Types of negotiations

to reach an agreement
 Customer-supplier negotiations
 Merger or takeover negotiations
 Trade negotiations
 Wage negotiations
 Types of negotiations
to settle disputes
Contract disputes
Labour disputes
Trade disputes
Word combinations with negotiations
Intense • Very difficult, tiring
intensive • With a lot being discussed

• Very difficult
Delicate, tense • Could easily fail

Protracted

Eleventh-hour • Take place at the last possible moment of the time

Last minute available
 Bargaining
discussing and agreeing the price of sg.
Collective bargaining
Pay bargaining
Wage bargaining(discussins between groups of employees and their
employers about pay and conditions)
Word combinations with bargaining

Tactic

Chip/ Point/
Bargaining power
tool

Process
 Negotiating scenario

Kick off the

Meet and Give the negotiations
greet background to themselves :
Have a clear
representative Offer coffee the 1. priorities
agenda and a
s, and and small talk negotiation from the
timetable
introduce your (talking about other side 2.
colleague the situation) own
requirements
 Furthering negotiations
Trade-offs
You make a concession in exchange
Proposal and for a concession from the other side.
Win-win Probing Be aware of HORSE TRADING (series
counter proposal of concessions in return for
concessions) . If you make a trade-off,
you give something away and get sg.
in return.
HAGGLE: argue about the price of sg.)
Asking the right Offers from both sides
questions: to work towards
What is the situation agreement which will
on production at your benefit them both
Agreement of equal plant at the moment?
benefit from both What did you have in
sides mind regarding
specifications?
What were you Conditionals, would,
thinking of in terms of could, may, might
delivery dates?
 Difficulties

Confrontations

Dealing with problems:

Underline common goals
Confrontational
Confirm that you haven’t
negotiating tactics: Issue
changed your mind
threats, ultimatums, lie
and bluff Be willing to compromise
Postpone discussions

Only for tough

negotiators!
 Reaching agreement

Agreements

Contract

Yes Checking
the deal
 Reaching an agreement
Deadlock
/stalemate/impasse/irreconcilable
diffrences

Mediator

No Arbitrator-
arbitration