Negotiating:
A good deal
Gut geführte Verhandlungen sind für den erfolgreichen Abschluss eines
Geschäfts mitentscheidend. Mit den folgenden Übungen testen Sie Ihre Kenntnisse, um auch auf Englisch geschickt verhandeln zu können.
1. What shall we negotiate? (7 points)
Before their visit, Caroline and Steffi discuss what the negotiation should focus on. Unscramble the words in bold.
Steffi: Well, the two essential issues are (A) creip and (B) nautytiq
. Can you tell me by tomorrow how much more the factory can supply and by when?
Caroline: Will do. So, we’ll also need to discuss (C) veelyrid dates. Steffi: And they’ll probably want a( n) (D) yantlep clause in case the orders arrive late.
Caroline: The really tough one will be how much of a(n) (E) utdosinc we’re willing to give. They’re certain to ask for a big percentage.
Steffi: I’ll ask around and try to find out what other companies are paying. What else?
Caroline: Will they want (F) vyluxtiscie
for the UK market to avoid competition?
Steffi: I’m not sure. We could use that as a bargaining chip.
Caroline: We’ll also have to watch our cash flow, so we need to get the best (G) maynept terms possible.
Steffi: There’s lots to prepare. Let’s both do our homework and then talk tomorrow when we have more information. Caroline: OK, nine o’clock sharp. See you then!
2. Preparing the ground (7 points)
Amy writes an email to Caroline and Steffi with a suggested agenda for their meeting. Put the suggestions she makes (A– G) in the right order.
Hello Caroline and Steffi
We’re looking forward to meeting you in our offices at ten o’clock next Wednesday. I’m writing to you in advance with our ideas about how we can make optimal use of our time, with the aim of reaching an agreement before you take the evening train back to Paris. We suggest working to the following agenda:
A. Define and summarize the terms of
agreement.
B. Discussion: proposals and counterproposals. (We suggest continuing over a working lunch in the office if this is OK with you.)
C. Identify next steps.
D. Close and (we hope!) celebrate. (We’d like to invite you to a nice bar just round the corner from here and a short taxi ride from the station.)
E. State opening positions. Establish objectives, and identify and prioritize the main issues.
F. Agree on the agenda, procedures and
timetable.
G. Personal introductions over coffee.
We hope this will be acceptable to you, but if you have another preferred way of working or if you have any questions, please let me know.
Looking forward to fruitful discussions with you next week.
Best wishes Amy
3. Defining a strategy (8 points)
Caroline and Steffi have prepared and rehearsed thoroughly for their negotiation. Here are some of the things they have practised. Choose the correct definition for each of the following verbs.
A. bargain
1. negotiate
2. get a good deal
B. concede
1. give up your position, allowing your
negotiation partner to prevail 2. withdraw from the negotiation
C. compromise
1. take advantage of the other side’s weakness 2. meet the other side halfway
D. bluff
1. pretend or deceive 2. make a mistake
E. reject
1. try something again
2. refuse to agree on something
F. prioritize
1. put in order of importance 2. refuse to discuss
G. go over
1. ignore 2. check, review
H. come up with
1. introduce other people into the negotiation 2. suggest
4. Proposals and counterproposals (4 points)
Caroline and Steffi are negotiating in London with the British distributor. The two sides are trying to work towards an agreement. Check your knowledge of the conditional forms in English by completing the sentences with the correct form of the verbs in brackets.
Steffi: If you (A) (agree) to a lower discount, we would have more flexibility on price.
Joe: If we (B) (be) to move a bit on credit terms, what could you offer in return?
Caroline: If we (C) (know) you were interested in the spring designs, we would have brought some samples with us.
Amy: If you (D) (be) OK with this, then we’ll move on to the next point.
5. Getting to yes (6 points)
Here are some more extracts from the negotiation. Choose the correct word to complete each sentence.
A. We’d like to make an alternative/alternate
proposal.
B. I’m sorry, but we’re not wanting/willing to do
this.
C. What exact/exactly do you mean by “annual
review”?
D. How flexible/flexile can you be on that? E. How does that sound/hear?
F. I’m just going to see / run over the main points
again.
6. We have a deal! (9 points)
The two sides have made progress. Use the appropriate verb from the box to complete the sentences.
Joe: Let’s (A) our progress. We’ve been able to (B) common ground on a number of issues, but we still need to (C) a consensus on the question of a bulk discount. If we could (D) this obstacle, I think we would be nearly there.
Steffi: But we feel that we’ve already (E) plenty of concessions. We think it’s your turn to (F) us an offer that we can consider seriously. Amy: OK. What if we agreed to a two per cent decrease in the discount in exchange for faster delivery?
Steffi: In that case, I think we would (G) a deal!
Joe: [ later] That’s great! So, now that we’ve (H) a time scale, we’ll (I) a draft contract by Monday. Let’s go celebrate over some drinks!
7. How did it go? (9 points)
Joe is talking to one of his British colleagues the next day about how the negotiation went. Match each informal English phrase in bold in the dialogue to its definition below.
1. ruthless
2. an obstacle to progress
3. a situation in which no progress is possible 4. get stuck on the details
5. showing no emotion
6. get the outstanding issues dealt with 7. irrelevant distractions from the main issue 8. negotiate to one’s own advantage
9. one plays a more aggressive role while the other
adopts a more cooperative approach
Sam: So, how did it go?
Joe: Well, we got a deal, a good deal for both sides, I think, but it was tough going at times.
Sam: What were they like?
Joe: Very nice, but when we got down to the nitty-gritty, Steffi was really (A) pokerfaced. She didn’t give anything away.
Sam: Did it go smoothly?
Joe: We ( B) got bogged down once or twice, and they raised a couple of issues that I thought were complete (C) red herrings, but generally, it went fairly smoothly. Oh, yes, the discount was a (D) sticking point and we reached a (E) stalemate for a while, but we managed to meet in the middle on that.
Sam: How were they as negotiators?
Joe: (F) Caroline was the good cop, Steffi was the bad cop. I think that’s maybe because Steffi had more bargaining experience than Caroline. I don’t think they realize how (G) cut-throat the competition is over here.
Sam: So, overall, you’re pleased?
Joe: Yes, we (H) got the loose ends tied up before they left. We (I) drove a pretty hard bargain, but it’s definitely a win-win outcome. I’m looking forward to working with them.