Welcome back!
In our previous lessons, we covered
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business terminology
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professional emails and reports
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and public speaking and presentations.
Today, we’ll focus on negotiation skills.
Before we start, do you have any questions about the previous lessons or your homework?
Negotiation skills are essential in business for reaching agreements, resolving conflicts, and building relationships.
Whether you’re negotiating a contract, a salary, or a project timeline, effective negotiation can lead to better outcomes.
What experiences do you have with negotiation?
Effective negotiation involves several key principles:
Preparation:
Know your goals, priorities, and alternatives.
Active Listening:
Understand the other party’s needs and interests.
Clear Communication:
Express your points clearly and confidently.
Problem-Solving:
Focus on finding mutually beneficial solutions.
Flexibility:
Be willing to adjust your approach and find common ground.
Are there any principles you find particularly challenging?
Discuss the student’s challenges and provide tips.
Negotiation typically involves several stages:
Preparation:
Research and plan your approach.
Opening:
Set the tone and outline your goals.
Bargaining:
Exchange offers and counteroffers.
Closing:
Reach an agreement and confirm details.
Implementation:
Follow through on the agreed terms.
Would you like to discuss any particular stage in more detail?
Provide additional details on any stage the student is interested in.
Let’s look at some common negotiation strategies:
Collaborative:
Aim for a win-win outcome where both parties benefit.
Competitive:
Focus on maximizing your own gains, sometimes at the expense of the other party.
Compromising:
Find a middle ground where both parties make concessions.
Avoiding:
Delay or avoid the negotiation, often to gather more information or wait for a better opportunity.
Accommodating:
Prioritize the other party’s needs over your own, usually to build goodwill.
Which strategy do you think you use most often?
Discuss the student’s preferred strategies and offer insights on when different strategies might be appropriate.
Preparing for a Negotiation
Preparation is key to successful negotiation. Here are some steps to help you prepare:
Define your goals:
Know what you want to achieve.
Research the other party:
Understand their needs and interests.
Determine your Best Alternative to a Negotiated Agreement:
Know your alternatives if the negotiation fails.
Plan your strategy:
Decide on your approach and tactics.
Let’s practice preparing for a negotiation.
Imagine you’re negotiating a project deadline with a client.
Take a few minutes to
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define your goals
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research the client’s interests
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and determine your BATNA.
Role-Play Exercise - Negotiation
Let’s practice a negotiation through a role-play exercise.
I’ll play the role of the client, and you’ll negotiate the project deadline with me.
Remember to use the principles and strategies we’ve discussed.
Are you ready to begin?
Conduct the role-play exercise, providing feedback on the student’s negotiation skills.
Handling Difficult Negotiations
Difficult negotiations can be challenging, but here are some tips to handle them:
Stay calm:
Keep your emotions in check and remain professional.
Listen actively:
Understand the other party’s concerns and interests.
Ask questions:
Clarify points and gather more information.
Be patient:
Take your time to find a solution.
Seek compromise:
Look for win-win solutions where possible.
Do you have any experiences with difficult negotiations you’d like to share?
Discuss the student’s experiences and offer additional tips and strategies.
Negotiation Phrases and Vocabulary
Here are some useful phrases and vocabulary for negotiation:
Opening:
I’d like to discuss…
Our goal today is…
Bargaining:
Can we explore other options?
How about we…
Closing:
We can agree on…
Let’s finalize the details.
Let’s practice using these phrases in a short negotiation scenario. You can choose a topic or I can provide one.
Conduct a short practice negotiation, focusing on using the phrases and vocabulary. Provide feedback on the student’s usage.
Review & Q&A
Let’s review what we’ve covered today.
We discussed the
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basics of negotiation
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different strategies
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and practiced negotiation through role-play exercises.
Do you have any questions or need any clarifications
Homework Assignment
For your homework, please prepare for a negotiation on a topic of your choice. Write a brief plan outlining your goals, research on the other party, your BATNA, and your strategy.
Additionally, practice a short negotiation using the phrases we discussed.
We will review your plan and practice the negotiation in our next class.
Do you have any questions about the assignment?
Preview of Next Lesson
In our next class, we’ll focus on cross-cultural communication.
We’ll learn about the importance of cultural awareness in business and practice communicating effectively across cultures.
Please review today’s material and come prepared with any questions.
I look forward to seeing you next time!