TOPIC 4_W.

12_MEETINGS & NEGOTIATIONS

SPEAKING

- Have you ever found yourself in a negotiation situation?

- How important do you think negotiation is in business?

READING

Negotiating 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 counterpartner'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.

1
 TOPIC 4_W.12_MEETINGS & NEGOTIATIONS

Body Language Possible meaning

• Lying
Avoiding Eye Contact • Not interested
• Not telling the whole truth

• Trying to intimidate
Serious Eye Contact
• Showing anger

• Nervousness
Touching the face/fidgeting • Lack of confidence
• Submission

• Agreeing
Nodding
• Willing to compromise

• Frustrated
Shaking the head/turning away • In disbelief
• Disagreeing with a point

http://www.englishclub.com/business-english/negotiations-process.htm (abridged and adapted)

1. Decide whether the following statements are true (T) or false (F):
1.1 The duration of the negotiation depends on how significant it is. ____
1.2. Most negotiations are settled at the end of the conversation. ____
1.3. The first word must always be yours. ____
1.4 It is important to answer in the same manner you are addressed. ____
1.5 You should never rephrase what the other party says. ____
1.6 One’s body may be more truthful than one’s mouth. ____

2. Explain what the following words / expressions mean in context:

2.1 unlikely ____________________________________________________
2.2 making a request ______________________________________________
2.3 overestimated ______________________________________________
2.4 extend the same courtesy _________________________________________
2.5 acknowledge ____________________________________________________
2.6 conveying ____________________________________________________

2
 TOPIC 4_W.12_MEETINGS & NEGOTIATIONS

READING GRAMMAR

Adjectives + Prepositions - Some adjectives go with certain prepositions. There is no real pattern –
you need to learn them as you meet them. Here are some examples, but remember that there are many
other adjective + preposition combinations that are not covered here.

Adjective + ‘at’: I’m quite good at English but I’m bad at maths and I’m terrible at physics.

Adjective + ‘for’: Jogging is good for your health but smoking is bad for you.

e.g. good, bad, famous, qualified, ready, responsible, suitable FOR

Adjective + ‘in’: I’m very interested in this report.

e.g. interested, involved, experienced, IN

Adjective + ‘of’: I’m perfectly capable of doing it myself, thank you.

e.g. fond, capable, aware, full, tired OF

Adjective + ‘with’: We’re very pleased with your progress.

e.g. pleased, angry, bored, delighted, satisfied WITH

1. Complete the sentences with an appropriate preposition.

1.1 I don’t really feel qualified ______ that job. I will not apply for it.
1.2 We are very satisfied ______ your son’s progress this term.
1.3 Who’s responsible ______ this mess?
1.4 She studied at Oxford, as she was fond ______ reminding us.
1.5 I’m really bad ______ expressing myself clearly.
1.6 Aren’t you tired ______ doing nothing every day?
1.7 I'd be very interested ______ knowing more about the services your firm offers.
1.8 The PA was so involved ______ her work that she didn’t hear me come in
1.9 She is very experienced ______ marketing.
1.10 Were you aware ______ the risks at the time?

https://learnenglish.britishcouncil.org/en/beginner-grammar/adjectives-prepositions (adapted)

3
 TOPIC 4_W.12_MEETINGS & NEGOTIATIONS

WRITING

Schedule a meeting by email. You should be clear about

your objectives:

1. Write a clear subject line

2. Use a salutation
3. Introduce yourself (if necessary)
4. Explain why you want to meet
5. Be flexible about time and place

You can use these structures:

4. I would like to show you how exactly our firm can help you grow your online presence.

4. I’m emailing you today to let you know we have created a new [XXX] called [XXX].

5. If this time and date do not work for you, please let me know.

5. Please let me know as soon as possible which of the above schedules would work for you.