ENGLISH FOR NEGOTIATING

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ENGLISH FOR NEGOTIATING by Mind Map: ENGLISH FOR NEGOTIATING

1. 1. WHAT MAKES A SUCCESSFUL NEGOTIATION

1.1. A definition

1.1.1. A negotiation is a meeting or a series of meetings in which the parties need each other's agreement to reach a specific objective which is to their mutual advantage.

1.2. Checklist-Effective Negotiating

1.2.1. Planning

1.2.1.1. Read and gather pre-negotiation documentation

1.2.1.2. Clarify important question prior to the negotiations

1.2.1.3. Know the ohter party business and culture

1.2.1.4. Decide objectives strategy and agenda

1.2.2. During the negotiation

1.2.2.1. Listen and clarify the objectives of the other parety

1.2.2.2. Focus initially on areas of agreement

1.2.2.3. Be clear firm and to th epoint

1.2.3. Beginning the negotiation

1.2.3.1. Create a positive atmosphere

1.2.3.2. Agree on timetable

1.2.3.3. State your position

1.2.4. Ending the negotiation

1.2.4.1. Summarize and confirmthe deal

1.2.4.2. Clarify future responsibilities

1.2.4.3. End positively

1.2.5. After the negotiation

1.2.5.1. Recognize successes

1.2.5.2. Learn from failure and improve for next time

1.2.5.3. Build up and extent the new relationship

2. 2. THE NEGOTIATIOR AND KEY TERMS

2.1. Types of negotiation

2.1.1. The win win format

2.1.2. The win lose format

2.2. The negotiation

2.2.1. initial small talk to estabblish good rapport

3. 3. OPENING - CREATING THE RIGHT CLIMATE

3.1. Greeting

3.2. Names

3.3. Introduction

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/approval

4.4. Global objectives

4.5. Introducing the agenda

4.6. Negotiating the agenda

4.7. Roles

4.8. Length of meeting

4.9. Questions

5. 5.OPENING STATEMENS-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 positions

5.7. Invite a response

5.8. Your tunr

6. 6. CLARIFYING POSITIONS

6.1. Listening

6.1.1. To gurarantee the full understanding an effective listener will use different techniques

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-porposals

7.9. Reacting to proposals

8. 8. BARGAINING

8.1. Restating your position

8.2. Setting conditions

8.3. Responding in the bargaining phase

8.3.1. Accepting

8.3.2. Refuse with new offer

8.3.3. Accept with a condition

8.3.4. Reject

8.3.5. Authority problem

8.4. Linking words

9. 9. HANDLING CONFLICT AND RESOLVING STICKING POINTS

9.1. Always stress the positive

9.2. Identifying obstacles

9.3. Analyzing an obstacle

9.4. Creating solutions

9.5. Reasurring

9.6. Postponing

9.7. Asking and showing understanding

9.8. Threatening

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. Next meeting

10.8. Action points for the future

10.9. Positive close

11. 11. NEGOTIATING - AN OVERVIEW

11.1. Opening

11.2. First moves

11.3. Questions

11.4. Bargaining

11.5. Agreement and close

12. 12. PHRASAL VERBS AND IDIOMS FOR NEGOTIATING

12.1. A story of negotiating using phrasal verbs

12.2. Idioms-strategy

12.3. Idioms-progress

13. 13. CROSS CULTURAL TIPS

13.1. Relationships building

13.2. Negotiating strategy

13.3. The individual

13.4. Time

13.5. Some quick cross-cultural comparisons