MED Magazine

MED Magazine - Issue 26 - January 2005

Top Tips for Business English
Teaching negotiations skills: activities
by Rosemary Richey

Introduction

Effective negotiations in English require special language. These activities will help you learn and practise words and phrases you'll need for negotiations. Use the Macmillan English Dictionary when completing the exercises and checking your answers.

Activity 1

Read through these notes taken from a training session on negotiations skills.

Key points in negotiations

• Ask probing questions to gather information and facts about a client's needs and expectations.

• Anticipate possible directions in a negotiation. Have alternatives ready.

• Don't rush a decision. Review your techniques to stall for time.

• Carefully read the other party's signals.

• Check your willingness to concede or to compromise.

• Close with terms that are amenable to both sides.

Activity 2

Look up the underlined words taken from activity 1 in the dictionary. Write a synonym or short explanation for each.

a	probing trying to find out the truth about something__________________
b	to gather _______________________________________________________
c	anticipate _______________________________________________________
d	alternatives _______________________________________________________
e	rush _______________________________________________________
f	to stall _______________________________________________________
g	read _______________________________________________________
h	party _______________________________________________________
i	to concede _______________________________________________________
j	to compromise _______________________________________________________
k	terms _______________________________________________________
l	amenable _______________________________________________________

Activity 3

Choose words or phrases from the box to complete more notes on negotiations. Check your answers in the dictionary.

ballpark figure	to bargain	finding a common ground
counter-offer	deadlock	be on your guard
	manoeuvring

a	Negotiators are skilled at finding a common ground to reach a compromise.
b	Giving alternatives includes suggesting a ____________.
c	If you want to get an approximate number or price, then ask for a ____________.
d	When negotiation comes to a ____________, then both sides are not willing to concede.
e	Clever_______________ means you know the right direction to go in with the other party.
f	Always be careful or ____________ in a negotiation.
g	____________ means to reach an amenable price.