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Speaker 4
I think it was the negotiations trainer and writer, Gavin Kennedy, who said
the worst thing you can do to a negotiator, is to accept his first offer. You may think
that's exactly what he wants, but that's where you'd be wrong. If you accept his first
offer without a fight, your opponent will think he could have got a lot more out of
you. He won't be happy at all, and you don't want that. So play the game. And don't
worry about dirty tricks. They're only dirty tricks when your opponent uses them.
When you use them, they're tactics! So use them. Shock them with your opening of-
fer; use your English as an excuse to deliberately misunderstand them; kill them with
silence; use your emotions when it's to your advantage; right at the end, say you have
to get the OK from your boss or make another last-minute demand.
T a s k 28. Read the joke. Is there a lesson to be learned from it?
Two priests were so addicted to smoking that they desperately needed to puff on cigarettes even while they
prayed. Both developed guilty conscie-nces and decided to ask their superior for permission to smoke. The first asked if
it was OK to smoke while he was praying. Permission was denied. The second priest asked if he was allowed to pray
while he was smoking. His superior found his dedication admirable and immediately granted his request.
T a s k 29. How direct you want to be in a negotiation is a matter of both culture background and personal
choice. On which side of the line below would you place people from your own culture? How about you person-
ally?
prefer the diplomatic approach | prefer straight-talking
a) Find someone in your group who put themselves on the other side of the line from you.
Try to persuade each other that you side is better.
b) The following thoughts passed through the minds of two negotiators during a negotiation. Use the words and
phrases in brackets to reproduce what they actually said.
a) That's impossible.
(unfortunately / would not / possible)
b) We can't go higher than 7 %.
(would find / quite difficult)
c) We won't accept less than $5 a unit.
(afraid / not in a position / this stage)
d) You'll have to pay more if you want that.
(may / slightly)
e) We need a commitment from you now.
(would / some kind)
f) We should spend more time looking for a compromise here.
(shouldn't / little?)
g) It would be good idea to agree on a price before we go any further.
(wouldn't / better?)
h) We hoped you'd pay a deposit today.
(were hoping / able)
i) It will be difficult to get my boss to agree to this.
(might not / very easy)
j) That's as far as we can go.
(think / about / the moment)
T a s k 30. What do the negotiators do to make their statements more diplomatic? Do you prefer the direct
or diplomatic versions?
The language of negotiations
T a s k A. The following expressions are all useful on negotiations, but some letters are missing from the final
words. When you have completed them, the letters in the box spell out some good advice for a negotiator.
a) Perhaps we should begin by outlining our initial … P S T
b) Can I make a … GG ST ?
c) What if we offered you an … ALT N E?
d) Let me get this quite … L R
e) Would you be willing to accept a … C P M S ?
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