Negotiation

Negotiation - Opening Statement5o8S!oIhQ
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You need a clear opening statement
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A clear opening statement means that all participants in the negotiation understand the background, current situation and main interests of each party. Each side should make an opening statement before the discussion can progress. You should begin with a short summary of your company if it??s new to the other party then clearly state your general and specific interests.nE2@(@;_Rv
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You can use these phrases to do this : ??.was founded in??. ??.was set up in ??. we manufacture we produce we supply we provide this service We??re interested in... Our key interest is... We??d like to... It??s vital that we We really need to... It??s very important to us to..."iS'jDzF
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Read this opening to a negotiation)TVcNT6Z
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A Our company was founded 5 years ago. Currently we provide removal services in some places in the Mainland. We might be interested in expanding into international markets. We think it could be a good idea to work with some kind of partner who has some experience in this area. Possibly expanding into the UK, maybe France or Germany and well, we could consider The Netherlands. B So do you mean you are planning to expand your offices and network into Europe? A That??s right. B And is it right to say you consider our company to have the experience you are looking for? A Yes, we do. B Could you explain again just which countries you are planning to expand into first?
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6u^i ]EaX$R What was wrong in this negotiation ?O^&p&_9J \y
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There were quite a few problems here. In the activity below, we list the problems and give you some solutions which can improve the beginning of a negotiation.
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qM1n#A_ Partner had to question each point in             Provide appropriate information
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w0NS;A2v No mention of current situation                  Explain what the situation is now!d-B~$pi

W$yWPRBD4g Use of nonspecific,unclear language             Use clear, direct language
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d,\Km8^ v Potential partner is not clear what                State your general aim first followedkDc1nU8\2vb"t^
the realaims are                                by specific aims
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No information about current activities            Give relevant and current information0o1Z
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                                              about your activities
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Negotiation - Procedure  Start at the beginning_E R`Z t
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At the beginning of any negotiation, one of the most important things is for both parties to agree on the overall procedure and objectives. This is essential so that both sides have a clear idea of the agenda and that nothing will be forgotten or omitted. You can use these phrases to do this Can we agree on the overall procedure? First of all, let??s establish the overall procedure. State your primary objectives Our main objective is to?? What we??d like to achieve from this meeting is?? Check the other party agrees and accepts the procedure Is that OK with you? Does that seem acceptable to you? Do you agree with that? Agree on overall procedure
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A&x,\!v-| j Agreeing on the overall procedure and objectives of a meeting is a vital element. It ensures that both sides have a clear idea of the agenda and that nothing will be forgotten or left out. Here are some tips and suggestions which will help you achieve this.
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Tip 1 : After stating your idea for the procedure, check to see if the other party agrees.,C/z;M2|`

8fw@9i7~([ Tip 2 : After stating your main objectives, ask if the other party agrees to them.
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Tip 3 : Create a climate of agreement by first stating, then checking, then agreeing on procedure and objectives.
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Tip 4 : Getting agreement after each point will ensure that the negotiation goes forward not backwards.   Read this section of a negotiation C Let??s begin now. First of all, I??d like to say I hope this will be the beginning of a good working relationship. JV Yes, so do we. C Ok, can we agree on the overall procedure for today? Our main objective is to find out more about your catering needs and to decide how best to service them. What we??d also like to achieve from this meeting is to get a clear idea of start dates and development plans. JV Ah... well... C Good. So, can we begin with your catering needs? JV Actually, this wasn??t the procedure we had in mind. In this dialogue, a joint venture company(JV) would like a Chinese catering company(C) to provide them with lunchtime food for all employees. This is the beginning of the negotiation when both sides are trying to set up the procedure for the negotiation. What went wrong?
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`R'@PMd In the activity below, we list the problems and give you some solutions which can improve the climate of cooperation in a negotiation.??Now match the problems in the negotiation with a solution to the problem  There was no agenda                         Prepare an agenda C didn??t check if both sides                    Ask the other party to agree tohad same main objectives                     the objectives        The two parties had to go                     Get agreement after each pointBack and try to agree again Whether JV agreed on procedure              Check to see the other party agrees to procedure A climate of agreement was not reached        Create a climate of agreement  Put all these problems right and your negotiation will go something like this.  C Let??s begin now. First of all, I??d like to say I hope this will be the beginning of a good working relationship. JV Yes, so do we. C Ok, can we agree on the overall procedure for today? Our main objective is to find out more about your catering needs and to decide how best to service them. What we??d also like to achieve from this meeting is to get a clear idea of start dates and development plans. Is that OK with you? JV We are very interested in your company but what we??d really like to achieve from this meeting is to find out more about your range of food and services. Then, if they suit our needs, we??d also like to talk about possible development plans and the way forward .Does that seem acceptable to you? C That??s fine so maybe we can start with out products and services then go on to your specific needs. We can follow by discussing development plans. Do you agree to that?  

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this is just a part of the whole NEGOTIATION. if you wanna know the complete one, Plese log in www.in2english.com.cn.

a very good article, very helpful ! T!_ gY(J
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thank you very much!

Reply #5 aaron5257's post

really a good article,.?\6uzl`{
but i am surprised that the post can be discovered after nearly 3 year later! :lol