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Teaching negotiations
by Dr. Piotr Jednaszewski

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How to teach language simplicity?

Present to the group, a short but linguistically complicated text and ask them to transform it into the simplified form, and then ask them to present it as their own.

Example:

Three multiplied by four equals twelve.

Simplified: Three times four is twelve.

Presentation level: If you have three times four, than you have twelve.

In the third sentence we achieved not only simplicity but personalisation. The listener becomes involved and is a part of the communication process.

The same strategy refers to convincing the foreign shareholders to the changes in the company organization chart or final contract closure with the other party.

SIMPLICITY and QUESTIONS

Example

The shipment and insurance are carried by your party whereas we adopt the packaging to your company policy and give you 3% discount on orders over 7000 USD monthly.

SIMPLICITY

You pay for the shipment and shipment insurance. We will adopt the packaging so you have your company logo and colours on the products. We will also give you 3% insurance if you order for more than 7000USD monthly.

This is too long and other party is not involved in the communication. Students learning to negotiate should also acquire the ability to have the other party constantly involved in communication process, and that can only be achieved through putting the right questions in the right place and time of negotiations.

QUESTIONS STAGE

Let`s look again at the simplified form which I have divided into two parts:

Theirs:

You pay for the shipment and shipment insurance.

Ours:

We will adopt the packaging so you have your company logo and colours on the products. We will also give you 3% insurance if you order more than 7000USD monthly.

Changing this into question forms the above confirming presentation evolves into confirming communication:

A: Let`s recap all issues we agreed on, right?

B: Right

A: We will change that packaging for you, fine?

B: Fine

A: We will put you company logo and the colour, fine?

B: Fine

A: We will send you the new packaging samples for assessment and if all is fine we will start production, yes? (with a smile)

B: Yes

A: You pay the costs of shipment and shipment insurance, right?

B: Right

A: And we will give you 3% discount for every order above 7000 USD monthly, right?

B: Right

As you can see, all the above questions are closed questions that have a positive impact. There are no questions giving space for any diversities and last minute changes. Moreover the other party is involved in the conversation and feels positive because of the positive answers.

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