
use tactics that are specific to your country or culture, then you’re probably in for a
reality check.

The Difficulties of Language

Of course, the most obvious problem with negotiating between cultures is the language
barrier.

In many cases, you won’t be able to directly understand the person across from you and they
won’t be able to understand you. You will have to communicate through interpreters, which
can be a laborious process to say the least. It’s important to see your interpreter as an
extension of yourself or your team – they need to be on your side and work to help you
overcome cultural challenges.

Where a common language is spoken, usually English, this doesn’t necessarily mean you
won’t have problems. People speak different types of English, with differences in vocabulary
and, if they are not native speakers, they tend to struggle to understand everything. It’s
imperative you stay well away from colloquialisms or technical jargon as this can confuse
people.

When speaking, try to ensure that you use plain, straightforward language that
communicates your point directly.

Physical Cues

In the US, UK, and much of Europe, eye contact is a sign of strength and confidence. In
places like South America, it’s a sign of trustworthiness. In Japan, however, prolonged
eye contact can be deemed impolite. In the Arab world, it’s uncomfortable and you
would especially take care if working across genders.

Actual physical contact is generally something that negotiation partners in the Western world
and Asia avoid. It’s seen as something personal and not for the business table. However in
relationship driven or tactile cultures such as the Middle East or South America, touchy
feeliness is essential – it’s all part of the relationship building process and developing trust.
Should you recoil at someone patting you on the shoulder or sitting too close, it can be taken
as a sign of dislike.

Where you physically sit in a room can also speak volumes in different cultures. In less
hierarchical cultures such as in Canada, Sweden or Britain there tends not to be any sort of
formal rules around who sites where. Cross over to places like Japan, China, Korea or India
and it very different. Where you sit defines who you are and your role. Misreading these
signals out of cultural ignorance can lead to embarrassment for both parties.

Punctuality

Westerners tend to hold time in high regard. “Time is money” is a famous American
phrase that sums up the level of priority time receive in US culture. As a result,
punctuality is important. Similarly in German, punctuality is near enough of religion.

Arrive late and your professional credentials can take a hit. So imagine what happens when a
culture such as this works with one that sees time as much less important such as the Arabs,
Spanish, or Nigerians? One party sees the other as unprofessional whereas in reality, they are
just being normal. Any negativity that may be expressed to the late party may be interpreted
itself as overly-uptight, unprofessional, unkind, and downright rude. All due to a different
approach to time.

Different Negotiating Methods

Every culture has a different way of viewing the world and therefore a different way of
negotiating.

There are some cultures that like to have a team of negotiators rather than just a single
negotiator.

Other cultures want to create a friendly relationships. That is to say, they may want to know
the person with whom they’re doing business.
Others care little about the people and just want the contract signed or the price agreed
upon.

There are cultures that like to stay silent and others that have a penchant for storming out of
negotiations.

Some cultures see the negotiation as a battle that must be won; others want a win-win
outcome.

Understanding how to properly integrate your own personal negotiation style into a cross-
cultural setting is vital for success in global markets.
Make sure you do your research before you engage in a negotiation with someone from a
different culture.

The following tips should serve you well prior to any future cross-cultural negotiation:
1) Learn a bit about the culture you are going to be negotiating with – go online, read
books or even better find someone from that culture willing to answer questions.

2) Understand their expectations from the negotiation process – prior to the meeting, pick
up the phone or send an email with an agenda and some ideas on what you seek to achieve in
order to prompt similar preferences from the other side.

3) Be clear with yourself about the stance and strategy you are going to take – if you feel
you need to adopt a new strategy, i.e. being more relationship focused rather than business
orientated or listening more than talking, then make sure you sit down and think it all
through.

4) Don’t jump to assumptions and conclusions in the negotiation process – if someone

says or does something that seems really odd, the chances are it isn't. Think about possible
cultural reasons behind the behavior and try not to rationalize according to your own view of
the world. You may find our page on the Ladder of Inference useful.

5) If you sense confusion always clarify and re-check for understanding – when it’s

impossible to work out what’s going on, put the brakes on and ask. Simply expressing your
willingness to learn or show sensitivity can lead to good things.

6) Speak slower, avoid fancy language and keep it simple – always, always, always temper
your language. Think how you would feel being in another country trying to negotiate in
another language.

7) Use your active listening skills – it’s always a good policy to ask questions, sit back and
listen to the answers. The more you let the other party speak, the more information you will
have to use to your advantage.

8) Explain the decision making process from your side and ask for them to clarify
theirs – who makes the decisions tends to differ from culture to culture. In more hierarchical
countries, it is usually always the boss who has the final say. Outline how it works from your
end and elicit the same from them so you are able to plug any potential gaps in terms of
information or next steps.

9) Pay attention to potential gender dynamics – if you are working across cultures and
genders, make sure you are fully aware of any sensitivities. For example, some Muslims tend
not to shake hands with the opposite sex. In some cultures they may assume that the woman
present is not of consequence whereas in reality they may be the decision maker.

10) Keep it professional no matter how challenging it may get – even if the negotiations
are testing your patience always remain courteous and keep it to business. Some cultures like
to test and prod the other party to gauge their trustworthiness factor. Others may take any loss
of temper as disrespectful and soon kill off any further discussions.

Source:
https://www.skillsyouneed.com/rhubarb/negotiation-across-cultures.html

Lecture Note:
  What should business people do when they need to negotiate
with clients from different cultures?
Reading 3.2: Socializing through Business Small Talk

Manoeuvering small talk situations is an important skill — especially in the business context.
To help you improve it, we have put together some examples of English business small talk.
Along with these dialogues, we provide you with handy lists of English small talk phrases.

© Cecile_Arcurs/istock.com
In the following, we present dialogues and key phrases for English business small talk. You
will also find lists with useful phrases from these examples that will help you in future
conversations.

Introducing yourself and others in English

In the first two conversations, you will find useful phrases for introductions and situations in
which you meet people again.

This is the setting for our fictional English business small talk: Jason, Susan, Gesine, Fridtjov
and Ben are all at a conference, where they are making new contacts and reconnecting with
old ones.

1. Starting a conversation: introducing yourself

Jason: I don’t think we’ve been introduced. I’m Jason. Jason Horn.
Susan: Nice to meet you. I’m Susan.
Jason: Pleased to meet you, Susan. How are you enjoying the conference so far?
Susan: It’s been great. I’ve met so many interesting people. And it’s a nice break from the
office, to be honest.
Jason: I know what you mean. Have you been to one of these conferences before?
Susan: Yes, I was at the one in Glasgow a couple of years ago. What about you?
Jason: That’s funny, I was there, too.
 
Business small talk tip: What’s in a name?
People from English speaking countries usually use their first names at work and in business
situations. If someone says their last name first, however, they probably expect you to use it.
Ask the person to say their name again if it’s unclear. It’s important to get it right.
 
2. Introducing someone else in English
Jason: Susan, this is my Norwegian colleague, Fridtjov. We work in the same department.
Fridtjov, this is Susan.
Fridtjov: Good to meet you.
Susan: It’s nice to meet you, too. Em, could you say your name again for me?
Fridtjov: It’s Fridtjov. Don’t worry. Everyone has difficulty pronouncing my name.
Susan: Fridtjov. Is that how you say it?
Fridtjov: Yes. Perfect!
 
Starting a conversation with someone you already know
If you already know the other person, you wouldn’t start the conversation by introducing
yourself. The following dialogues represent business small talk situations in which people
meet again, speak for the first time in person or remind somebody that they have met before.
 
3. Reconnecting with someone
Susan: Gesine? Hi, it’s Susan. Susan Christie.
Gesine: Oh, hi, Susan! I thought I recognized you. How are you?
Susan: I’m great, thanks. And you?
Gesine: I’m fine. Fancy meeting you here! What are the chances?
Susan: [laughs] I know. You wouldn’t have time for a quick coffee, would you?
Gesine: Sure. That would be lovely.
 
4. Starting a conversation: Meeting in person
Jason: You must be Gesine. I’m Jason. It’s good to meet you at long last.
Gesine: Ah, Jason. It’s great to meet you. We’ve been talking on the phone for years — it’s
funny that this is the first time we’ve actually met.
Jason: I know! Come on, I’ll introduce you to my colleagues.
 
5. You don’t remember me
Jason: Ben? Hi, I’m Jason. You don’t remember me, do you?
Ben: I’m sorry. Can you jog my memory?
Jason: Jason Horn. We met last year in Bristol. At the conference.
Ben: Oh, right. I remember now. We met at one of the evening events, right? Was it the one
in the town hall?
Jason: Yes, that’s the one.
Ben: Goodness, I’m so sorry. It’s good to see you!
Jason: No worries.

In professional situations that involve some sort of travel, this is usually a good topic for
business small talk.

Breaking the ice in small talk situations

After you have started the conversations, you’ll want the small talk to go on for some time
and avoid awkward pauses.
It’s never wrong to ask your conversational partner how they are. The answer to this
question, however, is usually very short in English conversations. Detailed recountings of
your health issues or marital problems are not the best small talk topics. It’s a lot more
innocuous to ask how your conversational partner likes the event at which you’ve met. Other
quite universal small talk topics are the weather, travel, accomodation or your background. In
the following dialogue extracts, you’ll find how you can get a conversation with a business
partner going using these small talk topics.
 
6. Travel small talk
Jason: How was your trip, Gesine? Not too arduous, I hope.
Gesine: [laughs]  No, it wasn’t arduous at all. The plane was almost empty, so I had three
seats all to myself. And I took the tram here. The venue is very central, isn’t it?
Jason: You can say that again! Now, how about we grab a coffee before we get down to
business?
Gesine: That would be great. Thanks.

7. Small talk about your background

Susan: Jason said you’re from Norway. How long have you lived here?
Fridtjov: I moved here in 2007.
Susan: Oh, that’s quite a while. I’ve always wanted to go to Norway. Whereabouts are you
from?
Fridtjov: I’m from Trondheim. Have you heard of it?
Susan: Yes, I have. A friend of mine lived there, actually. The world’s biggest sundial is in
Trondheim, isn’t it?
Fridtjov: [laughs] Yes, that’s right! The Trondheim Torg. That’s funny that you know about
that.
 

Business small talk tip: Things in common

Small talk is about finding a connection with the person you are talking to. Listen carefully to
the information people share with you in a conversation and try to follow with a question to
find out more. When someone asks a question, offer a little more information than they asked
for. As soon as you find a topic on which you both have plenty to say, you’ll be off to a good
start. 
 
8. Asking someone where they come from
Fridtjov: And what about you, Susan? Where are you from? I can’t quite place your accent.
Susan: I’m from Northern Ireland. But I moved here when I was a teenager, so my accent
isn’t as strong as it used to be.
Fridtjov: Oh, right. I’ve never been to Northern Ireland before. Are you from Belfast?
Susan: No, I’m from Portstewart. It’s about 60 miles north of Belfast.
 
9. Small talk about your accommodation
Susan: So, where are you staying while you’re here?
Gesine: At the inn by the park. Do you know it?
Susan: I’ve never stayed there, but I’ve only heard good things about it. It’s very handy for
the conference venue.
Gesine: It is, and it’s very comfortable. I don’t travel much in my job, so it’s a bit of a treat to
stay in a nice hotel and not to have to worry about my kids and so on.
Susan:  [laughs] I bet.
 
10. Small talk about the weather
Ben: I can’t believe the weather we’ve been having — rain, rain, rain. It’s so depressing.
Jason: Yeah, I know. I heard that it’s supposed to get better by the end of the week.
Ben: Really? Isn’t that what they said last week?
Jason: Yeah, well, you can’t really trust the weather forecast. It’s the time of year, though,
isn’t it? It’s always miserable in January.
  
Being able to tell entertaining stories is a great small talk skill

Keeping the conversation going

Let’s keep the conversation going. Once you’ve started off with a general and rather
unpersonal topic, you might want to lead over to a somewhat more personal topic. Small talk
is all about finding out what you have in common with other people. If you can find a topic
that you are both interested in, the conversation should flow quite easily.
 
11. Small talk about your family
Susan: I think I remember you said you had three kids. Is that right?
Gesine: Yes, just the three.
Susan: Just three? Sounds like a bit of a handful to me.
Gesine: It’s getting easier, now that they’re older. They can even be quite good company
sometimes.
Susan: And you have a dog, too, don’t you?
Gesine: Well, we did. He passed away last year, unfortunately.
Susan: Oh, dear. I’m so sorry. Losing a pet is awful.
Gesine: Yeah, it is. Anyway, let’s talk about something cheerier.
 
Business small talk tip: Changing the subject
You may want to change the subject because you find the current small talk topic awkward,
or because you would like to start talking about business. Using the following English
expressions can help make the transition smooth:
 Anyway ...
 So, tell me …
 Oh, by the way…
 
12. Telling a story
Gesine: You’ll never guess what happened to my daughter the other day.
Susan: What?
Gesine: Well, she’s 15 and loves entering competitions. But sometimes, you have to be 18 to
enter, so I let her use my name. Well, she won. Or rather, I did.
Susan: Cool! What did you win?
Gesine: A luxury holiday for two in the Maldives!
Susan: That’s amazing! Are you taking your daughter or your husband?
Gesine: My daughter, of course.
 
13. Small talk about work
Jason: So, are you still with the same company?
Ben: Yeah, I am, actually. It’ll be ten years next year.
Jason: And everything’s going well?
Ben: Things have noticeably picked up, so that’s a relief. What about you? Have you been
promoted yet?
Jason: [laughs] I have, actually. I remember telling you about that.
Ben: Good for you! What’s your official title these days, then?
Jason: Principal planning consultant.

Inviting somebody along

Especially if you meet at an event, you might want to ask the other person to join you for a
cup of coffee or some other activity. Here is how you can do that:
 
14. An invitation to the pub
Jason: A few of us are going to the pub. Would you like to join us?
Ben: I’d love to. Thanks. What time are you going?
Jason: Around 7.30 this evening.
Ben: Oh, I forgot. I’ve got to call the New York office at eight. I’m not going to be able to
make it.
Jason: Why don’t you come along after your call?
Ben: OK, I could do that. Where are you going to be?
Jason: At the Prince of Wales on Market Wynd.

Ending a conversation
Ending small talk can feel as awkward as starting the conversation. However, especially at
professional events, it is important that you don’t spend the whole time talking to the same
person. It’s therefore important that you know how to end a conversation politely in English.
 
15. Saying Goodbye
Susan: Is that the time? I’d better get back to work. Listen, it was lovely catching up. I’m so
glad I bumped into you.
Gesine: It was great to see you, too, Susan. It made my day.
Susan: Give me a call next time you’re in London.
Gesine: I will, for sure.
Susan: Have a safe trip back home and a great time in the Maldives!
Gesine: Thanks, I will! Take care.

Source:

https://www.business-spotlight.de/business-small-talk-examples-and-
useful-phrases
Reading 3.3 Position and Interest in Business Negotiations

In today’s business world, more negotiators are striving for win-win outcomes. It’s easy to
understand why: as more and more companies enter into long-term business relationships
and partnerships, win-win agreements are becoming indispensable. Companies that
depend on each other need to maintain positive relationships and conduct transactions that
are mutually beneficial. As a result of this shift, traditionally trained win-lose negotiators are
left wondering how to achieve win-win results.

In their landmark book, Getting to Yes, Dr. Roger Fisher and William Ury proposed a
systematic framework to increase the likelihood of reaching a win-win agreement. A critical
element of this system is an understanding of the distinction between positions and
interests.

Positions vs. Interests

Interests and positions are not the same thing. A position denotes what each party wants ?;
or thinks it wants ?; from the negotiation. Interests are the underlying reasons why their
demands are important to them. Thus, a position may be a means to satisfy an interest, but
a given position is not necessarily the only, or even the best, way to do that. Put simply,
positions are negotiable; interests are not.

Focusing solely on positions in negotiations can lead to the underlying interests going
unsatisfied, or even unrecognized, which makes a win-win virtually impossible to achieve.
Position-focused negotiation can also damage the business relationship, as each party digs
in and defends its position at all costs. This can lead to deadlock or a breakdown in
negotiations. Both parties will generally have differing positions and they are not likely to be
fully compatible. However, the parties may have interests in common, which they can work
towards together, or differing interests that are not in conflict, which facilitates a
collaborative solution.

It is most conducive to a win-win outcome if the focus is on each party’s interests ?#147;
the why of the negotiation. Uncovering these underlying interests helps the negotiators to
determine whether there is more than one way to satisfy their true needs. The only way to
achieve a win-win outcome is to satisfy the interests of both parties.

Working Towards the Win-Win

Before you even walk into a negotiation, you should have outlined your own interests and
made some educated guesses about those of the other party. Set your priorities
beforehand and determine what is negotiable and what is not.

Depending on what you know or guess about the other party’s interests, you may be able to
identify in advance some areas where you can make concessions that are of more value to
them than they are to you, and vice versa. This is an ideal opportunity to create value and to
find ways you can each gave up little to gain a lot. This approach is a valuable strategy for
reaching a win-win agreement.

Concessions are the terms, conditions and dollars that may be traded in order to reach a
win-win. The exchange of concessions is what moves a negotiation to a satisfactory
conclusion. Here are some general guidelines for trading concessions:

 Since negotiation is a give-and-take process, remember that you must have

something to give if you expect to receive anything.?
 Never give a concession unless you expect to get one in return.
 Remember that what you perceive as having low value, the other party may perceive
as having high value, and vice versa.
 Whoever gives a large first concession without getting one in return generally gives
up the most in the entire negotiation.
 Plan a supporting statement for each concession to demonstrate its value.? The
otherparty must feel that each concession has been earned; something given for
free has little perceived value.
 Don’t accept, but always explore, the first offer. Chances are you can do better, and
the other party will probably become concerned if they don’t have to work a bit to
get your agreement.
 Anticipate what concessions you think the other party will trade freely, and how the
other party will react to each of your concessions.
 Remember that how you give out concessions is just as important as what
concessions you give. Different concession patterns will send different messages.

Through effectively using concessions you can eliminate the zero-sum game, win-lose
mentality, by increasing the size of the pie. By focusing on interests instead of positions,
creative concessions become a key tool for reaching mutual satisfaction and achieving win-
win outcomes in negotiations.

Source:

https://www.bakercommunications.com/newsletter/articles/negotiation070111.html
Reading 3.4 Opening Business Deals

Useful English Phrases you must know for Business Negotiations (Part I)

Learning how to communicate using a formal negotiation language gives you an advantage.
May you be a professional or a business owner, you can use this skill in different situations.
If you are targeting to deal with a foreign company, venture into the export market or enter
into foreign trade, knowing how to communicate in the international market effectively will
increase your chances of being successful. Part of going global is encountering people that
are speaking a language different from you, hence requires you to use a bridge language to be
able to interact and negotiate with them. Since much global business is conducted in English,
it is best to learn how to negotiate using it.

To have better cross-cultural communication and improve your side of a deal, there are
certain phrases in English that you can use in business. Knowing what to say in certain
turning points of negotiations will help you and your counterpart accurately understand each
other. To increase your chances of getting the best deal possible for yourself or for your
company here are some general negotiation phrases you can use during a negotiation.

Part I: Opening Business Deals 

Welcoming and establishing a rapport

Fostering a positive image even at the start of the negotiation will help you to lay the
groundwork for a positive relationship. People become more agreeable when they see that
you are considerate and welcoming. Also, business owners prefer to do business with
companies with which they have a good relationship. Interacting with professionals in a
positive and inviting way creates an encounter that they will want to repeat. People naturally
want to deal with companies that have earned a good impression during a meeting. 

 “I would like to welcome you to…”

 “How was your trip?”

 “Did you have a good journey?”

 “Is this your first visit to…?”

  “Would you like anything to drink?”

Setting the negotiation agenda

The way you begin the discussion sets the tone for the entire negotiation meeting. Breaking
the ice with a light small talk could help reduce any tense atmosphere. You may do this by
agreeing on the agenda and stating the positive goals that both parties want to achieve for the
meeting. To start a negotiation, here are some of the phrases you can use.

 “Before we begin, shall we have a look at the main points on the agenda?”

 “Should we have a look at the main points for today’s discussion?”

 “To start with, I think we should establish the overall procedure”

 “I’d like to outline our aims and objectives.”

Asking if the other party is in agreement

After laying down the agenda, it is best to ask if the other party is in agreement. This shows
your consideration on your counterpart and helps you to confirm whether there is something
more to include in the discussion. Some of the questions you can use are listed below.

 “How do our objectives compare to yours?”

 “Is it acceptable to you?”

   “Is there anything you’d like to add?”

Making proposals

After formally setting up the agenda, the next phase is delivering a value proposition. This
has to be presented in an effective way to increase the chances of your success. To introduce
your proposal you may use the following phrases below.

 “We’d like to propose that…”

 “Concerning your proposal, our basic position is…”

 “We’ve got several options…”

Effective questioning for proposals

To better understand what is being proposed, you would have to get further information. This
will help you to identify possible opportunities and repercussions, uncover the needs and find
alternative options that you can use when making a decision. Some of the questions you can
use when asking further details are listed below. 

 “What are your views on…?”

 “How do you feel about…?”

 “Could you be more specific?”

 “Would you like to suggest a course of action for…?”

Responding to suggestions

At some points in the negotiation, you would have to provide suggestions and solutions to the
proposal that have been presented. This is especially needed when a deadlock has been
reached to avoid being stuck. When providing your suggestion, here are some phrases you
can use:

 “Considering that I would like to suggest…”

 “Now that you mentioned it…”

 “Maybe it would be better to…”

 “Perhaps a better idea would be…”

 “I’d like to make an alternative offer. I propose that…”

 “From where we stand, a better solution might be…”

Reasoning

After introducing your suggestion, it is best to justify it by supporting it with good arguments.
If the arguments are sound and make sense for both parties, it will possibly be the option that
can be taken. You may use the following phrases below to present your reasons.

 “One of the key reasons for this is…”

 “This is because…”

 “I am basing my solution on three ideas/points/reasons: first,… second,… lastly..”

Expressing priorities

Conveying your priorities at certain points of the discussion will help in making the other
party understand your target. Knowing what aspect you give importance to the most will
enable them to consider your preferences and needs. This will help you to come up with an
agreement that works best for both of you. You may express your clear goals by using the
following phrases:
  “We might like to…”

 “Our main priority is…”

 “Our intention is…”

 “The most important issue for us is…”

Giving clarification

To avoid taking the negotiation in the wrong direction, it is best to ask for clarification on the
spot when a detail presented seems ambiguous or vague to you. Use any of the phrases below
to clarify a detail.

 “What exactly do you mean by…?”

 “Are you suggesting that…?”

 “Could you clarify one point for me?”

 “Could you be more specific?”

 “In other words, you feel that…”

Expressing agreement

When an acceptable suggestion or proposal has been presented, express that you are in
agreement with it. This will help you to come to a favorable negotiation outcome. You may
convey your understanding or agreement on a point by using any of the phrases below:

 “I agree with you on that point.”

 “You have a strong point there.”

 “I think that would be acceptable.”

 “That’s a fair suggestion.”

 “That sounds great to us.”

 “I am with you on that.”

Expressing disagreement and giving reasons

Disagreements are part of negotiating and should be expressed to let the other party know
that you are not on the same page. However, this does not have to sound hostile but should be
conveyed in a tactful and polite manner. Utilize the following phrases below to express your
disagreement while using a diplomatic tone.

 “I understand where you’re coming from, however,…”

  “I can’t quite agree with you on that.”

 “I’d have to disagree with you there.”

 “I’m afraid we have some reservations on that point…”

 “I’m afraid that doesn’t work for me.”

 “I’m afraid I had something different in mind.”

 “That’s not exactly how I look at it.”

Once you learn these basic phrases, you will feel much more confident when communicating
during a negotiation. Remember to listen and consider what others are saying to ensure that
you respond correctly and use the phrases appropriately at the right time. Also, don’t forget to
treat the other party with respect and prepare thoroughly to increase your chances of success.

Source:

https://www.lingualbox.com/blog/useful-english-phrases-you-must-
know-for-business-negotiations
Reading 3.5: Business Negotiation Case Study – Renting Retail
Space (Part 1)

Case Study:
S&P Restaurant is negotiating with World Medical Hospital to rent retail
space to open a restaurant in the hospital’s shopping mall.

Scene I: Greeting and Socializing

Suda: Good morning, I am Suda Lertnaisilp, the marketing

manager of S&P Restaurant. Can I speak to Khun Mayuree
Mitraphand, the general manager of World Medical
Hospital, please?
Mayuree: Nice talking to you, Suda. I am still happy dining at S&P
Restaurant. You serve delicious Thai dishes. What can I do
for you?
Suda: Thanks. World Medical Hospital is full of international
patients who are looking for healthcare services with
specialized doctors. I have known that your hospital is
opening a new shopping mall, and we would like to rent
retail space for our new restaurant.

Scene II: Opening a Business Deal

Mayuree: Thanks so much. I believe that our international customers

will be happy dining at S&P international restaurant.
Suda: Thanks. Shall we start talking about our business? I would
like to negotiate for reasonable rental fee.
Mayuree: Absolutely, we need a customer who can pay in the rental
fee on time.
Suda: For us, we need a shopping mall collecting reasonable
rental fee so that we can make profits.

100202 The Art of Negotiation

Module 4
 Bargaining and Closing Business Deals

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Module Outline:

4.1 Orientation and Case Study

4.2 Networking

4.3 Bargaining

4.4 Closing Business Deals

Reading 4.1: Networking

7 Tips To Remember When Trying To Make Business Connections

Many professionals often dread networking events. However, making connections and having a
successful business can sometimes be one in the same. Here’s the thing, to truly perfect the art of
networking and making connections, you have to practice everyday. Whether that’s talking to
coworkers for a few minutes or working on your elevator pitch, be sure to find the best way to market
your qualities. The key to a great business connection is sharing what you do and the goals of your
company and listening to what your connection does. From there, you can figure out how both your
similarities can benefit each party. Try to attend as many networking events to get a ton of practice.

The following seven tips can help substantially when trying to make business connections at these
events.

1. Be On Time

Ok, we get it. You’re nervous and you have no idea how this is going to go. So, arriving late makes all
the sense in the world. That is, until you get there and realize that everyone’s huddled in a group and
you’re left on the sidelines with no one to talk to. Trust us, arriving early is definitely the way to go.
Getting there when all is still calm allows you to take a breath and go over last minute details in your
head.

A better strategy may be to set a time limit on how long you want to stay at the event. Allot yourself a
chunk of time that you’re comfortable with. This reduces the pressure you put on yourself. It may also
motivate you to talk to more people because you don’t have all the time in the world. Just remember
to put your best foot forward as you don’t know who you’ll meet that can help with your career
advancement.
2. Ask Easy Yet Open-Ended Questions

This step is what many people have a hard time doing. However, it can be really easy if you do your
homework beforehand. If you have access to the guest list, google some of the attendees. A great
place to get some professional background information on someone is LinkedIn. From there you can
draft questions about their different business ventures. If you’re nervous, try using conversation
starters like “May I join you” or “What brings you to this event?”

Talking about food and travel is also a good tactic, advises etiquette expert, Jacqueline Whitmore. In
an interview with Inc., Whitmore reveals that the commonality that we have as humans is our love for
food and our interest in travel. Whether you started the conversation or not, remember to listen
intently. Not only is this a great way to get to know someone, it also helps in generating follow up
questions to keep the conversation going.

3. No Sales Pitch, Please

The last thing you want to do is go in there and sound like a sleazy sales guy trying to sell a pre-
owned car. Relax, people are more likely to do business with you if they can see you as fun and
informal. Keep the conversation light and when someone asks about your business, give a short
summary of what your business is all about. Be sure to include recent accomplishments like new
clients or a job you just completed. Of course, you still want to sell your business, but the key is to find
an easy transition into your current conversation.

4. Talk About Your Passion

The enthusiasm that beams from you when you talk about something you enjoy is exactly what you
need to leave a lasting impression. Sharing your personal journey of how your company came
about and why it was important for you to start it in the first place are great talking points. Remember,
your drive and passion are what makes you memorable at a networking event.

5. Keep Smiling

This and talking about your passion goes hand in hand. Have you ever witnessed someone talk about
the love of their life? The smile and emotion they show just from sharing a memory of them? That’s
what happens when you talk about your business and what you hope to achieve as an entrepreneur.
Not only is smiling infectious, but it also does a great job of hiding just how nervous you are.
As a bonus, you come off as warm and inviting. The most important take away is that you tuck all the
negative thoughts away and just keep smiling.

6. Learn to Listen

Here’s the secret to being a good listener; you form connections from listening and you learn a whole
lot about others. Becoming a really good listener takes practice, however. You must learn to make
eye contact, remember the person’s name and suggest topics that relate to what someone else just
discussed. You have a better chance of someone reaching out to you after the event if they had a
meaningful conversation, rather than one that was simply filled with pleasantries.

7. Remember to Follow Up

If you feel you made a meaningful connection with someone, don’t forget to ask for their contact
information before the event ends. Typically, it is a good idea to follow up with a contact 48 hours after
the event. Find out their preferred method of communication, as everyone is different. You may come
across people who will only supply you with their email, where others may also supply social media
information, like LinkedIn. Just be sure to reference something you both talked about within the
context of your message, so that they know exactly who you are. To create lasting business
connections, you must stay in constant contact.

Conclusion

Here’s the thing, to truly perfect the art of networking and making connections, you have to practice
every day. These seven steps can help you solidify those connections.

Source:

https://craftjack.com/toolbox/7-tips-to-remember-when-trying-to-make-business-connections
Reading 4.2 Bargaining and Closing Business Deals

Useful English Phrases you must know for Business Negotiations (Part II)

Learning how to communicate using a formal negotiation language gives you an advantage.
May you be a professional or a business owner, you can use this skill in different situations.
If you are targeting to deal with a foreign company, venture into the export market or enter
into foreign trade, knowing how to communicate in the international market effectively will
increase your chances of being successful. Part of going global is encountering people that
are speaking a language different from you, hence requires you to use a bridge language to be
able to interact and negotiate with them. Since much global business is conducted in English,
it is best to learn how to negotiate using it.

To have better cross-cultural communication and improve your side of a deal, there are
certain phrases in English that you can use in business. Knowing what to say at certain
turning points of negotiations will help you and your counterpart accurately understand each
other. To increase your chances of getting the best deal possible for yourself or for your
company here are some general negotiation phrases you can use during a negotiation.

Part II: Bargaining and Closing Business Deals 

Compromising

On certain occasions, you would need to compromise during a negotiation. You have to meet
your partner halfway to come up with a mutually beneficial outcome. In this case, you have
to tell them what are the acceptable alternatives to you, what are you willing to trade and
what are you not prepared to budge. To express your willingness to compromise, use the
following phrases below. 

 “We might be able to work on… if you could…”

 “We are ready to accept your offer; however, there would be one condition.”

 “Would you be willing to accept a compromise?”

 “In return for this, would you be willing to…?”

 “Could you meet us halfway?”

Bargaining

Part of the negotiation is talking about the conditions, transaction or price. It is normal to
debate about these aspects to get the best possible deal. However, you must be firm and be
able to justify offers. Some of the bargaining phrases you can use are: 

 “I’m afraid we can only go as low as…”

 “From where we stand an acceptable price would be…”

 “Our absolute bottom line is…”

Delaying

On occasions when you need some time to study both the opportunities and repercussions of
an offer or when you need to consult or wait for the approval of someone, it is best to delay a
decision. Here are some ways to express a request for a delay in decisions.

 “I have to admit that we will have to study this. May we get back to you on this point
later?”

 “I’ll have to consult with my bosses back in the office.”

 “I will need to think about it more and return to you again later.”

 “I am not entitled to make decisions of that kind by myself.”

Refusing a proposal while maintaining goodwill

Not all negotiations can result in successful deals. Some do not get completed since one of
the parties may be dissatisfied with the proposal or incapable of providing the requirements
of the agreement. In this case, refusing a proposal must still be expressed gracefully to ensure
that goodwill is still maintained. Here are some ways to express it:

 “I am afraid I can’t agree with that.”

 “With all due respect, I must kindly decline your offer.”

 “That’s not really a viable option for us.”

 “That would be very difficult for us because…”

Accepting the proposal

When the deal is good for both parties, accepting the negotiation proposal must be expressed.
Some of the ways you can express your acceptance are listed below. 

 “This agreement is acceptable to us.”

 “I think we have reached an agreement here.”

 “That sounds reasonable.”

 “I think we have a deal.”

 “I believe we have an agreement.”

 “I can agree to that.”

Concluding

Before the negotiation ends, it is best to summarize the points that have been agreed or
disagreed on. This will help to formally clarify the points and a chance to ensure that both
parties are amenable to the agreements discussed and are willing to take the respective
actions for it. Some of the ways to recapitulate the negotiation discussion are the following:

 “Let’s look at the points we agree on…”

 “Shall we try to sum up the main points of our discussion?”

 “Have I left anything out?”

 “I think you’ve covered everything.”

 “Let’s just confirm the details, then.”

 “This is where we currently stand…”

Closing

Regardless that the negotiation has been successful or not. It is best to close the discussion
properly. Here are some ways to close the negotiation.

 “Let’s leave it this way for now.”

 “I’m willing to work with that.”

 “I think we both agree to these terms.”

 “I’m satisfied with this decision.”

 “I think we should get this in writing.”

 “Would you be willing to sign a contract right now?”

 “Let’s meet again once we’ve had some time to think.”

Once you learn these basic phrases, you will feel much more confident when communicating
during a negotiation. Remember to listen and consider what others are saying to ensure that
you respond correctly and use the phrases appropriately at the right time. Also, don’t forget to
treat the other party with respect and prepare thoroughly to increase your chances of success.

Source:

https://www.lingualbox.com/blog/useful-english-phrases-you-must-
know-for-business-negotiations
Reading 4.3: Business Negotiation Case Study – Renting Retail
Space (Part 2)

Case Study:
S&P Restaurant is negotiating with World Medical Hospital to rent retail
space to open a restaurant in the hospital’s shopping mall.

Scene III: Bargaining

Mayuree: Shall we get down to business?

Suda: Okay, we would like to open a 1,000 square metre restant.
Can you quote a sensible rental fee?
Mayuree: The rental fee is charged at 50,000 Baht per month, but
you, my close friend, I can give you 45,000 Baht per
month.
Suda: Can you lower your rental fee to 40,000 Baht per month?
Mayuree: It can be okay if you can offer 10% discount for our staff
for each food and beverage bill?
Suda: I think it makes sense.

Scene IV: Closing a Business Deal and Networking

Mayuree: Let me summarize. S&P agrees to rent 1,000 square metre

retail space at 40,000 Baht per month if World Medical
Hospital’s staff can get 10% discount for food and drink.
Suda: That’s right. Shall we have lunch at S&P Restaurant, Siam
Paragon, next week?
Mayuree: Okay, see you next Wednesday at noon.

100202 The Art of Negotiation

Module 5

Negotiation Practice 1

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Module Outline:

5.1 Review

5.2 Reading Negotiating Case Studies

5.3 Preparing for Business Negotiations

5.4 Portfolio of Assignments 1

Reading 5.1: Business Negotiation Case Study

Case Study:

A student is talking on phone with his lecturer asking for a permission

to study online because there is a big flood in Bangkok, and

there is a heavy traffic congestion. The lecturer is worried if students

study online they might not interact with teachers.

Questions:

1. What might be the position and the interest of each negotiating

party?

2. What might be acceptable solutions that both parties can

collaboratively negotiate for mutual benefits?

Portfolio of Assignment 1: Principles of Business Negotiations (30

Marks)

Assignment A: Reflective Writing (10 Marks)

Directions: Answer all questions with clear examples in Thai or

English.

1. What have you learnt in this course about the art of negotiation?

In your life, give an example of business negotiations. What

should business people do for effective negotiations?

Assignment B: Business Negotiation Concepts (20 Marks)

Directions: Answer all questions with clear examples in Thai or

English.

1. What are the key success factors of effective negotiations?

 2. How can you use easy-understanding and polite English for

effective negotiations?

3. Why do socializing and networking play important roles in

negotiations?

4. What are the four stages of business negotiation process?

100202 The Art of Negotiation

Module 6

Negotiation in Job Application

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Module Outline:

6.1 Orientation and Case Study

6.2 Job Advertisements

6.3 Curriculum Vitae / Resume

6.4 Job Interview

 100202 The Art of Negotiation

Module 7

Negotiation in Sales and Marketing

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-----------------------------------------------

Module Outline:

7.1 Orientation and Case Study

7.2 Marketing Mixes and AIDA Models

7.3 Socializing and Opening Business Deals

7.4 Bargaining and Closing Business Deals

100202 The Art of Negotiation

Module 8

Negotiation in Education

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Module Outline:
8.1 Orientation and Case Study

8.2 Online, Onsite, and Hybrid Learning

8.3 Socializing and Opening Business Deals

8.4 Bargaining and Closing Business Deals

100202 The Art of Negotiation

Module 9

Special Topics in Negotiations

-----------------------------------------------------------------------------------------------
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Module Outline:

9.1 Orientation

9.2 Digital Technology for Negotiations

9.3 Negotiations in Current Issues

9.4 Ethics in Negotiations

100202 The Art of Negotiation

 Module 10

Negotiation Practice 2

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Module Outline:

10.1 Review

10.2 Negotiation in Job Application

10.3 Negotiation in Business

10.4 Portfolio of Assignments 2