Négociation en anglais

An introduction to negotiation

Negotiation : 2 people, disagreement (violence, mediation, negotiatio), confidence.

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A dialogue intended to resolve disputes to produce an agreement upon courses of action, to bargain for individual or collective advantage, or to craft outcomes to satisfy various interests.

It is the primary method of alternative dispute resolution.

Negotiation occurs in personal situations, business, organizations, governments, legal proceedings, among nations…

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2 parties (at least)

A dispute or a conflict (you can’t negotiate with someone you agree with)

A will to overcome the dispute or the conflict and reach an agreement that can be a compromise or « a new fruit ». (Lionel Bellanger book)

3 possible attitudes in negotiation :

 Integrative negotiation

 Distributive negotiation

 Harvard negotiation

Attitude in negotiation :

 Personality

 Training

 Context

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1) You are playing a « distributive negotiation » when :

- You consider your partner as an enemy ;

- You are in such a position to refuse every compromise ;

- You want to impose your own solution whatever your partner needs ; to win over him ;

- You feel that compromising is loosing : you want to be the winner, your partner must be the looser ;

- You develop a subjective evaluation of positions.

2) You are playing a « integrative negotiation » when :

- You consider your partner as a friend ;

- You are ready to give him whatever he wants or asks for ;

- You don’t even consider defending your own position ;

- You want to reach an agreement at any cost (even if it should be a win-lose one) ;

- You develop a subjective evaluation of positions.

3) You are playing a « harvard negotiation » when :

- Your position towards your partner is neutral ;

- You are ready to give him what you think is necessary to come to a win-win deal ;

- You want to defend your position but are ready to listen to his ;

- You want to reach an agreement and are ready to make compromises if necessary ;

- You try to develop an objective evaluation of positions.

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Conditions to develop negotiation :

 Get prepared : know your partner and his company ;

 Get prepared : know your product / service / files ;

 Get prepared : strategy, process and tools, and tactics.

Different kinds of times :

 Time that is both useful and productive ;

 Time that is useful although non-productive ;

 Time that is neither useful nor productive ;

 Other things to do together.

Emotions in negotiation :

 Emotions play an important par in the negotiation process.

 Negative emotions can cause intense and irrational behavior ; conflicts to escalate ; negotiations to break down.

 Positive emotions facilitate reaching an agreement ; help to maximize joint gains.

But…

 Expressing negative emotions can sometimes be beneficial ;

 Legitimately expresse danger can be an effective way of showing one’s commitment, sincerity and needs.

 Showing anger reduces gains in integrative tasks but can be a better strategy in distributive ones.

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Commercial Negotiation Methodology :

1. Prepare

2. Approach

3. Establish customer’s needs

4. Features and benefits

5. Meeting objections

6. Closing the sale

Entretien téléphonique en langue étrangère.

1. Phase de présentation

• L’étudiant dispose de 15 minutes pour découvrir un sujet, avant le passage.

• Il doit préparer son argumentaire pour répondre au client.

2. Déroulement de l’appel

• L’étudiant dispose de 10-15 minutes avec son interlocuteur pour répondre à une demande client

3. Rédaction d’une réponse par mail

• L’étudiant dispose

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