Date post: | 07-Jul-2015 |
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Negotiation
Bargaining More than one person
Making concession
Solving Problem
Closing the deal
Agreement & Disagreement
Can you guest the topic ????????????
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
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
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
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
Negotiation
Bargaining More than one person
Making concession
Solving Problem
Closing the deal
Agreement & Disagreement
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.
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?
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?
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 ...
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
Negotiation
Bargaining More than one person
Making concession
Solving Problem
Closing the deal
Agreement & Disagreement
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.
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
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...
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 …
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
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
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.
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?
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.
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.
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
References
1. Simon Sweeney, English for Business Communication, Cambridge university Press.
2. http://www.business-english.eu/business-english/negotiating-english.html
3. http://www.amazon.com/s?ie=UTF8&keywords=Business%20negotiation&rh=n%3A283155%2Ck%3ABusiness%20negotiation%2Cp_lbr_two_browse-bin%3ACulture%20Shock!&page=1