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Negotiating tactics

 

During negotiations at the height of the Cold War, Americans were amazed when the Soviet leader Nikita Kruscev became so angry that he started banging his shoe on the table. However, photographs taken at the time show that while he did this, both of his shoes were still on his feet. What does this tell about Kruscev’s negotiating tactics?

 

Here are five tactics often used in negotiating. Match each tactic to its description below.

1) The deadline

2) Bullying

3) Apeal to a higher authority

4) Scarcity

5) A last-minute claim

 

a. Saying that only your boss can offer the concession that is being asked for.

b. Applying pressure by saying that you have to leave at a certain fixed time.

c. A demand which is made after it appears that agreement has been reached.

d. An aggressive demand for a concession to be made.

e. Saying that this is your only chance to buy the product or service.

 

 

There are three types of negotiators: the fighter, the creative negotiator and the one who looks for independent advantage.

To find out which one you are, answer the following questions and check your answers with the key at the end.

What type of negotiator are you?

1. Your aim in a negotiation is …

a) to find the greatest area of agreement in the join interests of both parties.

b) to win and to make the other side lose.

c) to find the best deal for your side.

 

2. When the other side is talking you …

a) use the information you are hearing to identify weaknesses in the other party.

b) plan what you are going to say next.

c) listen with maximum attention.

 

3. You think that …

a) part of the available time must be spent socializing and getting to know the other side.

b) goodwill is important but the speed of the meeting should be quick and businesslike.

c) the meeting should get down to business as soon as possible and reach quick decisions.

 

4. When you speak in a negotiation you …

a) make bold and forceful statements, possibly banning the table.

b) make carefully considered statements in a calm, controlled voice.

c) are occasionally forceful and inflexible.

 

5. If the other side disagrees with you, you

a) try hard to find a creative position by modifying your position.

b) repeat your demands and will not concede – your objective is to make another side give in.

c) reshape your offer without fundamental changes.

 

6. If the other side states an opinion you disagree with, you…

a) tentatively suggest an alternative.

b) ask for clarification and explanation.

c) ridicule it with sarcasm.

 

To see which kind of negotiator you are, calculate your total based on the following system:

 

a) 3 a) 1 a) 3 a) 1 a) 3 a) 3 b) 2 b) 2 b) 2 b) 3 b) 1 b) 2 c) 2 c) 3 c) 1 c) 2 c) 2 c) 1

 

If your score is 15 or more you are a creative negotiator. 11-14 you negotiate to independent advantage. 7-10 you are a fighter! Less than 7 you should get a gun licence.



 

 

1. Listen to five experienced negotiators talking about strategy and answer the questions.

 

Speaker 1   Speaker 2   Speaker 3   Speaker 4   Speaker 5 What does T.I.E. stand for?   How can a friendly attitude be counter-productive?   Why is silence more powerful than talking?   How do you avoid pointless debate?   What are the two most useful phrases in negotiation?   What did the Huthwaite Research Group discover?   The speaker mentions three things it’s better to phrase as questions. What are they?

 

2. Discuss the meaning of the following idioms with a partner.

a. Give them an inch and they’ll take a mile.

b. Play your cards close to your chest.

c. Don’t take ‘no’ for an answer

 

 

Translate the article into Ukrainian


Date: 2016-01-14; view: 1256


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