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Presentation1 final

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Negotiation Bargaining More than one person Making concession Solving Problem Closing the deal Agreement & Disagreement Can you guest the topic ????????????
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Page 1: Presentation1 final

Negotiation

Bargaining More than one person

Making concession

Solving Problem

Closing the deal

Agreement & Disagreement

Can you guest the topic ????????????

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Page 3: Presentation1 final

TOPIC Cultural context:

› A Vietnamese person coming to the U.S to negotiate for

a business contract

Participants:

› American people and Vietnamese people

Objectives:

› Give Vietnamese people some verbal language

suggestions to negotiate successfully

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I. Warm up

II. Main content: Verbal communication in the negotiation

process

1. Opening the negotiation

2. Face-to-face negotiation

3. Post negotiation

III. Follow-up activities

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1. Definition of negotiation:

Negotiation is the formal discussion between

people who are trying to

reach agreement.

2. Negotiation of business:

Business negotiation is the process by which typically two or more parties come together to try to

create a mutually agreeable contractual decision.

3. Feature of negotiation: 2 parties .

predetermined goals.. outcome

the outcome of the negotiation may be satisfactory

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Like to express a certain amount of informality as soon as possible

Quickly move to first names Quickly begin to use informal language› On behalf of ... I would like to› Welcome you to ...› It's my pleasure to welcome you to ...

Maintain formality Often use Title (ông, bà, anh, ch ,ị …) + First

name Use formal language

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Negotiation

Bargaining More than one person

Making concession

Solving Problem

Closing the deal

Agreement & Disagreement

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Problem?Problem?

V : Hello, H. Nguyen, Sales Manager for National Sugar - and my associate T. Bui.

A : Very pleased to meet you. I'm David Keln, and this is my legal adviser Sue Panay.

T.Bui : I hope you had a pleasant flight over.

SUE: Yes, we did thanks.

V: Well, let’s start the negotiation now. Mr Keln, I just want to say we believe we can offer you a very good deal and come up with a win-win result.

Page 9: Presentation1 final

Problem?Problem? V : Hello, H. Nguyen, Sales Manager for National Sugar -

and my associate T. Bui.

A : Very pleased to meet you. I'm David Keln, and this is my legal adviser Sue Panay.

T.Bui : I hope you had a pleasant flight over.

SUE: Yes, we did thanks.

V: Well, let’s start the negotiation now. Mr Keln, I just want to say we believe we can offer you a very good deal and come up with a win-win result.

we 'd be tte r g e t d o wn to bus ine s s to s ta rt o ff with

• Shall we get down to business?

• Well, how about we get down to business?

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Bargaining & making concession

Problem?Problem?

V: What’s the cost per item?

A: The unit price is $600

V: It is high.

A: What sort of price were you looking for?

V: It is around $500.

A: I think you will find our prices are

standard for this market.

Tentative, diplomatic & concession language

That seems rather high

We were expecting something around $500.

Using negative questions

•That’s quite low, isn’t it?

•Isn’t that a little low?

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Bargaining

▪ May we offer an alternative?

▪ We'd like to make an alternative proposal. ▪ From where we stand, a better solution might

be ... ▪ We'd be prepared to .... However, there would

be one condition.

▪ We would be willing to ..., provided, of course, that ...

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Making concession

We normally only offer these conditions to

regular customers, but we can do this for

you

That’s a little short for us, but we could

deliver locally in two weeks

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Negotiation

Bargaining More than one person

Making concession

Solving Problem

Closing the deal

Agreement & Disagreement

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Vietnam

Vietnam is a civilized

country that is serious about

the etiquette

There were many modest and

self-abasement words admired

in spoken language since

ancient time.

In the business, conversation is

to use appellation to show

respect to another in Vietnam

United States

American people always

advocate equality and they are

more straight forward.

According to praise, the American

accept the praise immediately and

show their thanks to them.

In the work place, it is common

that younger generation call the

elder or even their boss’s name.

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American

Emphasize direct and simple

methods of communication

Saying “yes” or “no” directly

I can't see any problem with that

I'm afraid that's not acceptable to

us./ I'm afraid we can't agree with

you there.

Vietnamese

Rely heavily on indirect and

complex methods.

Avoid saying “no” directly.

“Yes” does not mean an

agreement. Sometimes "yes" only

means "maybe".

"Yes, I'll consider it" can mean

"impossible" in Vietnamese

culture

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Agreeing

I generally agree I agree. I fully/ completely agree (strong) I agree with you on that point. That's a fair suggestion. So what you're saying is that you... In other words, you feel that...

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Disagreeing

I’m afraid that I cannot agree because ... (polite

disagreement with an explaination of why)

I can not compeletely agree. My problem is … (partial

disagreement followed by a statement of where and why the

speakers disagree)

I’m afraid I see some negative consequences of X’s

opinion which are … (disagreeing and making a case for

one’s opinion)

I am afraid that those conditions are unacceptable

because …

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Explicit and implicit expression

American Prefer an explicit → clearer

and stronger words

E.g. Do your company agree

about the product of ours? Don’t ask me for the design,

I’m asking for the price On the condition (very

strong) that you

Vietnamese

Prefer an implicit → use

ambiguous word and litotes

E.g.

Tôi thấy thế này vẫn chưa

ổn lắm

Chúng tôi sẽ xem xét sau

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Compare the following

Do it & We would appreciate your doing it We want the meeting on … & Could we meet on

…?

Using these expressions creates a much more

polite tone and a sense of respect

Could, would, please, and appreciate

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Ways of showing respect:

Use “would like” rather than “want” when

negotiating the first time.

E.g.

I would like to hear you talk about that first point

again.

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Useful structures • We would like to settle this issue in a muatually satisfactory

way.(Showing willingness to coorperate)

• Could I ask a few questions to see whether I have understood

your position? (clarifying)

• Could you explain that point again? (clarifying)

Then as I understand it, your offer is …

I am not sure that I completely understand your offer. Could

we go through it again?

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Checking: Let's just confirm the details, then.  Let's make sure we agree on

these figures  (dates / etc.). Can we check these points one last time?

Accepting: We are happy to accept this agreement. This agreement is acceptable to us. I believe we have an agreement. 

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We would have to study this. Can we get back to you on this later?

We'll have to consult with our colleagues back in the office. We'd like to get back to you on it. 

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Which of the following words indicate rejection is coming? Mark them with R (rejection) or A (agreement).

1. Unfortunately

2. Sadly,…

3. We regret that …

4. I’m pleased to say …

5. Fortunately, …

6. I’m afraid …

7. It’s a pity, but …

8. We don’t think …

9. We cannot possibly…

10. I’m sorry, but …

11. it’s possible that …

12. Happily

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