Course : Business English (1511BE13)

online.uwin.ac.id
Bachelor in Economics (S.E): Manajemen

UWIN eLearning Program

Session Topic : Negotiations

Course: Business English
By Sugeng Riyadi, S.Pd., M.Hum.

Content

Part 1

Negotiations

Part 2

Business Negotiation

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Part1: Negotiations

Negotiation: Overview

a. Vocabulary:
Words related to negotiations
Language,
b. Focus:
Conditional sentence type 1
c. Skills:
Negotiating
d. Case study/discussion

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Negotiation: Definition, Types & Bargaining

Q: What is negotiation ?
A:
A discussion between 2 parties or
organizations that should
resolve in an agreement or
business contract.
Types of Negotiations
1. Customer-supplier negotiations
2. Wage negotiations
3. Merger or takeover negotiations
4. Trade negotiations
5. Negotiations to settle disputes:
a) Contract disputes,
b) Labour disputes,
c) Trade disputes
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Bargaining
Bargaining is
a. another word for negotiation,
which specifically means:
discussing & agreeing the price of
something.
b. often used in these combinations:
Bargaining
1) Ploy/tactic
2) Chip/tool
3) Point
4) Power
5) Process
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Negotiation: Scenario, Agreements & Contracts

Negotiating Scenario

Agreements & Contracts

a. Meet & greet representatives of

the other company, & introduce
your colleagues
b. Offer coffee & small talk
relaxed atmosphere
c. Go to the meeting room & suggest
that you get down to business
d. Have a clear agenda & timetable
e. Give the background to the
negotiations
f. Kick off the negotiations:
Finding out more about the
priorities of the other side &
talking about your own
requirements

a. Negotiations/bargaining:
clinching/closing a deal
agreements/contracts

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b. The word contract is used in

these combinations:
1) Employment/labor/labour
contract
2) Oral/verbal contract
3) Binding/legal contract
4) Commercial contract

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Part2: Business Negotiation

Business Negotiation: Video

You are going to watch a

video of a business negotiation.
There are 4 people
involved,
coming from 2 different
companies.
1. Lin Chan ( Sales manager
of National Sugar)
2. John Martin (Lin Chans
associate)
3. Victor Tang
4. Sue Panay (Victors Legal
advisor)

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John
Martin

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Victor
Tang
Lin
Chan

Sue
Panay

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Business Negotiation: Video 1

a. Watch the video here:

Source: Australia Plus (2011) The
Business of English - Episode 12:
Negotiating part 1
Web:
https://www.youtube.com/watch?
v=05uFs8qVCcI
b. Answer the following questions:
1) What country are Victor & Sue
from ?
2) When are they going to go back
to their country ?
3) Victor uses the expression testing
the water. What does it mean ?
4) What is the offer from Lin Chan ?
5) What will John probably do at
the end of the video ?
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Answer
1) The Philippines
2) Tomorrow
3) Exploring options, or finding out
what Lin has to offer
4) A very attractive price for a
minimum sale in exchange for a 2year contract.
5) Clarify the terms

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Business Negotiation: Video 2

a. Watch the second video here:

Source: Australia Plus (2011) The
Business of English - Episode 13 Negotiating (part 2)
Web:
https://www.youtube.com/watch?
v=jLBIxpVDIUM
b. Find the meaning of these words
in the video:
1) A condition
2) Consider
3) Subject to
4) Scenarios
5) Issue
6) Fluctuations
7) Deferred payment
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Answer
1) A change necessary before
agreeing
2) Think about
3) Only if/only after
4) Things that could happen
5) Problem that needs discussing
6) Changes
7) Buy now, Pay later

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Business Negotiation: Victors Conditions

a. After listening carefully to Johns description of the offer, Victor

says this sentence:
We can consider your offer if you can accept some conditions.
b. Victor is using Conditional Sentence.
It shows that something can happen, but
it depends on something else (a certain condition).

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Business Negotiation: Conditional Sentence

A conditional sentence consists of 2 parts (clauses):

1. Result clause &
2. If clause.
No

Result clause

If clause

We will consider the purchase

If you offer flexible payment condition.

We can agree to purchase the

engines

As long as engine performance

improves by 10 %

We could consider purchasing

the engines

On condition that you deliver 20

engines by May.

We may purchase the engines

Provided that you supply

documentation in Bahasa Indonesia.

We might offer to renew the

contract

Providing that this contract works out

OK.

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Business Negotiation: Conditional Sentence (Cont.)

1. Result clause usually uses modal (will, can, could, may, might) +
Verb 1.

2. If clause usually consists of conjunctions (if, as long as, on condition

that, providing/provided that) + simple present.
3.

a)

We can put if clause at,

the beginning of the sentence, but
we have to put comma before the result clause.
We might offer to extend the contract providing that this contract
works out OK.
b) Providing that this contract works out OK, we might offer to renew
the contract

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Business Negotiation: Practice

Complete these conditional sentences based on your own ideas:

1. If a company call me for a job interview, I will...
2. If I represent my company for a negotiation with a Japanese
company, I may...
3. I can be happy to be relocated by my company as long as...
4. I do not mind working overtime provided that...

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Business Negotiation: On your own

1. You work for a travel agency, & you are planning on some tour
packages to be offered to the customers.

2. Make 4 or 5 tour packages,

that include the prices of the packages &
the benefits that the customers can get from the packages.
3. Get ready to present your packages to the costumers (your friends) &
respond to any questions & bargains.
Example:
If you take package A, you will only spend 5 millions rupiahs for a
5N/4D tour in Bali.
You will stay in... Hotel, & you can visit many interesting places like
..., ..., ..., &....

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Course : Business English (1511BE13)

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