1. © 2011 wheresjenny.com Making a Deal

2. © 2011 wheresjenny.com Making a Deal Chair the meeting: Take charge or lead the meeting. This involves going over the agenda, making sure that people stick to the topics, ensure that democratic decisions are taken, and that everyone is on board with these decisions. Make concessions: something you give or allow to someone in order to reach an agreement. Reconsider: to think again about a decision in order to decide whether you should change it Supply and demand: the relationship between how much of a particular product is available and how much of it people want, and especially the way that this affects the level of prices Future prospects: the possibility that something will happen in the future, especially something good

3. © 2011 wheresjenny.com Making a Deal EnglishFrench Chair the meetingPrésident de la réunion Make concessionsFaire des concessions ReconsiderReconsidérer Supply and demandOffre et demande Future prospectsperspective d'avenir

4. © 2011 wheresjenny.com Making a Deal Before the negotiation, ask yourself these questions Why do they want me at this meeting? Why do I want to be at this meeting? What is my bottom line position? What do I really want out of the meeting? What am I willing to give away? What are my best skills?

5. © 2011 wheresjenny.com Making a Deal 1. Why do they want me at this meeting? I have been chosen to be at the meeting because I am a good mediator 2. Why do I want to be at this meeting? I assume that I am the right person. 3. What is my bottom line position? I will stick to my position although I know we can discuss a few points. 4. What do I really want out of the meeting? I'm sensing that I can reach an agreement. 5. What am I willing to give away? Yes, I am willing to give a few things away. 6. What are my best skills? My best skills are good knowledge of the business, ability to listen and flexibility to compromise.

6. © 2011 wheresjenny.com Making a Deal At the beginning of the negotiation Review the agenda Clarify priorities, role and functions Learn about the other party’s business and culture Define the rules of interaction in an attempt to strengthen relationships Identify what you enjoy most about the selling process

7. © 2011 wheresjenny.com Making a Deal Transform the sentences starting with the given prompts. 1.The negotiators eventually failed although they had worked hard. Despite….. ….. ….. ….. ….. ….. ….. ….. ….. ….. ….. ….. ….. ….. 2.The agreement will not be enforced before 2012. It isn’t until ….. ….. ….. ….. ….. ….. ….. ….. ….. ….. ….. ….. ….. ….. 3.The bargaining was subtle, but they managed to have the deal signed. Even though ….. ….. ….. ….. ….. ….. ….. ….. ….. ….. ….. ….. ….. ….. 4.The CEO wont ratify the agreement because he refuses to compromise. Since ….. ….. ….. ….. ….. ….. ….. ….. ….. ….. ….. ….. ….. ….. 5.They explained the collaboration in simple language for their partners to understand it. So as ….. ….. ….. ….. ….. ….. ….. ….. ….. ….. ….. ….. ….. …..

8. © 2011 wheresjenny.com Making a Deal Decide on each person's priorities, _________ conflicts directly with departments, employ a _________ if that doesn't work. Make _________ everyone is _________ during the negotiations themselves. _________ roles to team members to take _________ of their strengths, and establish the signals you will use to communicate with one another during the session. Present a _________ for analyzing and _________ negotiations. _________ the importance of four mutually supporting modes of analysis: _________ the situation, shaping the structure, managing the process, and _________ success. advantage assign conducting coordinated diagnosing framework highlight judging mediator surework out

9. © 2011 wheresjenny.com Making a Deal 6.The company isn't supposed to exert pressure, but it does so. Although ….. ….. ….. ….. ….. ….. ….. ….. ….. ….. ….. ….. ….. ….. 7.As soon as they make concession, an agreement will be reached. No sooner ….. ….. ….. ….. ….. ….. ….. ….. ….. ….. ….. ….. ….. ….. 8.If they don't meet the requirement, they'll lose face. Unless ….. ….. ….. ….. ….. ….. ….. ….. ….. ….. ….. ….. ….. ….. 9.They should be open-minded and polite, but they are stubborn and rude. Instead of ….. ….. ….. ….. ….. ….. ….. ….. ….. ….. ….. ….. ….. ….. 10.They misunderstood each other, but they secured a win-win collaboration. Although. ….. ….. ….. ….. ….. ….. ….. ….. ….. ….. ….. ….. ….. ….. 11.If you have a fallback position, you will build a long term relationship. Providing that ….. ….. ….. ….. ….. ….. ….. ….. ….. ….. ….. ….. ….. ……

10. © 2011 wheresjenny.com Making a Deal Indiquer son accord - Indicate Agreement Phrase affirmative I agree with the deal. So do I / I do too Je suis d'accord avec le marché Moi aussi Phrase negative I don’t like arguing Neither do I / I don't either Je n'aime pas discuter Moi non plus Indiquer un desaccord - Indicate a disagreement Phrase affirmative I‘m looking forward to the end of the negotiation I am not J'attends la fin des négociation avec impatience Pas moi Phrase negative I don't like arguing. I do Je n'aime pas discuter. Moi, oui

11. © 2011 wheresjenny.com Making a Deal Give two answers: one when you agree and one when you disagree a)I'm open - minded and straightforward. Answers: I am too / I am not b)I was eager to succeed. c)I didn't make concessions. d)I'd like to reach an agreement. e)I'm making assumptions. f)I didn't give in. g)I want to build a long term relationship. h)I was bargaining hard not to lose face. i)I found the negotiation very hard. j)I don't agree with you.