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HOW TO NEGOTIATE AND MAKE DECISIONS IN THE SCOPE

OF BUSINESS MEETINGS USING ENGLISH

ARRANGED BY:

M. ONNI MAHYUZAR SIREGAR - 23110047

PEARL YUSTI - 23110001

NAZWA NABILA – 23110043

B MORNING MANAGEMENT

SUPPORTING LECTURER:

MOTHER NADA NABILA,.SPd.,MPd

HIGH SCHOOL OF ECONOMICS

STIE BUILDING WORKS

 FOREWORD

We would like to express our gratitude to the presence of Allah SWT, whose
mercy and grace we were able to complete this paper on time. The title of this paper is "
How to Negotiate and Make Decisions in Business Meetings Using English”

On this occasion we would like to express our deepest gratitude to the

lecturersby Mrs. Nada Nabila,.SPd.,Mpdwho has given us the assignment, this paper is
submitted to fulfill course assignmentsBusiness EnglishNot only that, we hope that this
paper can be useful for writers in particular and readers in general. However, we realize
that in preparing this paper there are still many shortcomings. Therefore, we really hope
for criticism and suggestions for the perfection of this paper.

Finally, we hope that the paper will be successfulBusiness EnglishThis can provide
useful information and knowledge for all of us. We would also like to thank the parties
who helped in writing this paper and to our friends who read this paper to the end.

Tebing Tinggi, March 21

LIST OF CONTENTS
FOREWORD................................................................ ....................................................
............ .i

LIST OF
CONTENTS................................................................ ......................................................
.......... ...............ii

CHAPTER I
INTRODUCTION................................................................ ............................................
.... 1

1.1
Background............................................... ................................................................ .........
.1

CHAPTER II
DISCUSSION................................................................ ................................................ 3

2.1 Definition of
Negotiation............................................ ................................................................ 4

2.2 Negotiation
Techniques ................................................ ................................................................ ......
6

2.3 Negotiation Stages to Make a Decision............................................ ... 8

CHAPTER III CONCLUSIONS AND

RECOMMENDATIONS................................................................ ....................11

3.1
Conclusion................................................ ................................................................ .........
... 11

BIBLIOGRAPHY................................................................ .............................................
... 12
 PIG

INTRODUCTION

1.1 Background
The development of the business world has so far developed rapidly. Business is
a promising income, because through business we can produce a symbiotic
mutualism to fulfill our needs and desires as humans. Something that cannot be
separated from living creatures is communication. Communication is an element
that differentiates us as living creatures from objects. Business is also an important
element that not only differentiates us from objects, but also differentiates us as
humans from animals. If we combine these two elemental strengths,
"communication with business", it will definitely be something useful in the
business world. Business is an activity that is always around us and is known by
young people to old people.
Communication is a very important activity in negotiations. The results of
research by a communications expert concluded that around 75% -90% of work time
is used by leaders or managers to communicate. If two or more people work
together then there needs to be communication between them. The better the
communication, the better the chances of their cooperation. Effective
communication requires mutual respect, trust, openness and responsibility.
 In the business environment there is also a negotiation process, which is the
process of a business transaction to establish cooperation with potential business
partners. Negotiation is necessary in human life because its nature is so closely
related to the philosophy of human life where every human being has the basic
nature of defending his or her interests, on the one hand other humans also have
interests. In fact, both parties have the same goal, namely fulfilling their interests
and needs. If there is a conflict of interest regarding something, a dispute arises.
There are various ways to resolve disputes, one of which is negotiation.
How to communicate and negotiate in business because these skills are very
important to reach a mutually beneficial agreement between the parties involved. In
the business world, effective communication allows information to be conveyed
clearly and precisely, thereby reducing the possibility of misunderstandings.
Meanwhile, good negotiations allow the parties involved to reach an agreement that
satisfies all parties. Thus, skills in communication and negotiation will help build
good and sustainable relationships in the business world.

CHAPTER II
DISCUSSION
2.1. Understanding Negotiation
The term negotiation comes from the English word "negotiation", in the general
sense, negotiation is a bargaining process by negotiating to reach an agreement
between both parties (Ulinuha, 2013). Meanwhile, Robbins (2003) defines
negotiation as a process in which two or more parties exchange goods and services
and try to agree on the level of cooperation for them. According to Jackman (2005)
negotiation is a process that occurs between two or more parties who initially have
different thoughts, until finally reaching an agreement. Oliver (in Purwanto, 2006)
added that negotiation is a transaction where both parties have the right to the final
result. This requires agreement from both parties so that there is a process of giving
and receiving something to reach a mutual agreement.
 Negotiation is also referred to as an interactive process carried out to reach
agreement. This process involves two or more people who have different views but
want to reach some resolution together (McGuire, 2004). Meanwhile, the Garuda
Sales Institute Module defines negotiation as a process of reaching an agreement by
minimizing differences and developing similarities in order to achieve mutually
beneficial 10 11 mutual goals. Negotiation is also two-way communication, namely
the seller as the communicator and the buyer as the communicant or taking turns.
The communication process in negotiations has the following characteristics:

a. Involves two parties, the seller and the buyer

b.There is a similarity in the theme of the issues being negotiated

c.Both parties collaborate

d.There is a similarity in the goals of both parties

e.To concretize problems that are still abstract

Tim Hindle (in Rustono, 2008) in his book Negotiation Skills states "The art of
negotiation is based on attempting to reconcile what constitutes a good result for the
other party". Negotiation is a skill that can be learned by everyone (Rustono, 2008).
Meanwhile, Jackman (2005) said that negotiation is a process, a method for reaching
agreement on an issue that is being discussed or debated.

Based on the description above, it can be concluded that negotiation is a

communication process in which two or more people with different goals carry out a
reciprocal process that involves exchanging something between two or more people
until they reach a mutual agreement that benefits all parties.

2.2 Negotiation Techniques

Negotiation techniques can be studied through theories based on practices or

experiences carried out by those involved in the world of negotiations. In general, there
are five negotiation techniques as follows:

1. Competitive Negotiation Techniques.

 Applied to tough negotiations.
There are parties who make high demands at the start of negotiations.
There are parties who keep demands high throughout the process.
The concessions provided are very rare or limited.
The opposing negotiator is considered the enemy.
There are parties who use excessive methods to pressure opposing parties.
Negotiators do not have good and accurate data.
2. Cooperative Negotiation Techniques.
View the opposing party's negotiator as a partner, not as an enemy.
The parties explore each other's interests, shared values and are willing to work
together.
The negotiator's goal is fair dispute resolution based on objective analysis and
clear legal facts.
3. Soft Negotiation Techniques.
Placing importance on reciprocal relationships between parties.
The goal is to reach an agreement.
Make concessions to maintain reciprocal relationships.
Trust the negotiator.Easy to change position.
Give in to reach an agreement.
It is risky when a soft negotiator faces someone who is a hard negotiator
because what happens is "win-lose" and gives rise to an artificial agreement.
4. Hard Negotiation Techniques.
Negotiating opponents are seen as enemies.
The goal is victory.
Demand concessions as a prerequisite of good relations.
Hard on people and problems.
Distrust of opposing negotiators.
Demands gaining position and applying pressure.
5. Interest Based Negotiation Techniques.
As a middle ground for the conflict between hard techniques and soft
techniques.
 It has four basic components, namely: People, Interest, Option/Solution and
Criteria (PIOC).The people component has 3 (three) foundations:
1. Separate people and problems.
2. Concentrate attacks on the problem, not the person.
3. The parties position themselves as working partners
The interest component focuses on the importance of maintaining a position.
The option component means:
1. Enlarge the part before dividing by increasing the agreement options.
2. Don't get hung up on one answer.
3. Avoid the mindset that solving their problems is their business.

The criteria components include:

1. Agreement on criteria, objective standards, independence.

2. Market value.
3. Precedent.
4. Scientific assessment.
5. Professional standards.
6. Rely on the law.
7. Habits in society.
The choice of negotiation techniques, in their use, really depends on the
individual characteristics of the person carrying out the negotiation process. To
be a good negotiator someone must have the following things:
1. Good communication skills.
2. Sociable.
3. Good technical skills.
4. Have a high sense of sympathy.

2.3 Negotiation Stages

So that negotiations can run effectively and be completed in a short time, it is

very important for a person or negotiator to pay attention to the stages of negotiation, so
that negotiation targets can be achieved.

The most important stages of the negotiations are as follows:

1. Pre-negotiation Stage:
The activities carried out are internal without involving third parties to
prepare negotiation materials thoroughly, including:
a. Determining goals and establishing positions. Goals must be
formulated clearly, logically, realistically and reasonably. It is best to
arrange them on a priority scale: what are the ideal goals, realistic goals
according to the position and the minimum goals that can possibly be
achieved.
b. Complete personal data and opposing party data relating to the subject
of the dispute including information about the opposing party such as the
character of the company's top management. Data sources can be obtained
from brochures, magazines, profit and loss balance sheets, interviews with
other parties. No matter how small the information, don't consider it
unimportant.
c. Preparing the negotiation team. The selection of a negotiation team is
part of the strategy, therefore the selection must be based on the quality of
the case, negotiation experience, good personal character and having the
authority to decide. A negotiator must have the following characteristics:
1. Able to communicate well, language that is easy to understand,
does not go back and forth, is not long-winded and is effective.
2. Not emotional in attitude and actions, able to control oneself
naturally, not rude.
3. Able to quickly understand the opponent's conversation and
analyze it.
4. Don't easily get lost in your opponent's conversation.
5. Able to build team works in the negotiation process.
d. Determine initial strategy. The initial strategy is meant to be the
strategy or tactics that will be used when negotiations first take place,
including anticipating the strategy of the opposing party. However, this
strategy can change during the negotiation process, depending on
developments.

2. Negotiation Stages
 This is the stage where negotiations are actually carried out where the
parties face to face sitting together at the negotiating table. In the initial
discussion before entering the negotiation material, there needs to be an
agreement regarding the negotiation rules, length of negotiation time, rest
time, internal discussions with the team and what if negotiations fail and
when negotiations should end.
After these things have been agreed, the next activities are: presentations
from the parties, negotiation process or bargaining for solutions, formulating
a draft agreement.
1. Presentations from the parties took turns, delivered in writing and
read, containing:
subject matter of dispute;
hope;
description of settlement solutions;
and, commitment to resolve disputes peacefully.

2. The process of negotiating or bargaining for a solution. The parties

will use various strategies to achieve their goals, for example,
threatening, ridiculing, bullying, intimidating, destroying team
cohesion and so on. Whatever strategy is applied in negotiations,
the parties must remain based on the initial commitment to resolve
the dispute peacefully (win-win solution).

3. Formulate a draft agreement. Once the bargaining process is

deemed sufficient, options will emerge that the parties will choose
to solve the problem.

Next, the parties submit proposals to be submitted to the opposing

party. The contents of the proposal are negotiated again until an
agreement is reached, to be formulated in a draft deed of agreement. The
draft deed of agreement was studied in depth until the parties fully
understood its contents and there were no longer multiple interpretations
of the editorial articles. The results of negotiations on the draft deed of
 agreement produce an agreement ready to be signed by the parties as an
end to the dispute.

CHAPTER III

CONCLUSIONS AND RECOMMENDATIONS

Within the scope of business meetings, there are several important conclusions
in terms of negotiating and making decisions. Here are some important points to note:

1. Thorough preparation: Before a business meeting, it is important to make thorough

preparations. This includes researching the topic to be discussed, gathering relevant
information, determining the boundaries and goals of the negotiation, and preparing a
strong argument.

2. Effective communication: In business meetings, it is important to communicate

clearly and effectively. Use straightforward language and avoid using ambiguous or
confusing words. Listen carefully to what the other party says and respond
appropriately.

3. Maintain a professional attitude: In negotiations and decision making, it is important

to maintain a professional attitude. Avoid excessive emotions or unnecessary
confrontation. Give arguments that are logical and based on facts, not based on personal
feelings.

4. Understand the interests and goals of all parties: In negotiations, it is important to

understand the interests and goals of all parties involved. This will help in reaching a
mutually beneficial agreement for all parties.

5. Flexibility and compromise: In negotiations, it is not always possible to achieve all

desires and needs. Therefore, it is important to be flexible and ready to make fair
compromises. This will allow mutually beneficial agreements to be reached.
6. Evaluate risks and benefits: Before making a decision, it is important to evaluate the
possible risks and benefits. Consider all possible consequences of the decisions taken
and ensure that the benefits outweigh the risks.

7. Document the agreement: After reaching an agreement, it is important to document

the agreement in writing. This will ensure that all parties have a clear understanding of
what has been agreed and can be used as a reference in the future.

This conclusion can help in preparing and facing business meetings more
effectively, so that you can reach mutually beneficial agreements and make the right
decisions.

BIBLIOGRAPHY
 Sri Mulyono, 1996, Decision Making Theory, Publishing Institute, Faculty of
Economics, University of Indonesia: Jakarta.

Griffin, Ricky W. & Ebert, Ronald J., 2005, Business, Sixth Edition, Volumes 1 and 2,
Index: Jakarta.

Johannes Supranto, 1998, Decision Making Techniques, Rineka Cipta: Jakarta.

Agustini M, Wijanto H 2019. English For Business. Isbn;978-602-6865-48.9

Soegijapranata Catholic University:Semarang