151106_uwin-be13-s17 (1)

Bachelor in Economics (S.E): Manajemen

Course : Business English (1511BE13)

online.uwin.ac.id

Session Topic : Negotiations

Course: Business English

By Sugeng Riyadi, S.Pd., M.Hum.

UWIN eLearning Program

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Content

• Part 1 Negotiations

• Part 2 Business Negotiation

Part1: Negotiations


Negotiation: Overview

a. Vocabulary:

Words related to negotiations

Language,

b. …Focus:

Conditional sentence type 1

c. …Skills:

Negotiating

d. Case study/discussion


Negotiation: Definition, Types & Bargaining

Q: What is negotiation ?

A:

• A discussion between 2 parties or

organizations that should…

• …resolve in an agreement or

business contract.

Bargaining

Bargaining is…

a. …another word for negotiation,

• which specifically means:

• discussing & agreeing the price of

something.

b. …often used in these combinations:

Bargaining…

1) Ploy/tactic

2) Chip/tool

3) Point

4) Power

5) Process

Types of Negotiations

1. Customer-supplier negotiations

2. Wage negotiations

3. Merger or takeover negotiations

4. Trade negotiations

5. Negotiations to settle disputes:

a) Contract disputes,

b) Labour disputes,

c) Trade disputes


Negotiation: Scenario, Agreements & Contracts

Negotiating Scenario

a. Meet & greet representatives ofthe other company, & introduce your colleagues

b. Offer coffee & small talk relaxed atmosphere

c. Go to the meeting room & suggest that you get down to business

d. Have a clear agenda & timetablee. Give the background to the

negotiationsf. Kick off the negotiations:• Finding out more about the

priorities of the other side &• talking about your own

requirements

Agreements & Contracts

a. Negotiations/bargaining:

• clinching/closing a deal

• agreements/contracts

b. The word “contract” is used in

these combinations:

1) Employment/labor/labour

contract

2) Oral/verbal contract

3) Binding/legal contract

4) Commercial contract

Part2: Business Negotiation


Business Negotiation: Video

You are going to watch a

video of a business negotiation.

• There are 4 people

involved,

• coming from 2 different

companies.

1. Lin Chan ( Sales manager

of National Sugar)

2. John Martin (Lin Chan’s

associate)

3. Victor Tang

4. Sue Panay (Victor’s Legal

advisor)

John

Martin Lin

Chan

Victor

Tang

Sue

Panay


Business Negotiation: Video 1

a. Watch the video here:• Source: Australia Plus (2011) The

Business of English - Episode 12: Negotiating part 1

• Web:https://www.youtube.com/watch?v=05uFs8qVCcI

b. Answer the following questions:1) What country are Victor & Sue

from ?2) When are they going to go back

to their country ?3) Victor uses the expression “testing

the water”. What does it mean ?4) What is the offer from Lin Chan ?5) What will John probably do at

the end of the video ?

Answer

1) The Philippines

2) Tomorrow

3) Exploring options, or finding out what Lin has to offer

4) A very attractive price for a minimum sale in exchange for a 2-year contract.

5) Clarify the terms

https://www.youtube.com/watch?v=05uFs8qVCcI


Business Negotiation: Video 2

a. Watch the second video here:• Source: Australia Plus (2011) The

Business of English - Episode 13 -Negotiating (part 2)

• Web:https://www.youtube.com/watch?v=jLBIxpVDIUM

b. Find the meaning of these words in the video:

1) A condition2) Consider3) Subject to4) Scenarios5) Issue6) Fluctuations7) Deferred payment

Answer

1) A change necessary before agreeing

2) Think about

3) Only if/only after

4) Things that could happen

5) Problem that needs discussing

6) Changes

7) Buy now, Pay later

https://www.youtube.com/watch?v=jLBIxpVDIUM


Business Negotiation: Victor’s Conditions

a. After listening carefully to John’s description of the offer, Victor says this sentence:

• We can consider your offer if you can accept some conditions.

b. Victor is using Conditional Sentence. • It shows that something can happen, but…• …it depends on something else (a certain condition).


Business Negotiation: Conditional Sentence

A conditional sentence consists of 2 parts (clauses): 1. Result clause & 2. If clause.

No Result clause If clause

1 We will consider the purchase If you offer flexible payment condition.

2We can agree to purchase the

engines

As long as engine performance

improves by 10 %

3We could consider purchasing

the engines

On condition that you deliver 20

engines by May.

4 We may purchase the enginesProvided that you supply

documentation in Bahasa Indonesia.

5We might offer to renew the

contract

Providing that this contract works out

OK.


Business Negotiation: Conditional Sentence (Cont.)

1. Result clause usually uses modal (will, can, could, may, might) + Verb 1.

2. If clause usually consists of conjunctions (if, as long as, on condition that, providing/provided that) + simple present.

3. We can put if clause at,• the beginning of the sentence, but…• …we have to put comma before the result clause.a) We might offer to extend the contract providing that this contract

works out OK.b) Providing that this contract works out OK, we might offer to renew

the contract


Business Negotiation: Practice

Complete these conditional sentences based on your own ideas:1. If a company call me for a job interview, I will...2. If I represent my company for a negotiation with a Japanese

company, I may...3. I can be happy to be relocated by my company as long as...4. I do not mind working overtime provided that...


Business Negotiation: On your own

1. You work for a travel agency, & you are planning on some tour packages to be offered to the customers.

2. Make 4 or 5 tour packages,• that include the prices of the packages & • the benefits that the customers can get from the packages.

3. Get ready to present your packages to the costumers (your friends) &respond to any questions & bargains.

Example:• “If you take package A, you will only spend 5 millions rupiahs for a

5N/4D tour in Bali. • You will stay in... Hotel, & you can visit many interesting places like

..., ..., ..., &....”


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Course : Business English (1511BE13)

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