Listen again and complete the sentences used to set the agendas.
Negotiation 1
Disagreeing with the proposed agenda: Actually, ……………. . We want to …
Agreeing to a change: Ok, ……………………. . So then you’ll …
Negotiation 2
Giving your opinion: ……………………., the major objective today is to …
Suggesting: Right, ……………………. differently …?
Negotiation 3
Interrupting: Erm, ……………………. There? We don’t have figures …
Expressing pleasure in agreement: Right - ……………. . So, let’s get started …
Prepare for the introduction phase to a negotiation with someone from your own organisation. Plan what you will say to clarify a common objective and agenda for the negotiation. Role play the beginning of negotiations.
Negotiation Role A
You are an HR manager of an international company. You are going to meet with a staff member to discuss the terms of his/her contract for a six-month posting to Phnom Penh, Cambodia. You want him/her to accept the contract because you believe it is important to develop the career of people in the company in this way. The budget is limited so you many have a problem to persuade the person to accept a contract with no extra financial benefits.
Your objective: To support career development that benefits the company long term.
Common objective: The staff member should receive a contract which they are happy with and which motivates them in the new role.
Your agenda:
1. Clarify the responsibilities of the new job.
2. Agree a salary (no extra compensation package).
3. Decide who will handle their job while they are in Cambodia.
Negotiation Role B
You are a staff member in an international company and you are going to meet the HR director to discuss the possibility of a six-month posting to Phnom Penh, Cambodia. You are interested but only if the conditions are right. You do not have to accept the position but you know that the directors in your company are hoping you will do so. You would like a financial incentive to go and live in a foreign country. You know that when you come back, you will have a lot of work to catch up in your old job.
Your objective: To clarify the reasons for going to Cambodia and to clarify the terms of the contract.
Your agenda:
1.Clarify the timing of the posting (when will you have to go / for how long / is it possible to extend, etc.)
2. Discuss the responsibilities of the new job.
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3. Agree a salary plus extra compensation package including support package for accommodation.
3C Contracts and Agreements
Have you ever negotiated / entered into a contract? What kind of contract was that? Tell the group about your experiences.
Match the words and phrases typically used talking about contracts with their meanings.
| Term | Meaning |
| 1. agreement | a) n. a particular statement or stipulation in a contract etc; article |
| 2. arbitration | b) n. conditions or stipulations |
| 3. clause | c) invalid; without legal force; not binding |
| 4. force majeure | d) n. an arrangement between two or more people, countries etc; contract |
| 5. fulfil | e) adj. which people can be made to obey |
| 6. null and void | f) n. superior, power; unforeseeable event excusing one party from fulfilling contract |
| 7. party | g) n. the person or persons forming one side of an agreement |
| 8. enforceable | h) n. settlement of a dispute by a person chosen by both parties |
| 9. terms | i) adj. that cannot be legally avoided or stopped |
| 10. binding | j) v. to satisfy a condition; to complete the required task |
Now complete the sentences with one of the terms above. Use the correct form of the words.
1. The dispute was settled by a(n) ………. that satisfied both sides.
2. They might now activate the ………. clauses that will allow them to demand their money back.
3. In order to be considered a(n) ………. contract, the parties to the contract must exchange something of value.
4. Once signed, these documents are legally ………. .
5. Both ………. were happy with the result of the negotiations.
6. We have agreed compensation ………. .
7. The Texas high court said they had to go to ………. because that's what the signed contract required.
8. They claimed that the goods did not ………. the terms of the agreement.
9. The change in the law makes the previous agreement ………. .
10. They have added a ………. in the contract which says the company can make people redundant for economic reasons.
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