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G 255
B 255

How to
negotiate?
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Table of contents

Introduction

Introduction

Phrases for negotiating

How to make people listen

Skills for negotiating

Showing discontent

Resolving a conflict

Whats next?

About EF

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Good luck!

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Phrases for negotiating

v Small talk
small talk
Lets get down to
business
v

v Repetition and paraphrasing

repetition
paraphrasing

So what youre
saying is...

Making an offer
makes an offer

Were prepared to offer

$500 vper unit.

v Responding
respond

Im afraid we cant accept that

price Thats out of the question!
v What do you have in mind?

What do you
have in mind?
Would you consider $550?
v

v If...then...
(if...
then...) If you are
willing to pay cash, then we can give
you a discount.
v Win-win situation
win-win
situation

v Lets shake on it!

Youve got a deal! Lets shake
on it!

Terms
terms

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How to make people listen

The purpose of this meeting

is to decide on the company logo.
Well,
heres the agenda,Maybe
we should get started.

I recommend ...In
my opinion ....

shouldcould
In my opinion, we
should consider different vendors
Maybe we could think about
different vendors.
v

Im positive
that? I really feel that ?

Im positive that its

the vendors fault

John in Marketing
said it could be the vendors fault. I
thought he had a good point.
v

Lets move on to the

next point.
Maybe
Um.
v

Im
afraid I cant agree with this plan

Well, Im not sure; it

doesnt seem like it will work.

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Skills for negotiating

The United States and Russia,

England and France, and Germany
and France are all former competitors
who became allies. If they could do it,
so can we.

Ive come to trust you

completely, but on this issue I sense
some holding back.

What are you hoping to

achieve today?

If I seemed sharp a
few moments ago, be assured that it
was only due to my determination to
make this work.

Im right, youre wrong,

Thats
more your area of expertise than mine,
so Id like to hear more.

What happened
last week was unacceptable as it was
unintentional. Shall we move on?

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Showing discontent

Work with me
Jake Its this or nothing.

Ian Work with me here. Im sure we can come to an agreement.

Tough on us
Jake: Youll also need to hand over control of the department

Ian: That would be tough on us, how about

IanJake
Im a little disappointed

Jake: Im afraid we cant give you more for that price

Ian: Im a little disappointed. Is that all you can offer?

JakeIan

10

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Showing discontent

I understand

Ian: I understand where youre coming from, however

Im willing to compromise

Ian: Im willing to compromise, but youll have to do better
than that.

12

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Resolving a conflict

You may be right but, in my opinion,

a better approach would be to...

...
Im not sure I totally agree with that,
perhaps we could consider
a compromise and...

...
I see your point of view, but Im
concerned that...
...

What do you think about the

proposal to..?
...
A different option could be to...
...
I suggest that we list the pros and cons
of both proposals and compare them
objectively.

Lets try to remain objective about this...

...

I strongly feel that the optimum solution

would be to...
...

Can you explain why you think we

should do it like that?

Perhaps the best course of action would

be to...
...

Lets look at things logically...

...

Would you consider..?

...?

Do you have a gut instinct about this?

14

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Resolving a conflict

Interest-based Relational Approach.

v
v

v :

v

v
v

16

Thomas & Kilman

5; ; ,

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Whats next?

www.ef.com.cn/professionalenglish/

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About EF
EFEF

Share, Discuss and Be Heard.

EF
http://t.englishtown.cn

800-820-3015
400-820-3015

EF Blue
On Screen RGB
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G 63
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EF White
On Screen RGB
R 255
G 255
B 255

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How to negotiate?

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21