1. BUSINESS ENGLISH

• • NEGOTIATIONS

2. TODAYS AGENDA

Presentation of games

Games are played and documented

Debriefing

Effective communication?

3. THE ULTIMATUM GAME

Person A gets 10 euros.

Person A decides how much to give to Person B.

Person B accepts or rejects the offer

• If Person B rejects the deal, both get nothing

• If Person B accepts, then you divide the 10 euros as agreed

4. REVERSE ULTIMATUM

As Ultimatum game, but the two players can negotiate until they reach a deal.

5. COMPETITIVE GAME

Person A, B, C all have 10 euros.

Person D can only make the deal with one person

6. PROCESS

Use the game sheet to guide you through the game

7. IDENTITY ABOVE ALL

Identity overrides economic concerns

Consistent story of self

Deals are seldom made between disinterested parties they are made between people. This should not be underestimated.

8. WHAT MATTERS?

Identity what truly matters to this person?

Identity what truly matters to you?

• Deals are seldom about money alone; they are, perforce, about psychological needs.

9. THE TWO CHANNELS

Rhetoric

• I gave him an offer he couldn't refuse

Relationship

• You are my friend, I kill you for nothing

10. RHETORIC

Logos

• Facts and numbers: logic

Pathos

• Emotion: empathy

Ethos

• Credibility: expertise & social standing

11. RELATIONSHIP

Proactivity

Widen variety of contacts and ties

Have something to give

Wait for reciprocity

Think long-term

Build relationships before you need them