Negotiations
Business Lesson 2
New Vocabulary
alternatives
альтернативы
amplify
усилить
arbitration
арбитраж
bargain
торговаться
bottom-line
нижняя граница, итоговый
collective
коллективный, общий
compensate
компенсировать
comply
исполнить
compromise
пойти на компромисс
concession
концессия
conflict resolution
решение конфликта
confront
конфликтовать
consensus
консенсус
cooperation
сотрудничество
counter proposal
встречное предложение
counterattack
контр-атака
counterpart
тот с кем ведутся переговоры
cordially
сердечно, вежливо
demands
требования
deadlock
тупик
dispute
спор
dominate
доминировать
entitled
уполномоченный
flexible
гибкий
haggling
торговаться
hostility
враждебность
indecisive
нерешительный
leverage
левередж, рычаги влияния
log-rolling
услуга за услугу
mislead
вводить в заблуждение
mutual
взаимный
objective
задача
point of view
точка зрения
pressure
давление
proposal
предложение
receptive
восприимчивый
resentment
чувство обиды
mortgage
ипотека
exchange rate
курс обмена валют
resistance
сопротивление
resolve
урегулировать
tactics
тактика
tension
напряженность
trade-off
компромисс
ultimatum
ультиматум
unrealistic
нереалистичные
victory
победа
yield
уступить
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Negotiation Preparation
Peter Prepares to Negotiate with Louis
Peter approaches Louis after his shift on Friday afternoon and asks if he can arrange a meeting to discuss a potential promotion. Louis sighs and reminds Peter that they already had this discussion last year. Peter agrees, but reminds Louis of his loyalty to the company and insists that they speak again on the subject next week. Eventually Louis, who is afraid that Peter might quit on the spot, agrees to meet on Monday during the crew's lunchhour.

Over the weekend, Peter thinks about Monday's meeting. Last year, he was unprepared to negotiate and ended up only getting a 50 cent/hour pay raise. This did not satisfy him, and he has continued to feel undervalued ever since. Many times, after a hard day at work, Peter has considered quitting. However, it is difficult to find work in the middle of winter. Peter has a family to support and he can't afford to lose his job.

Peter decides to do some research on negotiating. He learns the principles behind collaborative negotiating, and decides that this is the approach he will take this time. After he has understood the concept he can ask himself the preparatory questions above. Finally, he can apply the rules of collaborative negotiating to his own case.


Opening the negotiations
Peter Opens the Negotiations
It's finally lunchtime and Peter and Louis meet as planned. Peter offers for Louis to speak first, but Louis declines:

Peter: Thanks again for agreeing to meet today. I really appreciate you taking the time during your lunch.

Louis: Okay, well, let's get started. I'd like to resolve this as soon as possible so we can get back to work.

Peter: Great. Okay, well, if there's anything you'd like to say first, please be my guest.

Louis: Oh, no, I insist you go first. After all, you're the one who asked to meet with me.

Peter: Very well then. First of all I want you to know that I am fully aware of the challenges you have faced in running this company in the last few years. I understand that the poor weather last year ended up costing you and all of the local landscape companies a lot of money. However, I think you realize that I am unsatisfied with my current salary. I've been with Landscape labourers for 5 years now and there have been many other years that were profitable. Despite how much your business has grown, I'm making less than a dollar more than I was the day I started.

Louis: You're lucky to have a job in these times.

Peter: Yes, and I'm very thankful that you have employed me all this time, especially during the slow seasons when the company is struggling to make a profit. It means a lot to me to have that stability, which is why I have remained loyal to your company.

Louis: You haven't had much choice but to remain loyal, Peter. There are no jobs out there.

Peter: Well if you don't mind, I'd like to finish what I have to say and then you can let me know what your position is. As a matter of fact, there are a few companies hiring right now in our area. These are not all necessarily companies that I would be interested in working with. For example, you and I both know that I would never want to work for a company such as Powell Designs. I'd much prefer to be associated with a company like Landscape Labourers because we do a good job. Having said that, I took the liberty of calling a few other local companies to find out what type of salary packages they offer to their foremen.

Louis: Foremen? I don't have a foreman. I never have. It's not my style. Don't forget, you're a contract labourer just like the rest of the crew.

Peter: Yes, I thank you for bringing that up. Besides deserving a higher salary, one that is competitive with local companies, I also think that I deserve a new title. You and I both know that the crew looks to me as though I am a foreman, even though I don't have the title.

Louis: You don't have the title, but you also don't have the responsibility. It's a lot of work being a foreman.

Peter: Exactly. And you can't say that you haven't noticed me coming in earlier than the others and leaving later. I also designate jobs to all of the crew members each morning and call suppliers when needs arise. These are duties of a foreman, am I right?

Louis: I suppose. But a foreman also helps solve conflicts that arise within a team, and deals with customer complaints. You always pass those things on to me.

Peter: I agree with you on that. However, I would be willing to take on these extra responsiblities, should you offer me a foreman position at a rate of $25.00 per hour.

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