Common
Negotiation Tactics
When it comes
to negotiation, there are several well-established tactics that can help you
navigate a difficult conversation and, ideally, secure a favorable outcome.
Vocabulary
1
A. Give up (phrasal verb)
[French: renoncer à, abandonner, céder]: To stop
having or trying to get something. Example: I had to give up my seat to an
elderly passenger. (J'ai dû céder ma place à une personne âgée.)
B. Rapport (noun) [French: bonne
entente, relation de confiance]: A friendly and
trusting relationship between people. Example: She quickly built a good rapport
with her new colleagues. (Elle a rapidement établi une bonne relation de confiance avec ses
nouveaux collègues.)
C. From the outset (expression) [French: dès le
début, dès le départ]: From the very beginning of something. Example: We knew
from the outset that the project would be difficult. (Nous savions dès le
départ que le projet serait difficile.)
D. Receptive (adjective) [French: réceptif,
réceptive, ouvert(e)]: Willing to listen to or accept new ideas. Example: The
students were very receptive to the new teaching method. (Les étudiants
étaient très réceptifs à la nouvelle méthode d'enseignement.)
TRANSCRIPT
The first is preparation. Before you enter a negotiation, find out as much as you can about the subject under discussion, as well as the person or organization you are negotiating with. The better informed you are, the more confidently you can respond to proposals and challenges. The second is goal setting. Be clear about what you genuinely need to achieve. At the same time, identify what you are prepared to give up and where you are willing to compromise. The third tactic is building rapport. Try to establish a positive atmosphere from the outset. Being polite, respectful, and attentive can help create a sense of trust and make the other party more receptive to what you have to say. Then there is active listening. Rather than simply waiting for your turn to speak, pay close attention to what the other person is actually saying. Avoid interrupting, and listen to the concerns, priorities, and interests behind their words. (158 words)
Vocabulary
2
A. Well-chosen (adjective) [French: bien
choisi, soigneusement choisi]: Chosen carefully because it is suitable or effective.
Example: She wore a well-chosen outfit for the wedding. (Elle portait une
tenue bien choisie pour le mariage.)
B. Uncover (verb) [French: découvrir,
révéler, mettre au jour]: To discover something that was previously unknown or
hidden. Example: The investigation helped uncover the cause of the problem. (L'enquête a permis
de découvrir la cause du problème.)
C. Deliberate (adjective) [French: délibéré,
intentionnel, volontaire]: Done intentionally and not by accident. Example: His
deliberate decision surprised everyone in the room. (Sa décision délibérée a
surpris tout le monde dans la pièce.)
D. Reconsider (verb) [French:
reconsidérer, revoir sa décision]: To think
again about a decision or opinion. Example: She decided to reconsider her
choice after speaking to her parents. (Elle a décidé de reconsidérer son choix après avoir parlé à ses
parents.)
E. Work in your
favor (expression) [French: jouer en votre faveur, tourner à votre avantage]: To produce
a result that helps you. Example: The weather worked in our favor during the
outdoor event. (La météo a joué en notre faveur pendant l'événement en plein air.)
F. Anchoring (noun) [French: ancrage]: Using an
initial idea to influence later decisions. Example: Anchoring can affect how
people judge the price of a product. (L'ancrage peut influencer la façon dont les gens évaluent le prix
d'un produit.)
G. Reference point (noun) [French: point
de référence]: A standard used for comparison or judgment. Example:
The old price gives customers a useful reference point. (L'ancien prix donne
aux clients un point de référence utile.)
H. Subsequent (adjective) [French: ultérieur,
suivant, qui suit]: Happening or coming after something else. Example:
Subsequent changes to the plan caused some confusion. (Les changements
ultérieurs apportés au plan ont créé une certaine confusion.)
Guide
Question: What are the fifth, sixth, seventh and eighth negotiation tactics?
Explain each.
TRANSCRIPT
Another important tactic is asking questions. Well-chosen questions allow you to gather information, uncover priorities, and clarify doubts before making assumptions. The sixth tactic is offering concessions. In some negotiations, it can be useful to give up something that matters relatively little to you in exchange for something more important. A carefully chosen concession can also make the other party feel that they are gaining something valuable. The seventh tactic is silence. Don't feel obliged to fill every pause in the conversation. A deliberate pause can give you time to think, while also encouraging the other person to continue speaking or reconsider their position. In some circumstances, that can work in your favor. The eighth tactic is anchoring. This involves making an initial offer that establishes a reference point for the rest of the negotiation. If the other party accepts your starting point as a basis for discussion, it can influence the range of subsequent offers. (156 words)
Vocabulary
3
A. Flinch (back down) - Example: During the negotiation, he was the first
to back down. Lors de la
négociation, il a été le premier à reculer.
Tressaillir – when someone makes a small, sudden movement due to
pain, fear, or surprise. Example: She flinched when she heard the loud
noise. Elle a
tressailli en entendant le bruit fort.
Reculer – when someone pulls back or steps back, especially out of
fear or hesitation. Example: He flinched at the sight of the needle. Il a reculé en voyant l’aiguille.
B. Excessive (adjective) [French: excessif,
excessive]: More than is reasonable, necessary, or usual. Example:
Excessive noise can make it difficult to concentrate. (Un bruit excessif
peut rendre la concentration difficile.)
C. Cop (noun) [French: policier,
policière]: A police officer, especially in informal language.
Example: A cop stopped the driver near the school. (Un policier a arrêté le
conducteur près de l'école.)
D. Bracketing (noun) [French:
encadrement, rapprochement progressif vers un compromis]: Using
offers to gradually move toward an acceptable position. Example: Bracketing
helped us find a reasonable price for the car. (Le rapprochement
progressif nous a aidés à trouver un prix raisonnable pour la voiture.)
E. Counteroffer (noun) [French:
contre-offre, contre-proposition]: A new offer made
in response to another offer. Example: The seller rejected our counteroffer and
kept the original price. (Le vendeur a rejeté notre contre-offre et a maintenu le prix
initial.)
F. Successive (adjective) [French: successif,
successives, consécutif, consécutives]: Following one
after another in a series. Example: She won three successive games before
losing the fourth. (Elle a remporté trois parties consécutives avant de perdre la
quatrième.)
G. Meet in the
middle (expression) [French: trouver un compromis, faire chacun un compromis]: To reach an
agreement by making compromises. Example: We disagreed about the vacation plans
but eventually met in the middle. (Nous n'étions pas d'accord sur les projets de vacances, mais nous
avons finalement trouvé un compromis.)
H. At any cost (expression) [French: à tout
prix]: Regardless of the difficulty, price, or consequences.
Example: She wanted to protect her family at any cost. (Elle voulait
protéger sa famille à tout prix.)
Guide
Question: What are the ninth, tenth, eleventh, twelfth and thirteenth negotiation
tactics? Explain each.
TRANSCRIPT
The ninth tactic is the flinch. This means reacting visibly to an offer that you consider less favorable than expected. The aim is to signal that you were expecting something better and encourage the other person to reconsider their proposal. The tenth tactic is being deadline-driven. Time limits can be used to press for a decision, particularly when you suggest that delays could result in less favorable conditions or that an offer may no longer be available later. However, deadlines should be used carefully, as excessive pressure can damage trust. The eleventh tactic is good cop, bad cop. One person adopts a tough, demanding position, while another appears more understanding and accommodating. The second person may then seem more reasonable by comparison, encouraging the other party to negotiate with them. The twelfth tactic is bracketing. If the other party makes an offer, you respond with a counteroffer that moves the discussion closer to what you actually want, while remaining sufficiently reasonable to keep the negotiation alive. The idea is that, through successive offers and counteroffers, you may eventually meet in the middle. And finally, there is the option of walking away. If the negotiation fails to meet your minimum requirements, you need to be prepared to leave the table. Having the willingness to walk away demonstrates that you have alternatives and that you are not dependent on reaching an agreement at any cost. (235 words)
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