Basic negotiation terms

Listen to the introduction to the topic and then move on to the tasks.

What is a negotiation? Basically, it is a strategic discussion that resolves an issue in a way that both parties find acceptable. Each party tries to persuade the other to agree with his or her point of view and at the same time the involved parties try to avoid arguing but agree to reach some form of compromise. Negotiations involve some give and take, which means one party comes out on top of the negotiation. The other, though, must concede (to allow someone to have something, even  if you do not want to).

In this part of the lesson you will familiarise yourself with the vocabulary that is necessary to be able to understand the process of negotiation. Remember that while working on vocabulary, you may always use a dictionary. Check the meanings of all the words you are not sure of and do not forget to check their pronunciation. You probably know that the best way to memorize vocabulary is to put the words in context, so please, try to create your own sentences with the words you will find here.

I would like you to begin with the presentation about basic negotiation terms.

Now, do the exercise below to check if you remeber the meanings of the terms from the presentation above.

Do the exercise below and notice how the words/phrases from the previous exercises are used in context.

Negotiation is not just a discussion, it is an interactive communication process that usually consists of several stages. Basically there are four of them: Preparation, Exchanging Information, Bargaining and Closing. You will find some more possible phases of the process in the following exercise. Check if you know how to name them in English.

Now, answer the questions below.

1. What techniques of building rapport do you know?
2. Are you always prepared before you begin the bargaining procedure? How do you prepare yourself for a negotiation?
3. When was the last time you rejected someone’s proposal?
4. When was the last time you made concessions during a negotiation? What did you let the other party do or have?
5. Have you ever had to return to the negotiating table? If so, why? Did you finally reach an agreement?

If you want to learn more about building rapport techniques download the PDF below and read the article.

Download the file below. Practise some more vocabulary/expressions that can be useful in a negotiation in English.

Finally, do the quiz to revise the vocabulary and the information about basic negotiation terms.