Business English (2)
UNAEMBA
Business English
SUZHOU
The Art of Negotiation
Importance
Negotiation is critical to many parts of our everyday life. It is also critical to business success. Poor negotiation can hinder a company’s efforts as quickly as losing customers. Negotiation can be like common sense but it is not uncommon to get caught up in emotion and make mistakes that cost you a relationship, an account or a job.
How to do
01
The willingness to see both sides is a major first step to getting an acceptable outcome.
02
Preparation and Research are the key.
03
Try to determine the target price or range of the negotiator.
04
The first offer is a very important benchmark.
05
Never disclose your ”bottom line” or your budget.
06
Always have something to give away without hurting you position.
07
Never negotiate with a person who cannot make the final decision.
08
Watch for physical cues such as body movement, speech patterns and reactions to what you say.
09
Once you make a counteroffer. Be quiet do not say a thing until they accept or reject the offer.
10
Find the leverage
Good ending
01
Make sure the final offer is formalized. It should be in writing and not a verbal promise. All aspects of the deal should be clearly specified.
02
Go for a win-win solution
03
Closing the deal
Vocabulary
negotiation, bottom line, make a counteroffer, the nibble, physical cues,find the leverage, go for a win-win solution, an intelligent compromise
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月
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周
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