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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. Inexperienced nego-
tiators 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 cele-
brate!
Speaker 2
Prepare thoroughly. If you don't, you won't know whether to accept an offer and may end up actually arguing 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 prepared 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 nearly always
have a BATNA, however undesirable. But if you really haven't got one, you'd
better be good at bluffing or you going to lose big time!
Speaker 3
Ideally, a successful negotiation is a kind of joint problem-solving meeting, where we identify each other's inter-
ests, wants and needs and then explore the different ways we could satisfy those. I say ‘ideally’, because it hardly ever
is like that. Win-win negotiation is a great idea, but most people have a simple 'I win – you lose' mentality. So what do
you do with the person who simply won't listen, who keeps interrupting, who becomes aggressive, who makes last-
minute demands, who won't make a decision? I must have read dozens of books on negotiation tactics. The problem is,
so has everybody else. So they don't really work. My only advice is: don't get personal – ever; don't agree to anything
until you've discussed everything; don't make any concessions without asking for something in return; ask lots and lots
of questions; and don't give in to pressure. Remember, if the answer must be now, the answer must be 'No'.
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