Менеджеры и менеджмент (Executives and Management) - 77 стр.

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251
a) Put the following stages in a negotiation into the order Speaker 1 mentions them.
have lunch create rapport
agree on a procedure set out proposals
bargain agree terms
close celebrate
listen and take notes make counter-proposals
b) Speaker 2 refers to the following acronyms. What do they mean?
OP
TP
WAP
FBP
BATNA
c) According to Speaker 3, why doesn't 'win-win' usually work?
d) What five pieces of advice does Speaker 3 offer?
e) According to Speaker 4, what's the worst thing you can do to a negotiator?
What's the difference between tactics and dirty tricks?
What examples does he mention?
Collocations. Match up the halves of the following collocations.
a initial deal
b long-term offer
c dirty relationship
d one-off tricks
e critical process
f win-win demand
g negotiating phase
h last-minute negotiation
Speaker 1
Spend as much time as possible at the outset getting to know exactly who you're dealing with. Inexperi-
enced negotiators tend to go straight in there and start bargaining. That may be OK for a small, one-off deal, but
it's no way to build a long-term business relationship. So create rapport first. This could take several hours or
several months! When you're ready to start negotiations make sure you agree on a procedure before you begin.
And while they're setting out their proposals, don't interrupt. Listen. And take notes. Then have lunch! Don't be
tempted to make your counter-proposals and enter the bargaining phase until after a good long break. You'd be
surprised how much you can find out over a decent meal. Bargaining, of course, is the critical phase, but it can
be surprisingly quick. If it isn't, break off and fix another meeting. Don't try to run marathons. When you do
finally get to the agreement stage, agree the general terms, but leave the details to the lawyers – that's what
they're there for. Close on a high note and remember to celebrate!
Speaker 2
Prepare thoroughly. If you don't, you won't know whether to accept an offer and may end up actually argu-
ing with your own side, which is suicide in a negotiation.
So make sure you establish all the points you're going to negotiate and have a clear idea of your
opening, target and walk-away position on each. Your opening position or OP is your initial offer – on
price or whatever. Your TP, your target position, is what you're realistically aiming for. And your WAP
or walk-away position is the point at which you walk away from the negotiating table. Always be pre-
pared to do that. Know what your fall-back position or FBP is – what you'll do if you don't reach an
agreement. Some people call this your BATNA, your best alternative to a negotiated agreement. You

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