English for Sales and Negotiation - Vocabulary

Hey guys!

Nice to see you​

​

Today we're going to learn some vocabulary related Sales & Negotiation​

​

Let's start ....​

by ana davila

Vocabulary lesson

Multiple Choice

What is the meaning of : Brinkmanship

• To get “buy-in” is to influence another person to agree, have confidence in, or become vested in a particular strategy or solution.

• To acquiesce to terms and conditions you previously resisted.

• To hold a high risk position in a negotiation where the margin between success and failure is slim.

• Creative development of ideas to solve a problem without judging the merit of the ideas.

Multiple Choice

What is the meaning of : Buy-in

• To get “buy-in” is to influence another person to agree, have confidence in, or become vested in a particular strategy or solution.

• To acquiesce to terms and conditions you previously resisted.

• A tactic whereby the negotiator selects the parts of an offer that they like and rejects the parts they don’t like. Use words of dependency, like “contingent on,” in your proposals to defeat cherry picking.

• Creative development of ideas to solve a problem without judging the merit of the ideas.

Multiple Choice

What is the meaning of : Capitulate

• Each side concedes something of value and neither side gets what they wanted.

• To acquiesce to terms and conditions you previously resisted.

• A tactic whereby the negotiator selects the parts of an offer that they like and rejects the parts they don’t like. Use words of dependency, like “contingent on,” in your proposals to defeat cherry picking.

• Creative development of ideas to solve a problem without judging the merit of the ideas.

Multiple Choice

What is the meaning of : Cherry Picking

• Each side concedes something of value and neither side gets what they wanted.

• Best Possible Agreement: A collection of those choices that best satisfy all stakeholders’ interests.

• A tactic whereby the negotiator selects the parts of an offer that they like and rejects the parts they don’t like. Use words of dependency, like “contingent on,” in your proposals to defeat cherry picking.

• Creative development of ideas to solve a problem without judging the merit of the ideas.

Multiple Choice

What is the meaning of : Compromise

• Each side concedes something of value and neither side gets what they wanted.

• Best Possible Agreement: A collection of those choices that best satisfy all stakeholders’ interests.

• A tactic whereby the negotiator selects the parts of an offer that they like and rejects the parts they don’t like. Use words of dependency, like “contingent on,” in your proposals to defeat cherry picking.

• Creative development of ideas to solve a problem without judging the merit of the ideas.

Multiple Choice

What is the meaning of : Concession

• When all parties agree to a term or condition

• Best Possible Agreement: A collection of those choices that best satisfy all stakeholders’ interests.

• Giving into something in order to reach an agreement. Concession is sometimes used to indicate a one-sided move, where as a “trade” or “exchange” describes that each side gave and received.

• Creative development of ideas to solve a problem without judging the merit of the ideas.

Multiple Choice

What is the meaning of : Consensus

• When all parties agree to a term or condition

• Best Possible Agreement: A collection of those choices that best satisfy all stakeholders’ interests.

• Giving into something in order to reach an agreement. Concession is sometimes used to indicate a one-sided move, where as a “trade” or “exchange” describes that each side gave and received.

• A new offer with different terms made in response to an original offer, thereby rejecting the original offer.

Multiple Choice

What is the meaning of : Counteroffer

• When all parties agree to a term or condition

• Best Possible Agreement: A collection of those choices that best satisfy all stakeholders’ interests.

• Giving into something in order to reach an agreement. Concession is sometimes used to indicate a one-sided move, where as a “trade” or “exchange” describes that each side gave and received.

• A new offer with different terms made in response to an original offer, thereby rejecting the original offer.

Multiple Choice

What is the meaning of : End-Run

• When all parties agree to a term or condition

• Best Possible Agreement: A collection of those choices that best satisfy all stakeholders’ interests.

• Going around someone to achieve that which they are resisting, and getting approval from another source with authority.

• A sudden rise in the intensity of disagreement between negotiating parties; a sudden rise in the terms that was not expected.

Multiple Choice

What is the meaning of : Escalation

• Literally, a thing finished; in slang, a done deal. Used by negotiators to justify why they can’t make a desired change.

• Best Possible Agreement: A collection of those choices that best satisfy all stakeholders’ interests.

• Going around someone to achieve that which they are resisting, and getting approval from another source with authority.

• A sudden rise in the intensity of disagreement between negotiating parties; a sudden rise in the terms that was not expected.

Multiple Choice

What is the meaning of : Hidden Agenda

• An interest or goal that you want but that you don’t reveal to the other side, and in fact want to prevent the other side from learning

• Most Desired Outcome. Often called the “ideal situation” you want to achieve in a negotiation. 

• The issues or ideas that are known to cause a person consternation and likely to produce an emotional reaction

• A question that is designed to generate only one possible answer.

Let's review some of them...

Capitulate

In your own words, what is " Capitulate " for you?

​

by ana davila

In your own words, what is " Concession​ " for you?​

by ana davila

​Concession​

In your own words, what is " Counteroffer​ " for you?​

by ana davila

Counteroffer

In your own words, what is " Good Cop/Bad Cop​ " for you?​

by ana davila

Good Cop/

Bad Cop

​Good Cop/Bad Cop