1. Negotiating Zhejiang University of Finance & Economics Dong Fang College Toriano Cook

2. to negotiate to discuss something in order to make an agreement to bargain to haggle to compromise to deal to hammer out

3. In groups discuss… In what situations do you negotiate? Who do you negotiate with? What makes a good negotiator? How can you avoid being manipulated (used or cheated) in a negotiation? Is there an important difference between the way you might negotiate a one time transaction (like getting a good price on a new mobile phone) or negotiating as a part of a long-term relationship (like discussing issues with a roommate)?

4. In what situations do you negotiate? Who do you negotiate with? We all negotiate all the time with your parents with your classmates with your roommate(s) with your friends We negotiate many questions With parents about money With friends about what to do for fun (go to cinema, go shopping…) These situations may not feel like negotiations because they are all long-term relationships Actually are a lot like business negotiations you may have to do as your job.

5. What makes a good negotiator? A good negotiator will try to build positive long-term relationships. A good negotiator will also be honest and not try to upset or anger the person he/she is discussing with. Will always try to make the other person happy.

6. How can you avoid being manipulated (used or cheated) in a negotiation? Be aware of what you are negotiating about. Know information before the negotiation (if you are going to buy a new iPhone 6, now what the average price is at other stores before you go shopping) Don’t lose control. Take your time and consider what you want before coming to a decision.

7. Four kinds of negotiators Importunist Bully Friend Good Cop / Bad Cop

8. Importunist Everything is important! Uses phrases like: That's all I can afford. (I don’t have any more money) You have to do better than that. (Give me a better deal or I leave) Take it or leave it. (My final offer, if you don’t like, oh well!)". Importunist will try to make the person they’re negotiating with feel bad or that they will lose a deal if they don’t agree.

9. Bully A bully will often negotiate in a very rude way. They may cut you off as you try to speak or speak very negatively about you. They may tell you that they do not care about what you want and that they do not need or want your business. Will often try to rip you off if they think you will not speak against them.

10. Good Cop / Bad Cop Usually two negotiators working together. The ‘bad cop’ will try to pressure you and make you uncomfortable. While the ‘good cop’ will be very nice and speak very nicely and positively to make you happen. What they want in a negotiation is usually the middle between the two of them. A bad cop may tell you he will sell you an iPhone 6 for 8000RMB and will not take any other price. The good cop will apologize and offer the phone for about 4000RMB. The price they really want will be around 6000RMB.

11. Friends Will try to be your friend. Often make promises, changing the negotiation for their benefit. Will say ‘I’m sorry’ if they can’t agree with you, but offer an alternative (not equal): While shopping for a new iPhone 6, they will not change their price for you. But, they may try to sell you a different phone (maybe an iPhone 5) for a lower price. Or they may promise to give you a free product or type of service if you pay their price for the iPhone 6.

12. Haggling Haggling is negotiating a price when shopping. Sometimes it’s okay to try to get a better price for things you go shopping for. Haggling is not always okay. At department stores (like Carrefour or Wal-mart) or brand shops (like Apple store or clothing brands), anyplace where prices are posted usually do not allow haggling. Very common at local markets, either for produce (fruits and vegetables) or open clothing markets. Rules of negotiating still apply!

13. Haggling – Negotiating A Better Price (video)

14. Haggling Role-Play In pairs, one speak as a shop owner and the other as the customer. Customer has 10,000RMB to buy a new computer; the shop owner knows the average price of the computer is 7,000RMB but wants to make as much money as possible. Choose a kind of negotiator to speak as: Importunist Friend Bully Good cop or Bad cop Practice negotiating and then change roles and try speaking as a different kind of negotiator.

15. Negotiating in Business Think about the job you might do one day. Will you have to negotiating business deals? Do you know any rules or standards to making business deals here in China? How do you think negotiating with someone from another country might be different than if you are negotiating with someone from China? How do you think cultural misunderstanding could be bad for a business negotiation?

16. The Business of English – Business Negotiating (video_

17. Survival Negotiations We are on a boat trip in the Pacific Ocean when our ship crashes into a deserted island. Life boats will help us escape onto the island, but there is only enough room on each boat for each group to carry 12 items. With your group, think of 12 things you would need to survive on a deserted island. After your group has a list of 12 items, your team will receive 12 item cards of the things you could actually find on the boat. Compare the cards of things you have to the list of things you want to have. Each group will have to negotiate with other groups to try to get as many of the item cards they want.