ansonpuier wenn = “ compromise —\_, 2 aN agreement in a negotiation in which the people involved reduce their demands or change their position in order to agree } thebottom line ba point in a discussion on which it is not possible to reach an agreement 5 sticking point ¢ asituation in which agreement in a negotiation cannot be reached because neither side will change its demands or accept any of the demands of the other side 4 deadlock d_ negotiation which requires bargaining and each side reducing their demands 5 bargaining point power to influence people and get the results you want 6 horse-trading {something which controls what you do by keeping you within particular limits 7 constraints & something which someone else wants that you are willing to lose in order to reach an agreem 8 leverage h_ the lowest amount acceptable in a negotiation Scanned with CamScannerNegotiating your office ut lease of office space will have a large 1 impact... \e the future of your business. While you will need sciuihing that 2... Your current needs, keep the future of vrbasiness in 3...» as well. Take 4... Of your present ‘ements and your plans for the future, ‘Think about the 5... of your lease. Do you want to 6. instability of location and possibly price by segtatinga long-term lease? Or do you need the flexibility tomove to bigger, better location? How much of a(n) 7. twyour business would a future change in location Cave! Thinking about your business plans for the future, i sheteany ime that would be better or worse for your lease to & stion? lease Make sure you know exactly what you are leasing, You will want to measure the office space for yourself ro make sure you have envisioned it accurately. What kind of parking is there and how much of its included? Who will be responsible for the costs of repairs or renovations? Whar, if any, are the 9... on your use of the property? When it 10...» to renewals, you want to avoid any terms that give the landlord 11... ability to inerea rent. If your business becomes very successful and would suffer from a change of location, the landlord will have alot of 12 coon tf taise your rent at renewal time. Instead, try 10 negotiate a formula for incteases upfront. This val added stability and predictability. EE i 4 Complete the advice above using the words in thebox. From http//wwy.alliaw.con come comes pact interruption leverage lock moote mind restrictions stock term uni Negotiating a lea: — = Scanned with CamScannerso other phrases instea ' “| | we can use other pare 2d OF Whey, forming conditional sentences, e Typically in questions: — suppose / supposing (that) suppose we offer you an increase of 3% Will you sign a productivity deal? , - imagine (that) Imagine that the inflation rate goes up. How will that affect productivity? e Making the condition more emphatic: - provided / providing (that) We'll give you a discount providing that it doesn’t affect our profit margins. - aslongas We'll buy your goods as long as you guarantee to deliver them at the times We specify. : ~ oncondition that / on the one condition that We'll buy the machines at that one condition that you install | charge, pricean ca Ol prem free Untles; S Means ‘if nov’ or ‘except il’: see! We won't supply you with goods ules Pay for the -_ yn't Ps ¥ for them upfront (i.e. if you de the the ‘em upfront / except if you pay to “pfront.y fal Scanned with CamScannerRole-play | Work in pairs. Here are some typical sta part of the negotiation? Choose from th | meeting and small talk | agreeing an agenda stating and finding out positions bargaining dlarifying positions reaching agreement summarising agreement Ha a ges in aneg ' list on the right (a-o). tion (17). Which phrases might you use in each Tthink that’s too high, Th about... Vd be happy with that. What about you? ve drawn up a rough agenda for discussions. Is there anything you'd like to add? eae Let’s see if I’ve got this straight. You want us to pay Test in a month's time. Now, let’s see what we've got to discuss. I jotted down a few What about you? Good to see you again. Did you have a good tr OK. So let’s just go over the points of our agreement aga! Perhaps we'd better get down to business. Would you like t requirements first? So, let’s see. What have we agreed? So, the first thing we have on our list is the pric How do you feel about thi So, what you're saying is an inegease in rent for th next year. Am | right? How was your summer? » we paid the price you'te askit Suppose we P . er of more than 1,000 units’ us a discount if we place fa wwo-year a we'll give ‘Well, it’s not id 'at wouldn't give us enough profit. How 00 upit id th Would you be prepared you that increase, a8 1ong as ts part feat, but [think we could do it s-nna af vaur own to each stage. Scanned with CamScanner