Business English beginner
Negocierea
Negotiation



Vocabulary:
Supply manager – directorul Departamentului Aprovizionare
Tehnical department – Departamentul tehnic
Averall procedure – procedeu general
As soon as possible – cat mai repede posibil
Size of order – marime a comenzii
To share one’s point of view – a avea acelasi punct de vedere cu cineva
Complaint – reclamatie
To sign a contract -  a semna un contract
To word a contract – a redacta un contract
Draft (of a contract) – ciorna
Contract clauses – clauze contractuale
To submit – a preda, a propune
To undertake – a asuma (raspunderea)
To confirm an agreement – a confirma un acord
By the way – apropo
Non smoking area – zona pentru nefumatori
Previous – anterior
Level – nivel
Programming – programare
To get a discount -  a obtine o reducere
To involve – a implica
To let someone know about – a instiinta pe cineva despre..
By far – incontestabil, de departe
To train – a instrui
Overall procedure – procedeu general
Pace of work – ritm de lucru
Penalty clause – clauza referitoare la penalizare
Main objective – obiectiv principal
Conflict – conflict
Dispute – disputa
Pressure – presiune, povara
Resentment – resentiment
Victory – victorie
Yield – productie, recolta, beneficiu
Trade – comercial
Mislead- a induce in eroare




Preparing to negotiate

Here are some preparatory questions to ask yourself before beginning talks with the other party:
•    What is my main objective?
•    What are all of the alternatives I can think of?
•    Why do I deserve to have my goals met?
•    What will my opponent's counter proposal likely consist of?
•    How can I respond to this counter proposal?
•    When would I like to have this issue resolved?
•    What is my bottom-line?
•    What market research/homework do I need to do to back up my cause?
•    What is my bargaining power compared to my opponent's?
•    What do I know about the principles of negotiating?



Preparing to Negotiate a Job Offer
Negotiating a job offer should mean more than just saying, yes. Though being offered a job is an exciting time, it is also an important time to use your negotiating skills. Here are some issues you may want to raise before you accept:
•    Salary
•    Promotion Opportunies
•    Insurance (medical, dental, accident, life)
•    Holidays
•    Vacation time
•    Retirement/pension plans
•    Stock options
•    Overtime
•    Expenses


Main Principles of Collaborative Negotiating:

•    Resolve previous conflicts ahead of time
•    Deal with issues, not personalities
•    Commit to listening more than speaking: The more you know about your counterpart, the more likely you will achieve your goals. You cannot convince someone of something when you do not know anything about them, or what their own needs are. A common mistake is to prepare one's next question or point while the opponent is speaking.
•    Establish trust in the onset
•    Develop a common goal
•    Discuss a common enemy
•    Take opponent's views/needs into careful consideration: Not only do you want to win this negotiation, you want your oppone




The Negotiation Process


It's time to negotiate! Here are a few golden rules to successful negotiations:
1) Always try to negotiate for at least 15 minutes. Any less than that and it is unlikely that either party has had enough time to fairly consider the other side. Generally, the size or seriousness of the negotiation determines the amount of time needed to negotiate it. Setting a time limit is a good idea. Approximately 90% of negotiations get settled in the last 10% of the discussion.

2) Always offer to let the other party speak first. This is especially important if you are the one making a request for something such as a raise. The other party may have overestimated what you are going to ask for and may actually offer more than what you were going to request.

3) Always respect and listen to what your opponent has to say. This is important even if he or she does not extend the same courtesy to you. Do your best to remain calm and pleasant even if the other party is displaying frustration or anger. Remember some people will do anything to intimidate you.

4) Acknowledge what the other party says. Everyone likes to know that what they say is important. If the other party opens first, use it to your advantage, by paraphrasing what you have heard. Repeat their important ideas before you introduce your own stronger ones.

5) Pay attention to your own and your counterpartner's body language. Review the chart below to learn how to interpret body language during the negotiations. Make sure that you aren't conveying any negative body language.

Language to use to show understanding/agreement on a point:
•    I agree with you on that point.
•    That's a fair suggestion.
•    So what you're saying is that you...
•    In other words, you feel that...
•    You have a strong point there.
•    I think we can both agree that...
•    I don't see any problem with/harm in that.

Language to use for objection on a point or offer:

•    I understand where you're coming from; however,...
•    I'm prepared to compromise, but...
•    The way I look at it...
•    The way I see things...
•    If you look at it from my point of view...
•    I'm afraid I had something different in mind.
•    That's not exactly how I look at it.
•    From my perspective...
•    I'd have to disagree with you there.
•    I'm afraid that doesn't work for me.
•    Is that your best offer?


 

Body Language

Possible meaning

Avoiding Eye Contact

  • Lying
  • Not interested
  • Not telling the whole truth

Serious Eye Contact

  • Trying to intimidate
  • Showing anger

Touching the face/fidgeting

  • Nervousness
  • Lack of confidence
  • Submission

Nodding

  • Agreeing
  • Willing to compromise

Shaking the head/turning away

  • Frustrated
  • In disbelief
  • Disagreeing with a point



Formalize the agreement/negotiation
In most business negotiations it is a good idea to get something down in writing. Even if a decision has not been made, a letter of intent to continue the negotiations is often used. This is a way for each party to guarantee that talks will continue. A letter of intent often outlines the major issues that will be discussed in future negoatiations. In some cases a confidentiality agreement is also necessary. This is a promise from both parties to keep information private between discussions. When an agreement has been decided, a formal contract may be required. On the other hand, depending on the seriousness of the decision, and the level of trust between the two parties, a simple handshake and verbal agreement may be all that is needed. For example, an employer may offer a promotion and an employee may trust that the new salary will be reflected on the next paycheque. However, even if nothing is put formally in writing, it is wise to send an e-mail or letter that verifies the terms and puts the agreement on record, especially when a specific number is decided on.


Sample E-mail:

To: louis@lab.com
From: markus@loperation.com
Subject: Today's Negotiation
 
Hi Louis
I just wanted to write and thank you for spending your lunch hour with me today. I'm pleased with how our talks went and am excited to take on my new role as crew foreman. Even though my new salary will not be put in place until the first of next month, I will begin my new duties immediately. The supplies for Monday's job (Site #345) have all been ordered, and the total of the invoice will be $349.98, including tax and delivery. The crew has been assigned their tasks for Monday so we will be able to start as soon as we arrive. You will find a chart attached outlining who will be taking care of what and how long it should take us to have it completed. If you have any concerns, feel free to call me at home over the weekend. Thanks again,
Markus





Traduceti:

1.    I’m sorry but I don’t share your point of view.
Regret, dar nu impartasesc punctul dumneavoastra de vedere.

2.    I disagree.
Nu sunt de acord.

3.     You could get the goods at an attractive discount.
Ati putea sa obtineti marfa cu o reducere atragatoare.

4.    Your products shall come up to the clients’ specific needs.
Produsele dumneavoastra trebuie sa corespunda nevoilor clientilor.

5.    Do you know the market strategy?
Cunosti strategia de marketing?

6.    Perhaps we could perform a market research first.
Poate ca ar trebui sa facem o cercetare de piata mai intai.

7.    I support the idea of longer training for beginners.
Sustin ideea unei instruiri indelungate pentru incepatori.

8.    The main advantage of entering that market is that the competition is weak there.
Principalul avantaj al patrunderii pe aceasta piata este faptul ca aici competitia este redusa.

9.    Suntem interesati in achizitionarea unor noi utilaje de constructii.
We are interested in purchasing some new building equipment.

10.    (Ei) trebuie sa specifice in contract care sunt clauzele referitoare la penalizare.
They have to specify in the contract what the penalty clauses are.

11.    Payment will be made by letter of credit and sight drafts.
Plata se va face prin acreditiv si prin trata la vedere.

12.    I’m afraid that the general director couldn’t accept these terms.
Ma tem ca directorul general nu va putea sa accepte aceste conditii.

13.    Try to get a discount!
Incearca sa obtii un discount.




Conversation:

A: Good day, Mr. B. How are you?
A: Buna ziua, domnule B. Ce faceti?

B: Good day. I’m very well, thank you for asking. Can I help you?
B: Buna ziua, domnule A. Sunt bine, multumesc. Va pot ajuta?

A: Yes. There is a problem with our discount. Today the goods arrived with 2% discount. Usually for orders of 100.000 USD the discount was 10%. You have to respect the contract.
A: Da. Este o problema cu discountul. Astazi a sosit marfa cu 2% discount. De obicei pentru comenzi de 100000USD discountul era de 10%. Trebuie sa respectati contractul.

B: Ou! Unfortunately I don’t have all the data at present. My people are still working in them, but we’ll let you know as soon as posible.
B: Din pacate momentan nu am datele necesare. Oamenii mei se ocupa de asa ceva si va anuntam cat mai curand.

After 30 minutes
Dupa 30 de minute

B: Hello, Mr.A. This is Mr.B speaking. I called to apologise for the inconvenience we’ve created. In 30 minutes you’ll have the corect discount. I’ll sent you by mail.
B: Buna, domnule A.Domnul B la telefon. Am sunat sa imi cer scuze pentru inconvenientele cauzate. In 30 de minute veti avea discountul corect. Va trimit prin mail.

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