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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?

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What is Negotiation

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Tony 2019 年 5 月 22 日 に公開
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