Task: Dr Ed Zap is holding a two-day seminar on negotiating techniques. At the end of the first morning, he gives the group his ten rules for negotiating. Here they are.
Ten rules for negotiating
1. Find out how many points are to be negotiated.
2. Start from, an extreme position.
3. Assume the other person owes you a concession.
4. Don’t concede without exchange.
5. Don't give what you can sell.
6. Exaggerate the value of your concessions; minimize the value of the other person’s.
7. If they insist on ‘principle’, expect a concession in return.
8. Only threaten what you are prepared to carry out.
9. Don’t show disrespect to the other person.
10. If you’re happy with the result, don’t
shout ‘I’ve won!’
Read Dr Zap’s rules and then look at the remarks in list A. These remarks are not good for negotiating. Instead, use phrases from list B. Which one would you use in each case? Write the whole sentences like in the example.
Example: Instead of
You see? I knew I’d win!
say
I think we can agree on these terms.
|
A
a)
You see? I knew I’d win!
b) I know what you want to discuss, so let’s
start.
c) I can reduce the price. Does that help?
d) Delivery? That’s no problem; no extra
charge.
e) It’s against your policy to give
discounts? OK.
f) What a ridiculous idea! Don’t be stupid.
g) Another half per cent? Yes, that’s a very
generous offer you’re making.
h) This is my final offer. If you refuse,
I’ll cancel everything. |
B
1) If you increase the order, then we may be
able to reduce the price.
2) Very well, but if you can’t give
discounts, I’m sure you can extend ...
3) If you can’t accept this, I may have to
reconsider my position.
4) I think we can agree on these terms.
5) I’m afraid that will not be possible.’
6) May we go through the points to be
discussed before we begin?
7) Half a per cent is a very small amount. 8) Delivery? Well it may be possible but only if ... |