ENGLISH FOR NEGOTIATING

Get Started. It's Free
or sign up with your email address
ENGLISH FOR NEGOTIATING by Mind Map: ENGLISH FOR NEGOTIATING

1. 1. WHAT MAKES A SUCCESSFUL NEGOTIATING

1.1. A DEFINITION a negotiating is a meeting or a series meetings in which the parties need each other's agreement to reach a specific objective which is to their mutual advantanges.

1.2. CHECKLIST - EFFECTIVE NEGOTIATING Planning, Beginning the negotiation, During the negotiation, Ending the negotiation, After the negotiation.

1.3. THE NEGOTIATING PROCESS greeting and positive opening-reviewing and agreeing on the agenda-establishing positions-clarifying priorities-making proposals-bargaining-handling conflict-setting-summarizing-losing

2. 2. THE NEGOTIATOR AND KEY TERMS

2.1. TYPES OF NEGOTIATION persuasive, polite, rational, firm, flexible.

2.2. THE NEGOTIATION to make, to purpose, to consider.

3. 3. Opening- creating the right climate

3.1. GREETINGS first meeting, follow-up meeting, welcoming.

3.2. NAME

3.3. INTRODUCTIONS

3.4. SMALL TALK

3.5. POLITE OFFERS

3.6. GETTING STARTED

4. 4. AGREEING ON AN AGENDA

4.1. THE AGENDA

4.2. PROCEDURE

4.3. CHECKING FOR AGREEMENT

4.4. GLOBAL OBJECTIVES

4.5. INTRODUCING THE AGENDA

4.6. NEGOTIATING THE AGENDA

4.7. ROLES

4.8. LENGTH OF MEETING

4.9. QUESTION

5. 5. OPENING STATEMENTS - STATING YOUR POSITION

5.1. STRATEGY

5.2. BACKGROUND TO THE NEGOTIATION

5.3. COMPANY PROFILE

5.4. LINK TO POSITION STATEMENT

5.5. INVITING INTERRUPTIONS

5.6. STATING YOUR POSITION general, focus, additional

5.7. INVITE A RESPONSE

5.8. YOUR TURN

6. 6. CLARIFYING POSITIONS

6.1. LISTENING to guarantee the full understanding an effective listener will use different techniques: asking questions, paraphrasing other's arguments, summarizing positions constantly.

7. 7. MAKING AND RESPONDING TO PROPOSALS

7.1. SUMMARIZING

7.2. INTRODUCING A REVIEW

7.3. YOUR VIEW ON THINGS

7.4. CHECKING

7.5. CONCRETE PROPOSALS

7.6. STARTING PROPOSALS

7.7. MAKING PROPOSALS

7.8. COUNTER PROPOSALS

7.9. REACTING TO PROPOSALS

8. 8.BARGAINING

8.1. RESTATING YOUR PPOSITION

8.2. SETTING CONDITIONS

8.3. RESPONDING IN THE BARGAINING PHASE

9. 9. HANDLING CONFLICT AND RESOLVING STICKING POINTS

9.1. ALWAYS STRESS THE POSITIVE

9.2. IDENTIFYING OBSTACLES

9.3. ANALYZING ON OBSTACLE

9.4. CREATING SOLUTIONS

9.5. REASSURING

9.6. POSPONING

9.7. ASKING AND SHOWING UNDERSTANDING

9.8. THREATING

9.9. TERMINATE THE NEGOTIATION

10. 10. CLOSING A NEGOTIATION

10.1. CLOSING SIGNALS

10.2. PROGRESS MADE

10.3. SUMMARIZE

10.4. REVIEW AREAS OF AGREEMENT

10.5. STATE UNRESOLVED AREAS

10.6. CHECKING AND CONFIRMING

10.7. ACTION POINTS FOR THE FUTURE

10.8. NEXT MEETING

10.9. POSITIVE CLOSE

11. 11. NEGOTIATING - AN OVERVIEW

11.1. OPENING, FIRST MOVE, QUESTION, BARGAINING, AGREEMENT AND CLOSE

12. 12. PHRASAL VERBS AND IDIOMS FOR NEGOTIATING

12.1. A STORY NEGOTIATING USING 'PHRASAL VERBS'

12.2. IDIOMS - STRATEGY

12.3. IDIOMS- PROGRESS

13. 13. CROSS - CULTURAL TIPS

13.1. RELATIONSHIP, NEGOTIATING STRATEGY, THE INDIVIDUAL, TIME, SOME QUICK CROSS-CULTURAL COMPARISIONS

14. 14. GOLDEN RULES

14.1. DO have clear objectives with strategies for concession and rollback know the negotiating culture of your partner

14.2. DON'T set unrealistic targets use language which is too complex for people to understand.