Negotiation

Negotiation

Delivered to Multicrane Perkasa for capacity development program

LET’S REVIEW​

Let us try to probe some questions according to the given answers​

​Try to probe a question whose answer is underlined

​Example: Jane worked late and helped me to finish the financial statement last night

Question: Who helped you finish this financial statement?

Open Ended

The new office unit monthly rental cost is IDR 300,000,000 a month.

Open Ended

My superordinate usually helps me with my 30-day tasks.

Open Ended

My boss likes the 22nd floor best.

Open Ended

The monthly gala forum takes place on the first Friday every month starting August 2021.

Open Ended

One of my teammates asked the vendor about the cost of installation unit.

Open Ended

They built a land of skyscrapers on the sand.

Open Ended

She is leaving the meeting because she is not happy with the report.

​ASK THE VENDOR BASED ON THE CASE

How will you get the following information?

​Your company wants to set up a new office unit with some efficient costs and you have a meeting with one vendor. Make questions if you want to know the following things:

1. The entire cost for the project you give

2. The duration of the work

3. The supervisor for the work

4. The report management for the progress

5. The added value/benefits your company might get by using the vendor

​Write Your Questions

​Try to at least write ONE question for any selected type of information

Open Ended

Write the questions to get the listed information

NEGOTIATION – START AND PROCEED​

LET’S START OUR COURSE BY ANSWERING THESE DISCUSSION QUESTIONS​

1. ​In your job, what do you have to negotiate?

2. How do you usually prepare for a negotiation?

3. What do you think are the keys to successful negotiation?

LET’S NEGOTIATE

Try to create a very simple dialogue based on the given situation

​LET’S LEARN THESE FOLLOWING VOCABULARY ITEMS

1. ​Groundwork

2. Negotiable

3. Time-sensitive

4. To craft

5. To overstate

6. Top dog

1. To come down to

2. To head into

3. To play around with something

4. To put someone off

5. To settle for

6. To sign off

Multiple Choice

Groundwork

• changeable through discussion before reaching an agreement

• research

Multiple Choice

Negotiable

• changeable through discussion before reaching an agreement

• must be completed quickly or by a firm deadline

Multiple Choice

Time-sensitive

• the most important or powerful person in a group or company

• must be completed quickly or by a firm deadline

Multiple Choice

To craft

• to begin speaking, often for a presentation or speech

• to create, especially with care or skill

Multiple Choice

To overstate

• to enter a place or begin discussions

• to describe something as bigger or better than it really is

Multiple Choice

Top dog

• Something that must be in the deal or else the deal cannot happen

• the most important or powerful person in a group or company

​Let's try to put them in sentences

Fill in the Blank

“After six years as the _________ in Greenwich Consulting, I’ve decided to leave the company.”

Fill in the Blank

“Before interviewing for a new job, it’s important to do your ____________.”

Fill in the Blank

“It’s never a good idea __________ your skills in an interview.”

Fill in the Blank

“Please ask the new administrative assistant _________ a letter of apology to the client.”

Fill in the Blank

“The delivery date is ____________ because we don’t need the products immediately.”

Fill in the Blank

“This package is ____________, so please send it out by the end of the week.”

​Let's Learn the phrasal verbs

​

Multiple Choice

To come down to

• to describe the most important thing to think about in a problem or situation

• to create, especially with care or skill

Multiple Choice

To head into

• to begin speaking, often for a presentation or speech

• to enter a place or begin discussions

Multiple Choice

To play around with something

• to give up certain things you want in order to reach an agreement

• to try and change something

Multiple Choice

To put someone off

• to accept a situation or decision

• to make someone dislike something

Multiple Choice

To settle for

• to give up certain things you want

• to accept a situation or decision, though often unhappily

Multiple Choice

To sign off

• to gather all the background information on a person, company or situation

• to give authorization for something, often a project or a financial investment

​Let's Learn the phrasal verbs

​

​Let's try to put them in sentences

Fill in the Blank

“Even after ___________, I can’t get the quote under $8,000.”

Fill in the Blank

“For most shoppers, everything ________________ price.”

Fill in the Blank

“Mr. Rafi is ___________ a meeting. Can I take a message for him?”

Fill in the Blank

“Once management ______________ on the new schedule, it will be posted for all the staff.”

Fill in the Blank

“The smell of the blue cheese ____________ most of the customers in the restaurant.”

Fill in the Blank

“Though most staff want a higher wage, they will _________ a basic wage with good benefits."

Negotiation

LET’S LEARN THE PHRASES

​Before we discuss, let us learn about THE  STEPS in negotiation

​

Starting

Chatting at the beginning of meetings/ Small talk before you start negotiating

Ending the small talk and getting down to business

​

Body of the meeting

Getting the other side to speak/ Finding out about their position

Explaining your goals/ Setting out your initial position

Accepting/ Reaching a deal

Compromising/ Making concessions/ Being flexible/ Softening your position

Body of the meeting - Contd

Delaying a decision

Rejecting/ Insisting

Interrupting

Moving onto the other points/ Moving through the agenda

Talking about breaks

​

Ending

Finishing/ Wrapping up the negotiation

Talking about future contact (emails, future meetings, etc)

Small talk at the end of a meeting

​PHRASES FOR NEGOTIATION – DO IT YOUR SELF

All of you will work together to find ONE phrase for each sub-part

click ​https://docs.google.com/document/d/1MYsI-pRDAYxtdnJ_frI7arpO5ZRf0oWtfx04tX78TyE/edit?usp=sharing

​and put the phrase on the right column according to the part on the left column

WILL BE CONTINUED WITH THE SECOND PART OF NEGOTIATION PART: CLOSING THE DEALS​