negotiating (revised)

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Post on 01-Dec-2014

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ESL, English, Business, Negotiation

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  • 1. Business Negotiations
  • 2. Discussion Questions: 1. Do you ever have to negotiate at work or in life? 2. Do you have any special rules you use to successfully achieve what you want? 3. What advice would you give to a new Medical Sales Rep about negotiating?
  • 3. Five GOLDEN RULES OF NEGOTIATING 1) Always try to negotiate for at least 15 minutes. Any less than that and it is unlikely that either party has had enough time to fairly consider the other side. 2) Always offer to let the other party speak first. This is especially important if you are the one making a request for something such as a raise. 3) Always respect and listen to what the other party has to say. Do your best to remain calm and pleasant, even if the other party is showing frustration or anger. Remember some people will do anything to intimidate you. 4) Acknowledge what the other party says. Paraphrase what you hear, and repeat the other partys important ideas before you introduce your stronger ideas. Ex: So, youre saying that you want. I have a solution to offer 5) Pay attention to your own and the other partys body language. Make sure youre not showing any negative body language
  • 4. Body Language Can you guess what the following body languages show?
  • 5. Avoiding Eye Contact What does this indicate?
  • 6. Possible Meanings: Lying Not being transparent (leaving out info) Uninterested
  • 7. Serious Eye Contact
  • 8. Possible Meanings: Showing Anger Trying to Intimidate
  • 9. Touching Face/ Fidgeting
  • 10. Possible Meanings: Nervousness Lack of Confidence Submission
  • 11. Nodding
  • 12. Possible Meanings: Interested / Listening Agreeing Willing to Compromise
  • 13. Business Negotiation Vocabulary Commonly used in contract & Formal Negotiations
  • 14. The person or people on one-side of a negotiation is called a __________(person) _____ A and ______B have both agreed on the new contract.
  • 15. The person or people on one-side of a negotiation is called a Party Party A and Party B have both agreed on the new contract.
  • 16. When one party is unable to pay / or refuses to pay for the product or service from another party, they go into _________________ Dan and Anne have gone into ___________ on their mortgage. They havent made their payment in almost 1 year.
  • 17. When one party is unable to pay / or refuses to pay for the product or service from another party, they go into DEFAULT Dan and Anne have gone into DEFAULT on their mortgage. They havent made their payment in almost 1 year.
  • 18. When you agree to a contract or a negotiation, you should carefully read the contract to see which party is ________________ if something goes wrong. The hospital can refuse to treat a patient if they patient doesnt sign authorization forms. Thats because if something goes wrong, the hospital may be __________________, and could be sued by the patient.
  • 19. When you agree to a contract or a negotiation, you should carefully read the contract to see which party is LIABLE if something goes wrong. The hospital can refuse to treat a patient if they patient doesnt sign authorization forms. Thats because if something goes wrong, the hospital may be LIABLE , and could be sued by the patient.
  • 20. When you negotiate, you should carefully read the _________& ________ section. This means anything that must be necessary, before another action can take place. The TERMS & CONDITIONS of my bank loan states that if I am late with my payment by 6 months or more, the banks is legally allowed to take my house.
  • 21. When you negotiate, you should carefully read the TERMS & CONDITION section. This means anything that must be necessary, before another action can take place. The TERMS & CONDITIONS of my bank loan states that if I am late with my payment by 6 months or more, the banks is legally allowed to take my house.
  • 22. A disagreement or misunderstanding during a negotiation may lead to a ______________________. Terms & Conditions should be very clear and specific to avoid later ____________________.
  • 23. A disagreement or misunderstanding during a negotiation may lead to a DISPUTE. Terms & Conditions should be very clear and specific to avoid later DISPUTES.
  • 24. Usually in every contract, there is a condition about death & crime. If one Party dies during the time of the contract, the contract is considered_________________. The same goes for if one Party is arrested or commits a crime. Chris had a secure contract with his employer; however, when he was arrested for drunk driving, the contract was considered _______. and his employer legally fired him.
  • 25. Usually in every contract, there is a condition about death & crime. If one Party dies during the time of the contract, the contract is considered NULL or VOID. The same goes for if one Party is arrested or commits a crime. Chris had a secure contract with his employer; however, when he was arrested for drunk driving, the contract was considered NULL. and his employer legally fired him.