Negotiations

BEP 04 - Business Negotiations - General Skills

26 Sep 2017

In this podcast we’re looking at negotiating. A negotiation is a discussion that should result in an agreement or business contract. The discussion is usually between two parties - or organisations - trying to reach an agreement satisfactory to both.
Here we'll just look at some of the general skills needed when negotiating and some of the key language used.
 

BEP 40: Negotiating - Kicking Off and Outlining Your Position

03 Jan 2017

Making successful negotiations is an important part of working in a professional context. It is important to remember that you should define your position clearly before you enter a negotiation. In order to define your position, you need to be sure about the following aspects of your position: 

  • What you are negotiating for, or what you want;
  • What compromises you are willing to make;
  • What you are willing to lose; and
  • What your bottom line is, that is, the least that you are willing to negotiate for.

Remember, a successful negotiation is usually one that starts well. So the initial discussions are critical in terms of how you and your business associates create favorable impressions of each other.

In this podcast lesson, you’re going to listen to two dialogues. In the first dialogue the participants set the scene for the negotiation by both sides outlining their positions. In the second dialogue, the participants clarify each other positions. At no point during these two initial stages does any actual negotiation occur.

 

 

BEP 49: Business Negotiations - Concluding a Deal

21 Jul 2016

Concluding a deal is the final part of a business negotiation, and often takes place after several talks and discussions have been held to negotiate every aspect of the deal. Participating in the conclusion of the deal usually means that you have been present at earlier discussions, or are familiar with the possibilities that have already been discussed. While concluding the deal, both parties are aware of each other’s positions and no new conditions are usually applied. The final discussion is conducted in a positive style because each stakeholder wants to get his or her conditions accepted without making the other feel defeated, which may lead to the deal not being signed at all.

In this lesson, we will examine two different deal conclusions, one which is accepted and another which is rejected. In each case, we see that there is a service or goods provider and buyer. Apart from price, there are other factors such as delivery dates, quantities, and other product or service details that are finalized at the conclusion of each deal.

Situation

You will now listen to a dialogue between Susan, the owner of a clothing store, and Brian, who represents a design store. Susan and Brian are concluding a deal their companies have been negotiating over the past few weeks.

 
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