How much do you think negotiating procedure varies from culture to culture? Are the stages listed above sequenced differently or given greater or lesser importance in your culture?

7. Look at some examples of negotiations:

1. negotiating a pay rise with your boss

2. arguing over a price rise with a key supplier

3. buying time to complete a difficult project

4. renegotiating the terms of a multimillion-dollar contract

Discuss in pairs which of the four types of negotiation you have taken part in or will need to take part in. Which would you find the most stressful to do in your language and in English?

Complex negotiations may require several participants and each team member must play a specific role. Complete the team roles model below using the pairs of words in the box.

		D
	A

F

E

C

B

breaks + solutions monitors + movement formulates + authority

notes + calculations conciliates + clarification conducts + spokesperson

A: …………… overall strategy and has the final …………… .

B: …………… and provides …………… of their team’s position.

C: …………… down key figures and does the …………… .

D: …………… the main negotiations and acts as …………… .

E: …………… the other team’s behaviour and looks for signs of …………… .

F: …………… deadlocks by coming up with creative …………… .

9. Read the text about team negotiations and answer these questions:

1. What are the pros and cons of team negotiation and one-on-one deals?

2. When is it advisable to negotiate as a team and when is it better to negotiate alone?

Wang Mei Ling works for an electronics company based in Shanghai. Listen to Ms Wang talking about her experience of negotiating with an American company (Recording 3.3).

1. What was the purpose of negotiation?

2. What was the most challenging thing for Ms Wang in the negotiation?

3. What was the biggest difference in negotiation style between the two companies?

Listen again and fill in the gaps in the following extracts from the dialogue:

1. Well, they were just very conservative. They didn’t want to ………………. .

2. There were a lot of negotiations between the legal departments. And this slow ……………………. from their side was very frustrating for us.

3. In my organisation people are pretty relaxed. People normally have ……………………. in terms of what they do.

4. So a key lesson is that we have to ……………………………………….. . In the set-up of the negotiation, you need to understand what exactly they are asking before you really begin to negotiate and they need to understand you, and then you can move to …………………………………. .

Ms Wang says that “The really critical part of the negotiation is the start.” Listen to extracts from the openings of three different negotiations (Recording 3.4). In each case note down which proposed objective / agenda point for the negotiation is changed and why.

Listen again and complete the sentences used to set the agendas.

Negotiation 1

Disagreeing with the proposed agenda: Actually, ……………. . We want to …

Agreeing to a change: Ok, ……………………. . So then you’ll …

Negotiation 2

Giving your opinion: ……………………., the major objective today is to …

Suggesting: Right, ……………………. differently …?

Negotiation 3

Interrupting: Erm, ……………………. There? We don’t have figures …

Expressing pleasure in agreement: Right - ……………. . So, let’s get started …

Prepare for the introduction phase to a negotiation with someone from your own organisation. Plan what you will say to clarify a common objective and agenda for the negotiation. Role play the beginning of negotiations.

Negotiation Role A

You are an HR manager of an international company. You are going to meet with a staff member to discuss the terms of his/her contract for a six-month posting to Phnom Penh, Cambodia. You want him/her to accept the contract because you believe it is important to develop the career of people in the company in this way. The budget is limited so you many have a problem to persuade the person to accept a contract with no extra financial benefits.

Your objective: To support career development that benefits the company long term.

Common objective: The staff member should receive a contract which they are happy with and which motivates them in the new role.

Your agenda:

1. Clarify the responsibilities of the new job.

2. Agree a salary (no extra compensation package).

3. Decide who will handle their job while they are in Cambodia.

Negotiation Role B

You are a staff member in an international company and you are going to meet the HR director to discuss the possibility of a six-month posting to Phnom Penh, Cambodia. You are interested but only if the conditions are right. You do not have to accept the position but you know that the directors in your company are hoping you will do so. You would like a financial incentive to go and live in a foreign country. You know that when you come back, you will have a lot of work to catch up in your old job.

Your objective: To clarify the reasons for going to Cambodia and to clarify the terms of the contract.

Your agenda:

1.Clarify the timing of the posting (when will you have to go / for how long / is it possible to extend, etc.)

2. Discuss the responsibilities of the new job.

3. Agree a salary plus extra compensation package including support package for accommodation.

3C Contracts and Agreements