English Lessons (Listening): "Negotiation Tactics"

LESSON: BUSINESS ENGLISH
Topic: “Negotiation Tactics”

Vocabulary 1
A. Tactic - A planned action for achieving something.

B. Goal setting - Making plans to reach a target. Example: Goal setting is important for achieving success. La fixation d'objectifs est importante pour réussir.

C. Give up - Stop trying or quit. Example: Don't give up on your dreams, no matter how hard it gets. N'abandonne pas tes rêves, peu importe la difficulté.

D. Rapport - A friendly, understanding relationship. Example: Building a good rapport with clients is essential. Établir un bon rapport avec les clients est essentiel.

E. Polite -  Showing good manners and respect. Example: It's important to be polite to everyone. Il est important d'être poli avec tout le monde.

F. Interrupt/interrupting - To stop someone while they are speaking. Example: Please don't interrupt when someone else is speaking. S'il vous plaît, n'interrompez pas quand quelqu'un d'autre parle.

G. Gather - To collect or bring together. Example: We need to gather all the necessary documents for the meeting. Nous devons rassembler tous les documents nécessaires pour la réunion.

H. Clarify - To make something clear or easy to understand. Example: Can you clarify your last point? Pouvez-vous clarifier votre dernier point ?

I. Doubts - Feelings of uncertainty or not being sure. Example: If you have any doubts, feel free to ask questions. Si vous avez des doutes, n'hésitez pas à poser des questions.

J. Concessions - Things given up to reach an agreement. Example: Both parties need to make concessions to reach an agreement. Les deux parties doivent faire des concessions pour parvenir à un accord.

K. Valuable - Worth a lot or very useful. Example: Your advice was very valuable to me. Vos conseils m'ont été très précieux.

Guide Question: What are the six tactics used in negotiations? Explain each.

 

Transcript 1
Here's a list of common tactics used in negotiations. The first tactic is preparation. Know everything you can about the topic and the other party before you start talking. The second is goal setting. Decide what you really need to get from the negotiation and what you can give up. The third is building rapport. You must try to create a friendly atmosphere by being polite and understanding. The fourth is active listening. You should pay close attention to what the other person is saying without interrupting. The fifth is asking questions. Use questions to gather more information and clarify doubts. The sixth tactic is offering concessions. Sometimes give up a little of what you want to make the other person feel they are also getting something valuable. (128 words)

Vocabulary 2
A. pause - a short stop or break.

B. anchoring - fixing something firmly in place.

C. react visibly - show a response that others can see.

D. deadline-driven - focused on completing tasks by a set time.

E. press (verb) - to force or try to persuade (someone) to do something, especially by repeatedly asking for it to be done. Example: I pressed her for more details. [Je lui ai demandé plus de détails.]

F. delays - times when things are late or slow.

G. worse - more bad than before.

Guide Questions:
1. Explain the seventh negotiation tactic.
2. Explain the “anchoring” tactic.
3. What is the “flinch” tactic?
4. Explain the tenth negotiation tactic.

 

Transcript 2
The seventh tactic is silence. Pause sometimes during conversation. Use silence to your advantage because the other person will speak more or agree to your terms. The eighth is called anchoring. This means you start with an initial offer that is better for you. The ninth way is the flinch. This means that you should react visibly to the other person’s offers to show you expect better, and this will make them think again or change their offer. The tenth is deadline-driven. Use time limits to press for a decision, suggesting that delays could make things worse or offers might change. (102 words)

 

Vocabulary 3
A. cop - slang for police officer

B. tough /tuff/ - strong and not easily broken

C. accommodating - helpful and willing to please

D. reasonable - fair and sensible

E. counter (verb) - to oppose or respond to

F. meet in the middle - to compromise

Guide Questions:
1. What is the eleventh negotiation tactic?
2. Explain the “bracketing” tactic.
3. What is the final negotiation tactic?

 

Transcript 3
The eleventh tactic is good cop/bad cop. One person acts tough and critical, while another is more understanding and accommodating, making the second person seem more reasonable. The twelfth way is bracketing. After receiving an offer, counter with what you really want but choose reasonably and you hope that you can meet in the middle. And finally, when nothing works, walk away. Be ready to leave the negotiation if it doesn't meet your minimum goals. This shows you have other options. (81 words)