Negotiation

- deny [ di'nai ] отрицать 
- hasty [ 'heisti ] поспешный 
- concede [ kən'si:d ] уступить, согласиться, допустить 
- appointment [ ə'pɔintmənt ] свидание, назначение 
- resolution [ ,rezə'lu:ʃən ] решение, резолюция, разрешение 
- negotiation [ ni,gəuʃi'eiʃn ] переговоры 
- acquire [ ə'kwaiə ] приобретать 
- supposedly [ sə'pəuzidli ] предположительно 
- disapproval [ ,disə'pru:vəl ] неодобрение 
- acquiesce [ ,ækwi'es ] уступать, соглашаться 
- allude [ ə'lu:d ] упоминать 
- assent [ ə'sent ] согласие, разрешение 
- countenance [ 'kauntinəns ] одобрять (с) 
- dissuade [ di'sweid ] отговорить 
- convince [ kən'vins ] убеждать 
- sanction [ 'sæŋkʃən ] одобрение, утверждение 
- put forward [ put 'fɔ:wəd ] предложить 
- argument [ 'ɑ:gjumənt ] спор, дискуссия 
- definite [ 'definit ] конкретный 
- consent [ kən'sent ] согласие 
- submit [ səb'mit ] подчиняться, покоряться 
- issue [ 'isju: ] предмет спора 
- query [ 'kwiəri ] вопрос 
- persuasive [ pə'sweisiv ] убедительный 
- equality [ i:'kwɔliti ] равенство 
- imply [ im'plai ] заключать, предполагать 
- confusion [ kən'fju:ʒ(ə)n ] путаница, ,беспорядок 
- petition [ pi'tiʃən ] просьба 
- indicate [ 'indikeit ] показывать 
- proof [ pru:f ] доказательство 
- hut [ hʌt ] хижина 
- response [ ris'pɔns ] ответ, реакция 
- acceptance [ ək'septəns ] принятие 
- rejection [ ri'ʤekʃ(ə)n ] отказ, отклонение 
- approve [ ə'pru:v ] одобрить (a) 
- conjecture [ kən'ʤekʧə ] догадка, догадываться 
- hint [ hint ] намекать, намек 
- cause [ kɔ:z ] послужить причиной для ч-л, порождать 
- convincing [ kən'vinsiŋ ] убедительный 
- implication [ ,impli'keiʃən ] подтекст, подоплёка 
- presence [ 'prezns ] присутствие 
- fatigue [ fə'ti:g ] усталость 
- steer [ 'stiə ] управлять 
- supplication [ ,sʌpli'keiʃən ] мольба 
- refill [ n'ri:fil ] добавление, пополнение, наполнять снова 
- implore [ im'plɔ: ] умолять, заклинать 
- acknowledge [ ək'nɔliʤ ] подтверждать 
- persuade [ pə'sweid ] убеждать 
- parley [ 'pɑ:rlɪ ] переговоры 
- token [ təukn ] знак

Negotiation

- deny [ di'nai ] отрицать
- hasty [ 'heisti ] поспешный
- concede [ kən'si:d ] уступить, согласиться, допустить
- appointment [ ə'pɔintmənt ] свидание, назначение
- resolution [ ,rezə'lu:ʃən ] решение, резолюция, разрешение
- negotiation [ ni,gəuʃi'eiʃn ] переговоры
- acquire [ ə'kwaiə ] приобретать
- supposedly [ sə'pəuzidli ] предположительно
- disapproval [ ,disə'pru:vəl ] неодобрение
- acquiesce [ ,ækwi'es ] уступать, соглашаться
- allude [ ə'lu:d ] упоминать
- assent [ ə'sent ] согласие, разрешение
- countenance [ 'kauntinəns ] одобрять (с)
- dissuade [ di'sweid ] отговорить
- convince [ kən'vins ] убеждать
- sanction [ 'sæŋkʃən ] одобрение, утверждение
- put forward [ put 'fɔ:wəd ] предложить
- argument [ 'ɑ:gjumənt ] спор, дискуссия
- definite [ 'definit ] конкретный
- consent [ kən'sent ] согласие
- submit [ səb'mit ] подчиняться, покоряться
- issue [ 'isju: ] предмет спора
- query [ 'kwiəri ] вопрос
- persuasive [ pə'sweisiv ] убедительный
- equality [ i:'kwɔliti ] равенство
- imply [ im'plai ] заключать, предполагать
- confusion [ kən'fju:ʒ(ə)n ] путаница, ,беспорядок
- petition [ pi'tiʃən ] просьба
- indicate [ 'indikeit ] показывать
- proof [ pru:f ] доказательство
- hut [ hʌt ] хижина
- response [ ris'pɔns ] ответ, реакция
- acceptance [ ək'septəns ] принятие
- rejection [ ri'ʤekʃ(ə)n ] отказ, отклонение
- approve [ ə'pru:v ] одобрить (a)
- conjecture [ kən'ʤekʧə ] догадка, догадываться
- hint [ hint ] намекать, намек
- cause [ kɔ:z ] послужить причиной для ч-л, порождать
- convincing [ kən'vinsiŋ ] убедительный
- implication [ ,impli'keiʃən ] подтекст, подоплёка
- presence [ 'prezns ] присутствие
- fatigue [ fə'ti:g ] усталость
- steer [ 'stiə ] управлять
- supplication [ ,sʌpli'keiʃən ] мольба
- refill [ n'ri:fil ] добавление, пополнение, наполнять снова
- implore [ im'plɔ: ] умолять, заклинать
- acknowledge [ ək'nɔliʤ ] подтверждать
- persuade [ pə'sweid ] убеждать
- parley [ 'pɑ:rlɪ ] переговоры
- token [ təukn ] знак

Negotiation

- deny [ di'nai ] отрицать
- hasty [ 'heisti ] поспешный
- concede [ kən'si:d ] уступить, согласиться, допустить
- appointment [ ə'pɔintmənt ] свидание, назначение
- resolution [ ,rezə'lu:ʃən ] решение, резолюция, разрешение
- negotiation [ ni,gəuʃi'eiʃn ] переговоры
- acquire [ ə'kwaiə ] приобретать
- supposedly [ sə'pəuzidli ] предположительно
- disapproval [ ,disə'pru:vəl ] неодобрение
- acquiesce [ ,ækwi'es ] уступать, соглашаться
- allude [ ə'lu:d ] упоминать
- assent [ ə'sent ] согласие, разрешение
- countenance [ 'kauntinəns ] одобрять (с)
- dissuade [ di'sweid ] отговорить
- convince [ kən'vins ] убеждать
- sanction [ 'sæŋkʃən ] одобрение, утверждение
- put forward [ put 'fɔ:wəd ] предложить
- argument [ 'ɑ:gjumənt ] спор, дискуссия
- definite [ 'definit ] конкретный
- consent [ kən'sent ] согласие
- submit [ səb'mit ] подчиняться, покоряться
- issue [ 'isju: ] предмет спора
- query [ 'kwiəri ] вопрос
- persuasive [ pə'sweisiv ] убедительный
- equality [ i:'kwɔliti ] равенство
- imply [ im'plai ] заключать, предполагать
- confusion [ kən'fju:ʒ(ə)n ] путаница, ,беспорядок
- petition [ pi'tiʃən ] просьба
- indicate [ 'indikeit ] показывать
- proof [ pru:f ] доказательство
- hut [ hʌt ] хижина
- response [ ris'pɔns ] ответ, реакция
- acceptance [ ək'septəns ] принятие
- rejection [ ri'ʤekʃ(ə)n ] отказ, отклонение
- approve [ ə'pru:v ] одобрить (a)
- conjecture [ kən'ʤekʧə ] догадка, догадываться
- hint [ hint ] намекать, намек
- cause [ kɔ:z ] послужить причиной для ч-л, порождать
- convincing [ kən'vinsiŋ ] убедительный
- implication [ ,impli'keiʃən ] подтекст, подоплёка
- presence [ 'prezns ] присутствие
- fatigue [ fə'ti:g ] усталость
- steer [ 'stiə ] управлять
- supplication [ ,sʌpli'keiʃən ] мольба
- refill [ n'ri:fil ] добавление, пополнение, наполнять снова
- implore [ im'plɔ: ] умолять, заклинать
- acknowledge [ ək'nɔliʤ ] подтверждать
- persuade [ pə'sweid ] убеждать
- parley [ 'pɑ:rlɪ ] переговоры
- token [ təukn ] знак

Negotiation Preparation

Lack of preparation in a negotiation almost always sets a person up for failure. First and foremost, each party must clearly define their own goals and objectives. Secondly, each party must anticipate the goals of the opposition. This may require doing some background research. Finally, each party must come up with various alternatives to their main objectives.

Markus Prepares to Negotiate with Louis

Markus approaches Louis after his shift on Friday afternoon and asks if he can arrange a meeting to discuss a potential promotion. Louis sighs and reminds Markus that they already had this discussion last year. Markus agrees, but reminds Louis of his loyalty to the company and insists that they speak again on the subject next week. Eventually Louis, who is afraid that Markus might quit on the spot, agrees to meet on Monday during the crew's lunchhour.
Over the weekend, Markus thinks about Monday's meeting. Last year, he was unprepared to negotiate and ended up only getting a 50 cent/hour pay raise. This did not satisfy him, and he has continued to feel undervalued ever since. Many times, after a hard day at work, Markus has considered quitting. However, it is difficult to find work in the middle of winter. Markus has a family to support and he can't afford to lose his job.
Markus decides to do some research on negotiating. He learns the principles behind collaborative negotiating, and decides that this is the approach he will take this time. After he has understood the concept he can ask himself the preparatory questions above. Finally, he can apply the rules of collaborative negotiating to his own case.

Here are some preparatory questions to ask yourself before beginning talks with the other party:

• What is my main objective?
• What are all of the alternatives I can think of?
• Why do I deserve to have my goals met?
• What will my opponent's counter proposal likely consist of?
• How can I respond to this counter proposal?
• When would I like to have this issue resolved?
• What is my bottom-line?
• What market research/homework do I need to do to back up my cause?
• What is my bargaining power compared to my opponent's?
• What do I know about the principles of negotiating?

Markus Answers the Preparatory Questions

• My main objective is to be named crew foreman and to earn a salary that is competitive with other foremen in the area.
• Alternatives include looking for work elsewhere, asking for a dollar more an hour, suggesting that Louis hire someone else to take on extra duties.
• I deserve this promotion because I have worked with Landscape Labourers for five consecutive years, and have received many compliments from satisfied clients. I am the team member who reports early every morning and leaves last. If we are under a deadline, I work through my lunchhour. All of the other team members come to me with their questions.
• Louis will likely say that he can't afford to pay me more because business is slow in the winter. He will say that there are plenty of qualified labourers who will do the work for less money.
• Both of these arguments are probably true. Landscape Labourers lost a lot of money last year due to poor weather. There were a few weeks that we couldn't work, but Louis had to pay us anyway because of our contracts. And, unemployment is at an all time high in our region. However, Louis just signed a contract with a new company that will mean regular work for at least the next two years. Also, the other team members rely on me, and none of them have the experience to take over my position if I quit. It will cost Louis a lot of money to train a new landscaper to do everything that I do.
• I understand that winter is tough on this business, so I would like to have this issue resolved by spring.
• I will look into three other local landscaping businesses and inquire about the salary and benefits of its employees. I will also review the classified ads to see if any other companies are hiring or looking for a foreman.
• My bottom-line is to receive an extra dollar an hour and to be named team manager.
• I think Louis and I have equal bargaining power right now. None of the other current members of our team are as committed to the job as I am. However, unemployment is high and there are other people he could hire.
• I have never been a strong negotiator. I need to learn more about negotiationg strategies and tactics.

Collaborative Negotiating

In business, the goal of negotiating parties should always be for mutual gain. This type of win-win negotiation is often calledcollaborative negotating. The opposite of collaborative negotiating is called competitive negotiating. The goal of competitive negotiating is for one party to win and the other to lose. Dishonest practices, such as lying, manipulation, intimidation, and bribery are often used in this type of negotiation.

Main Principles of Collaborative Negotiating:

• Resolve previous conflicts ahead of time
• Deal with issues, not personalities
• Commit to listening more than speaking: The more you know about your counterpart, the more likely you will achieve your goals. You cannot convince someone of something when you do not know anything about them, or what their own needs are. A common mistake is to prepare one's next question or point while the opponent is speaking.
• Establish trust in the onset
• Develop a common goal
• Discuss a common enemy
• Take opponent's views/needs into careful consideration: Not only do you want to win this negotiation, you want your opponent to win as well, so that he or she will negotiate with you again in the future.

Markus Applies the Principles for Collaborative Negotiating

• I will not discuss the fact that I was only offered a 50 cent raise last year. It was my fault for not being prepared to negotiate.
• Even though I think Louis is lazy, and takes too many days off when we are busy, I will not point out his shortcomings. This is about my promotion, not his work ethic.
• I will first thank Louis for employing me for five consecutive years. I will tell him that the stable work has meant a lot to me and my family, and I appreciate the security, especially with so many people out of work.
• I will tell Louis that I think his company is one of the most respected landscape companies in the region, and ensure him that my goal is to have a lifelong career at Landscape Labourers.
• I will say that I hope I will never have to work for a company that does a poor job, such as Powell Designs.
• I will acknowledge that last year's weather was a problem and note that it is not anyone's fault that the company lost money.

Preparing to Negotiate a Job OfferNegotiating a job offer should mean more than just saying, yes. Though being offered a job is an exciting time, it is also an important time to use your negotiating skills. Here are some issues you may want to raise before you accept:

• Salary
• Promotion Opportunies
• Insurance (medical, dental, accident, life)
• Holidays
• Vacation time
• Retirement/pension plans
• Stock options
• Overtime
• Expenses

Negotiation Vocabulary

word part of speech	meaning	example sentence
alternatives noun	other options	We can't offer you the raise you requested, but let's discuss some otheralternatives.
amplify verb	expand; give more information	Could you amplify on your proposal please.
arbitration noun	conflict that is addressed by using a neutral third party	We're better to settle this between us, because a formalarbitration will cost both of us money.
bargain verb	try to change a person's mind by using various tactics	We bargained on the last issue for over an hour before we agreed to take a break.
bottom-line noun	the lowest one is willing to go	I'll accept a raise of one dollar per hour, but that's my bottom-line.
collective adj	together	This is a collectiveconcern, and it isn't fair to discuss it without Marie present.
compensate verb	make up for a loss	If you are willing to work ten extra hours a week we will compensateyou by paying you overtime.
comply verb	agree	I'd be willing to complyif you can offer me my own private office.
compromise verb	changing one's mind/terms slightly in order to find a resolution	We are willing tocompromise on this issue because it means so much to you.
concession noun	a thing that is granted or accepted	I think we can offer all of these concessions, but not all at once.
conflict resolution noun	general term for negotiations	It is impossible to engage in conflict resolution when one of the parties refuses to listen.
confront verb	present an issue to someone directly	I confronted my boss about being undervalued, and we're going to talk about things on Monday.
consensus noun	agreement by all	It would be great if we could come to aconsensus by 5:00 P.M.
cooperation noun	the working together	I have appreciated yourcooperation throughout these negotiations.
counter proposal noun	the offer/request which is presented second in response to the first proposal	In their counter proposal they suggested that we keep their company name rather than creating a new one.
counterattack verb/noun	present other side of an issue	Before we could start our counterattack they suggested we sign a contract.
counterpart noun	person on the other side of the negotiations	I tried to close the discussions at noon, but my counterpart would not stop talking.
cordially verb/noun	politely	In the past I have had little respect for that client, but today she spoke cordially and listened to my point of view.
demands adv	needs/expectations that one side believes it deserves	They had some last minute demands that were entirely unrealistic.
deadlock noun	point where neither party will give in	When the discussions came to a deadlock we wrote up a letter of intent to continue the negotiations next week.
dispute noun	argument/conflict	I was hoping to avoid discussing last year'sdispute, but Monica is still holding a grudge.
dominate verb	have the most control/stronger presence	Max has such a loud voice, he tends todominate the conversations.
entitled adj	be deserving of	My contract says that I am entitled to full benefits after six months of employment.
flexible adj	open/willing to change	We have always beenflexible in terms of your working hours.
haggling verb	arguing back and forth (often about prices)	We've been hagglingover this issue for too long now.
hostility noun	long-term anger towards another	I want you to know that we don't have anyhostility towards your company despite last year's mixup.
high-ball verb	make a request that is much higher than you expect to receive	I'm planning to high-ball my expectations when I open the discussion.
impulse noun	quick decision without thought or time	I acted on impulsewhen I signed that six-month contract.
indecisive adj	has difficulty choosing/making a decision	They were so indecisivewe finally asked them to take a break and come back next week.
leverage noun	(bargaining power) something that gives one party a greater chance at succeeding over another	We have a little bit ofleverage because we are the only stationary company in town.
log-rolling noun	trading one favour for another	After a bit of log-rollingwe came to an agreement that pleased both of us.
low-ball verb	offer something much lower than you think the opponent will ask for	I was expecting my boss to low-ball in the initial offer, but he proposed a fair salary increase.
mislead verb	convince by altering or not telling the whole truth about something	They misled us into thinking that everything could be resolved today.
mutual adj	agreed by both or all	The decision to call off the merger was mutual.
objective noun	goal for the outcome	My prime objective is to have my family members added to my benefits plan.
point of view noun	person's ideas/ thoughts	From my point of viewit makes more sense to wait another six months.
pressure verb	work hard to convince another of an idea	He pressured me to accept the terms by using intimidation tactics.
proposal noun	argument to present	While I listened to theirproposal I noted each of their objectives.
receptive adj	open to/interested in an idea	His positive body language demonstrated that he was receptiveto our suggestions.
resentment noun	anger held onto from a previous conflict	Mary's resentmentstems from our not choosing her to head the project.
resistance noun	a display of opposition	We didn't expect so much resistance on the final issue.
resolve verb	end conflict, come to an agreement	Before you can resolveyour differences you'll both need to calm down.
tactics noun	strategies used to get one's goals met	There are certaintactics that all skillful negotiators employ.
tension noun	feeling of stress/anxiety caused by heavy conflict	There was a lot oftension in the room when George threatened to quit.
trade-off noun	terms that are offered in return for something else	Lower payments over a longer period of time sounded like a fairtrade-off until we asked about interest charges.
ultimatum noun	a final term that has serious consequences if not met	His ultimatum was that if I didn't agree to give him the raise he asked for, he'd quit today without two week's notice.
unrealistic adj	very unlikely to happen	It's unrealistic to think that we will have all of our demands met.
victory noun	a win	We considered it avictory because they agreed to four of our five terms.
yield verb	to give in to another's requests	The client will only yieldto our conditions, if we agree to work over the holiday weekend.