AGENDA: Modal verbs: May/Might/Can NEGOTIATION
The 1st conditional sentences Unless and Provided that Business negotiation
(Source: https://medium.com/procurement-musings/tagged/negotiation?source=rss----
ad17e3280601--negotiation, June 10th, 2020) 1. Overall objective
By the end of this unit, students will be able to:
- make a conversation to prepare for a negotiation
- make a conversation to negotiate an order or a contract 2. Key language knowledge
Vocabulary: Words related to negotiation acceptable (adj) intense (adj) / agreement (n) mutual (adj) u l/ anticipate (v) negotiate (v) /n back down negotiation (n) /n 71 | P a g e bottom line party (n) compromise (n) proposal (n) /pr p zl/ conflicting (adj) propose (v) /pr p z/ consider (v) quotation (n) /kw te n/ deadlock (n) terms (n) /t deal (n) trade-off (n) d f/ disagreement (n) unacceptable (adj) n bl/ goodwill (n) win-win (adj) n/ Language focus 1. T to express possibility
May/might + infinitive can express possibility in the present or future. Examples:
- Our client may change their decision after considering this new proposal.
- The rise in the price of US dollar might be favourable to our export operations.
- Can can also be used to express general possibility. Examples:
- A negotiation between two parties with conflicting interests can be quite intense.
- We can submit your proposal to the Board of Directors.
2. Review: The first conditional sentences
Uses: The first conditional sentences refer to a possible condition in the present or future with probable result. Forms:
If + S + V(s/es), S + will + V(inf) Examples:
- If our company accepts your payment terms, we will face short-term cash shortage.
- ZSC will benefit greatly from the deal if they come to an agreement with Healthy Skin. 72 | P a g e
Notes: In the main clause, you can use:
modals (should/can/may/must) to express a degree of certainty, permission, or a
recommendation about the outcome Examples:
- If we have information about the other party, we may hold an advantage on
the negotiation table. (possibility) - proposal. (advice)
- If the negotiation comes into a deadlock, the negotiator must find a
compromise that is acceptable to both parties. (strong advice/command)
imperative to express a warning or instruction in a certain situation Examples:
- If Mr. Ross calls, connect him to the CEO immediately.
- Inform the Board of Directors if the negotiation with ZSC fails.
present tense to express facts, habitual actions or general truths Examples:
- I take the phone if the department manager is out of the office.
- If you take the first offer the other party suggests, it is certainly not the best offer you can get. 3.
Provide that = if but provided that is often used to impose specific conditions or set limits on a situation. Examples:
- Provided that the company makes more than $1 million in profit, all
employees will have a year-end bonus.
- We will agree to 15-day delivery terms provided that you make a 10% advance payment.
Unless + affirmative verb = if + negative verb Examples: -
unless both parties make some compromises. 73 | P a g e
4. Useful expressions for negotiation
1. Suggesting solutions/setting objectives
2. Presenting proposals/alternatives I/ We think we should ... Would it be possible ...? How do you feel about ...?
It might be possible to/ a possibility ...
Would/Could you consider (V-ing)
From my/ our experience, the best way
Could the problem be solved by ...? 3. Responding to proposals
4. Expressing possibilities/impossibilities That would depend on ...
It is possible/ probable/ conceivable Now that you mention it ... (that) ...
It sounds like a better alternative/
There is a possibility/ chance (that) option. It may be/ It may not be 5. Rejecting proposals 6. Expressing agreement It is impossible to ...
I/ We can only agree with you there.
It is out of the question ...
I/ We have to admit that you are right.
Unfortunately, that cannot be done!
I'm afraid we couldn't agree to that.
That is also our concern/ point of view/ goal. 3. Online learning checklist
Look at the list of online learning tasks below and tick the tasks you have completed. Online learning task Task focus Completed Vocabulary Presentation 1
Words related to negotiation - Presentation Task 1
Nouns, verbs and adjectives - Word writing Task 2 Word definitions - Matching Task 3 Verb phrases - Matching Task 4
Word meaning - Multiple choice Task 5 Word meaning - Gap filling Section test 74 | P a g e Grammar Presentation 1
The use of may/might and can to express possibility - Presentation Presentation 2
The first conditional sentences - Review Presentation 3
Unless and provided that - Presentation Presentation 4
Useful expressions for negotiation - Presentation Task 1
If, unless and provided - Gap filling Task 2 Verbs - Gap filling Task 3
Useful expressions - Multiple choice Task 4 Prepositions - Gap filling Task 5 Modal verbs - Gap filling Section test Listening Task 1
Negotiation tips - Gap filling Task 2
Negotiating discussion - True or False Task 3
Negotiations - Multiple choice Task 4
Negotiating process - Gap filling Task 5
Negotiating process - Gap filling Task 6
Negotiating process - Gap filling Task 7 Negotiation - Gap filling Reading Task 1 Email - Short answers Task 2 Email - Matching headings Task 3 Article - Categorizing Task 4 Article - Summary completion Task 5
Article - True/ False/ Not given Task 6 Article - Categorizing Writing Task 1
Useful expressions - Sentence completion Task 2
First conditional sentences - Matching Task 3
First conditional sentences - Sentence arrangement Task 4
Useful expressions - Sentence completion Task 5
Useful expressions - Gap filling Task 6 Email - Writing
4. Face-to-face class materials 75 | P a g e LESSON 1 BEFORE A NEGOTIATION
Objective: By the end of this lesson, students will be able to make a conversation to prepare for a negotiation.
Warm-up: Completing the flow chart
Work in groups of 3-4. Use the information from the box to complete the flow chart.
a. Explaining your b. Making an c. Making and d. Thanking the situation agenda responding to partner for an proposals effective meeting f. Suggesting a e. Collecting g. Offering an h. Setting your solution for your information alternative objectives partner i. Stating the
k. Showing goodwill l. Preparing your m. Expressing current progress to the client proposals commitment 76 | P a g e
Activity 1: Setting the objectives
Work in groups of 3-4. Match the objectives with reasons. Make complete sentences using given phrases.
Give reasons for your choices. Choose from the following suggestions. 77 | P a g e Sample:
Our first priority is to have a good relationship with
customers first because it might be possible for us to
do more business with them in the future.
Activity 2: Preparing proposals
Work in pairs. Take turns to make the proposals and suggest alternatives. Student A
makes a proposal and gives reason for your proposal. Student B explains a problem of
that proposal and suggests an alternative. Proposals Reasons Problems Alternatives ask for 15-day have cash to pay difficulty getting additional 1% payment term supplier earlier discount acceptance offer 5% discount establish good too low profit 3% discount and relationship with free loading to customer warehouse use cheap forwarder reduce unreliable service one shipment for all transportation cost goods deliver by air
reduce delivery time higher transportation delivery by ship and cost pick-up by customer from port increase working reduce production too much overtime 3 shifts a day hours time payment (instead of 2) buy new machines increase output
high investment cost rent machines from another company 78 | P a g e Sample: B: If we ask for a 15-day A: I think we should ask the payment term, the customer customer for a 15-day may not accept. How do you payment term, so we can feel about offering them an have cash to pay the supplier additional 1% discount? earlier. A: Yes, it may be possible that they will agree.
Activity 3: Making preparation before a negotiation
Work in pairs. Student A is the CEO and Student B is the secretary of Nacatomi
company. The CEO has asked the secretary to look for some information about
Jackson to prepare for a negotiation. Student A - CEO Student B - Secretary Greet B Greet A
Provide some information: specialise in
electronic products, need new supplier
Set objective for negotiation: become
Suggest: 10% discount - usually 5% for new customers
Reason: Jackson - currently market leader in Taiwan Ask B for suggestion
Reject. Reason: no profit with 10% discount Agree Suggest: 7% discount Ask about payment term Suggest: 15-day payment term Problem: Jackson/not accept
Reason: have cash to pay supplier earlier
Propose: free delivery to warehouse Agree Promise to do it immediately
Ask B to prepare agenda and arrange Offer additional help meeting with Jackson End the conversation End the conversation 79 | P a g e LESSON 2 DURING A NEGOTIATION
Objective: By the end of this lesson, students will be able to make a conversation to
negotiate an order or a contract.
Warm-up: Starting a negotiation
- Work individually. Watch a video and identify which of the following issues is being negotiated: Delivery date Advertisement contract Payment terms Salary raise
- Work in pairs. Discuss the following questions for each situation: Who is the man/woman? What are they trying to do?
Did they come to an agreement? What makes you think so?
Activity 1: Making and rejecting proposals Work in pairs. sales representative and
purchasing manager. Take turns to make and reject proposals. manager sales representative
- finish production by September
- too little time for production (2 months) - ask for 7% discount - no profit s representative manager - ask for 15% advance payment
- need to check goods before payment - ask for larger order - limited budget 80 | P a g e