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  • Welcome to part one of our negotiations book, and today we're going to be looking at the basics,

  • just beginning up; what is negotiation? So, let's go ahead and hit our vocabulary for

  • this part, part number one. These are of course, our key vocabulary words related

  • to the basic ideas introduced in this chapter. And so, let's begin with some of

  • these. Agreement; Of course, agreement meaning to come to an agreement, to agree on

  • something especially between the two parties that are involved in the

  • negotiations. Argument; argument of course is when you argue with someone. Here,

  • we're using it as a noun, they are having an argument and it's important to

  • remember that an argument is not the same as a negotiation,

  • although we often do get those confused they should not be at all the same.

  • At least, this is often used in negotiation and especially when you're

  • trying to make a point that, at least I must get something, at least the minimum

  • I need to get or the minimum I need to give. So, it can be either way at least.

  • Bottom line is related to this idea of at least, bottom line being you cannot go

  • below this, so usually bottom line is used with an offer and usually the price is

  • involved somehow, so if you say my bottom line is ten dollars,

  • it means I cannot go further below ten dollars. But, also could be the opposite

  • direction, if you're a seller or buyer depending on the situation.

  • Bottom line; it can also be used for the whole package,

  • this is the last offer I can make, its my bottom line, this quality, this quantity,

  • and this price altogether is my bottom line that's possible.

  • Usually, it's used just with price though.

  • Compromise; compromise means you give something up in order to get something,

  • or you give something up now in order to maybe have a good relationship for later.

  • Usually, we can use this between two or more parties and all sides compromise. If

  • one side compromises and the other side does not compromise, that's not so much a

  • compromise as giving up or just surrendering. But, even then we usually

  • think well, I'll compromise now because I'll get something later, I'll give

  • something up now so that I can have a good relationship with the other side

  • later. Count on; count on is a way in English just to say I'm sure this is

  • going to happen and usually we use this to emphasize that you can trust me. You

  • can count on me,

  • you can count on this being the best offer, you can count on our quality. So, it is

  • really important when you're beginning your negotiation, when you're talking

  • with the other side to kind of give them a feeling that they can count on you.

  • Disagreement; of course a disagreement is something that we have when we have an

  • argument, but it's also something we have when we have different opinions about a

  • negotiation position. So, a disagreement is just a difference between the two

  • groups, those differences may be very objective like money, or they may be very

  • subjective like feelings. Flexible, of course when we have a negotiation we

  • often think about being flexible, and flexible here means that you can change

  • your position and often we use this word negotiation to ask the other side to

  • please be flexible. Could you please be more flexible? We often use it that way,

  • I'm being very flexible,

  • why don't you be flexible? Meaning you can change your position. Goal, of course

  • goal meaning what is it you want to get out of the negotiation, this is very very

  • important for us to understand in our negotiation class. And we set a goal that

  • is what is it we

  • want to get, what is the main thing we want, of course you can have many goals

  • or just one goal. In the middle; in the middle now, in the middle a little bit

  • like this idea of giving something up or compromising, in the middle means can we

  • split something so that we do the deal but it's in the middle. You want five

  • dollars,

  • I want ten dollars, can we do something like 7.50, can we go in the middle? So, in

  • the middle meaning can we split the difference between us. Inflexible;

  • inflexible meaning no flexibility, now inflexible like the word flexible is the

  • opposite, right? In this case, we're saying someone is inflexible and usually you

  • would not say this about yourself, you would say this about the other side you

  • are being inflexible, you are being inflexible meaning you're not flexible,

  • you're not giving up anything in this negotiation. So, usually this word is a

  • way to show the other side is not being helpful or not changing. Issue, now when

  • we talk about issue, what we're talking about are different points in negotiation

  • and we're going to call those issues. So, each issue is one part of the

  • negotiation that may be related to the goal we have. So, it may be price, it

  • maybe quantity, it maybe shipping, it could be many things like that but each

  • one of the issues is something we need to think about carefully. So, issues are the kind of

  • topics or the points, I want to raise three issues in this negotiation,

  • there are three issues that I do not agree with, that the way you use that.

  • Let's look at some more, here a nice little phrase, make everyone happy; make

  • everyone happy, now first we often hear about this, when we think about this idea,

  • win-win make everyone happy.

  • So, negotiation of course we often use this when we are speaking, because it

  • encourages the other side to believe that we're trying to be cooperative.

  • I just want to make everyone happy, I just want to make everyone happy,

  • I want to compromise so maybe you can compromise to, that's the way you use

  • that phrase. Of course, it's a very positive phrase, now is it true? It may

  • not be true,

  • you may say it but it's not really true that you're compromising, but it is often

  • used to give this idea that I'm trying to give something up ,so you should give

  • up something also. Negotiation, of course is the act of negotiating or in this

  • case we're just very basic, negotiation is a way to come to an agreement so that

  • we can agree that all our sides going to be happy doesn't make everyone happy,

  • maybe? Maybe not?

  • That's totally a different question, but a negotiation means that you have two

  • sides that have differences that they cannot agree on,

  • therefore they must go and negotiate and the thing, that thing is called a

  • negotiation. A solution; so here another noun, a solution meaning we find an answer

  • to the problem. Of course, here the problem is the difference between the

  • two sides and we're going to solve that difference by coming up with a

  • negotiation, and the negotiation will conclude. Maybe it'll make everyone happy,

  • maybe not? But it's a solution, a way to solve the problem. We can solve the

  • problem by changing prices, changing shipping, change in quantity or maybe

  • sometimes we just solve the problem in a totally different way, such as saying

  • well, I agree with you this time but next time, I hope you'll give me better

  • consideration or give me something special.

  • Strategy; Okay, so strategy is often easy to get confused with another word called

  • tactics, strategy is kind of your overall plan,

  • it's your big plan, the big idea, the big thing you're gonna follow. Now, the thing

  • with the strategy and negotiation is: that we do need to have strategies but

  • because strategies are kind of a big plan, an overall plan of how to do

  • something, but a negotiation has many small points, right? You talk to someone,

  • you're talking about price, you're talking about quantity, you're talking about quality. At any

  • one time those things can change, therefore you need to step back and

  • think that my strategy needs to change, or kind of stay the same, so strategy

  • is not super specific, it's more of an overall plan without the details whereas

  • tactics are much more the details which will learn about later. The next phrase

  • is often use, this is really a common phrase that many people like to use,

  • that is to be honest, so when you're speaking in negotiation, say well to be honest this

  • is our best quality and it's a way to emphasize that I cannot give you anymore,

  • it's already my bottom line, to be honest that's all I can give you, to be

  • honest our price is higher than the others, but our quality is better so you

  • can use to be honest in many ways like this but it's a way to help the other

  • side feel comfortable, it's a way for you to encourage the other side to

  • trust you.

  • Does that mean you really have to be honest?

  • Well, of course not it doesn't mean you're really being honest and often if

  • you hear the other side saying to be honest, maybe you should, maybe not trust

  • them so much.

  • Okay, that is the vocabulary for part one which is: what is negotiation?

Welcome to part one of our negotiations book, and today we're going to be looking at the basics,

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What is Negotiation

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    Tony   に公開 2019 年 05 月 22 日
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