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

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

In groups discuss… When 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? Are there differences between how you negotiate a one-time transaction (like buying a new mobile phone) or a long-term relationship (like making a decision with your roommates or a friend)?

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

The Business of English – Business Negotiating

Four Kinds of Negotiators Importunist Bully Friend Good Cop / Bad Cop

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 it, oh well!

Bully A bully will often negotiate very pushy. They may tell you that they do not care about what you want and that they do not need or want your business. Use strong, forceful language to intimidate or scare you.

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.

Friends Will try to be your friend. Often give compliments to distract you from the negotiation. Will say ‘I’m sorry’ if they can’t agree with you Will use the ‘turn and walk away’ style of bargaining.

Haggling Haggling (or bargaining) is negotiating a price when shopping. Haggling is not always okay. Any place where prices are posted usually do not allow haggling. Very common at local markets, either for produce (fruits and vegetables) or open clothing markets. It is usually rude to haggle with a Westerner during a business negotiation.

Haggling – Negotiating A Better Price

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.

Survival Negotiations

We are on a boat trip in the Pacific Ocean when our ship crashes into a deserted island.

Survival Negotiations Life boats will help us escape onto the island, but there is only enough room on each boat for each group to carry several items.

Survival Negotiations Your group will receive item cards of the things you could carry with you onto the boat. Some items are worth more points for survival than others. Each group will have to negotiate with other groups to try to get as many of the items you think are worth the most.

KEY:FishPigsBananas Fresh water

Score Scale 1 point: For each card you have + 1 point for: life jacket whiskey Baijiu + 2 points for: band aids knife book of matches + 3 points for: first aid kit fishing kit rope lighter + 4 points for: flashlight sleeping bag survival guide compass + 8 points for: gun