Negotiation Concepts and Structures

The video tutorial introduces the concept of negotiation, defining it as a social interaction aimed at reaching a mutually beneficial agreement. It outlines the common characteristics of negotiation texts, such as achieving a shared agreement and resolving disputes. The tutorial also categorizes different types of negotiation, including conflict resolution and buyer-seller negotiations. It emphasizes the importance of linguistic rules, such as using polite language and persuasive expressions. Additionally, the video explains the complex structure of negotiation texts, highlighting elements like orientation, request, fulfillment, and closure. A practical example is provided to illustrate negotiation in action.

What is the primary goal of negotiation?

• To win an argument

• To reach a mutual agreement

• To persuade others

• To avoid conflict

Which of the following is a common characteristic of negotiation texts?

• They are always lengthy

• They result in a mutual agreement

• They are written in a formal tone

• They always end in a conflict

Which type of negotiation is aimed at resolving disputes?

• Conflict resolution negotiation

• Cooperation negotiation

• Bargaining negotiation

• Sales negotiation

What is a key feature of the language used in negotiation texts?

• It avoids any form of argument

• It includes persuasive expressions

• It is highly technical

• It is always informal

Which of the following is NOT a linguistic feature of negotiation texts?

• Technical jargon

• Commanding tone

• Persuasive expressions

• Polite language

What is the purpose of the 'orientation' in the structure of negotiation texts?

• To summarize the discussion

• To conclude the negotiation

• To introduce the negotiation

• To present the main argument

Which part of the negotiation structure involves the seller agreeing to the buyer's request?

• Agreement

• Request

• Orientation

• Fulfillment

What is the final part of the negotiation structure?

• Closing

• Request

• Fulfillment

• Agreement

In the example dialogue, what is the initial price offered for the item?

• 20,000

• 15,000

• 13,000

• 10,000

What is the final agreed price in the example negotiation dialogue?

• 10,000

• 13,000

• 15,000

• 20,000