12. Negotiating 2

Attitudes & Culture
Individual praise It is acceptable to single out an individual for praise Pay rewards and promotions are given for individual success Individuals are motivated by face (loss and gain) People toot their own horn Group praise Showing favouritism is avoided, it’s embarrassing for everyone Rewards and bonuses are shared among the group People are motivated by the strong morale of the team People say ‘we did this.’ – Individuals don’t like to brag too much
Practice
Student A – You are a representative of the staff in your company
Things are bad because: • Staff are working long hours and motivation is low • Employees have not had a pay rise for two years • Holidays have been cut by three days by new management • The work environment is dull and uninteresting Your ideas to improve things are as follows: You want a bonus for good attendance Staff can win an extra day’s holiday for good attendance You want a pay rise in-line with inflation x 2 You a budget for regular social events You want a reduction in hours
Culture
More fixed
Procedures should be official and clear People need to know what to do and what is expected of them It is uncomfortable when you do not know exactly what to expect in a situation.
Practice
Student B – You are an HR representative.
Staff attendance is low because: • Staff do not respect the rules • They are taking sick leave instead of using holidays • It is too easy for staff to take sick leave • Managers do not keep records for staff absence Your ideas are: Have attendance charts on the notice boards in all departments Absence of more than wk.baidu.comne day should require a doctor’s certificate Staff who break the rules will be made an example of
A. You’ve done a fantastic job! B. I’ve really enjoyed working with you C. It’s been very useful D. Here’s to our success in the future! E. Well done! F. Thanks very much for your help. G. I’d like to thank you all for your hard work H. Good luck with everything I. I’d like to propose a toast to a long and fruitful partnership between us. J. I hope all goes well.
Concept
Match each sentence a-j with a function 1-5. There are two examples for each function
1. Thank people 2. Praise people 3. Show appreciation 4. Make a toast 5. Offer good wishes
1. Team B will pay a lump sum for the work 2. Team A will receive a fee based on the number of hours worked 3. You could negotiate a combination of 1 and 2
Career Skills
Negotiating 2
PowerPoint By Yini Cao
Warm Up
‘In a negotiation you should listen more than you speak.’ Do you agree with this view?
Concept
Practice
Team A: You are consultants who advise on building bridges
Team B: You are company of engineers intending to build a new bridge in China and you need the consultancy skills of Team A. Your budget for the work is €12,000. The amount of work is estimated at 30 to 40 hours but it could be more. There are 3 possibilities of a deal:
What happens at the end of a successful negotiation?
1. 2. 3. 4. You make a verbal summary of what has been agreed Both parties sign a formal written contract Everyone shakes hands You prepare minutes of the meeting and send them to other party within on or two days 5. You celebrate socially with your colleagues
Practice
Team A – Your are engineers who have invented a design for a foldaway boat
Team B – You are a manufacturing company that wants to produce and sell this product There are 3 possibilities of a deal: 1. Team B pays a fixed price of €200k. Team A get no further income from sales 2. Team A gets a 10% share of profits. If sales are low (20,000 units p.a.) this would be €40k but sales could be as high as 100,000 units p.a., giving Team A €200k 3. You could negotiate a combination of 1 and 2
Less fixed
Procedures are important, but they should be flexible People like to show initiative and adapt to new situations It is boring when you know what to expect every day