This is part two of our negotiation
class, vocabulary. And this is preparing
goals. So we're going to look at the
vocabulary, all related to helping you
prepare your goal. Remember preparing
goals is really a key part of
negotiation. There's really no way to
know have you done a good job or a poor
job if you don't have clear goals. So
let's go ahead and look at some of the
vocabulary we often use in preparing
goals. The first one is "accept". Of course
accept meaning that you can accept the
proposal or you can accept the terms. You
can accept the price, so something is
okay. So we would often use this by just
saying I accept your terms or I
accept your price. Or you could say I
do not accept your price. You might think
reject would be a way to say it, but you
often in negotiation say, "We cannot
accept that...", meaning we would like to, but
we can't. We cannot accept it. Whereas
reject, reject sounds much more negative,
and like there's something you really
hate or don't like about it. Do not
accept or cannot accept just means I'd
like to but we just can't. It doesn't
work. Okay, assume. The word assume here
meaning that you assume something is
true. You take it for granted. You think
it's true even though it may not be true.
And this is often a word you can use
when you're talking about the other
side, and they assume something is true.
So you can say, "Well, you assume that our
production cost is ten dollars per unit,
but actually our production cost is
twelve dollars per unit." You cannot
assume that. You cannot think that's true
because it might not be true. So this
assume can be used in many ways, but I
think here we're saying that you need to
be careful don't assume anything about
the other side. And in your negotiation,
you can use this word assume to tell the
other side that they're wrong about
something. Don't assume
that that's true. You can tell them that.
Benefit, of course a benefit is something
that helps you. Something that's good. It
is a benefit, so when you do a
negotiation, when you're involved in
negotiation, of course, you want to look
for your best benefits. You want to look
for benefits, and you might also be
considering explaining to the other side
what are the benefits they can get from
you. So while they may be they want to
have a low price, maybe they also can
consider some other benefits, not just
low price. So you may explain to them, "We
cannot give you a lower price, but we
have other benefits we can give you. For
example, we can give you our brand new
product first before other buyers, so
that's a great benefit for you." So
benefit is a really great word to be
using. Brainstorming, of course, is a very
popular idea where we brainstorm. We
think of things, anything, even crazy
ideas. And this will be very useful in
your negotiation of course because this
is a behavior you probably want to try
when you're preparing for your
negotiation, when you're getting ready,
when you're thinking of the strategy. I
mean you're thinking of how you're going
to approach it. Maybe you need to get
with your team and brainstorm a
little bit about the negotiation. So some
crazy ideas maybe are okay. You don't
criticize, and maybe, you come up with an
idea that's a little bit crazy but
really good at the end, after you
brainstorm a bit. Compensation,
compensation is payment for something
that has been done, some work that is
completed. Now compensation can be used
in many ways. It's a little bit like
benefit, only compensation is a bit more
clear, and that is saying you do A and I
give you B. So you come and wash my car,
and I pay you 10 US dollars for washing
my car. So I do something, I get something.
I do something for you, you give me something.
This is compensation idea. But in a
negotiation, we can use it much wider,
meaning that I can compensate you for
sacrificing something now. So if you can
give me
a faster shipping time, I can compensate
you later by giving you a different
benefit. So compensation usually is a
one-to-one relationship, but it also can
be a bit more general, saying in general
you do something good for me, and I'll
compensate you. So that compensation what
is it? What is the compensation
I get for helping you now? "Competitor", of
course, a competitor is the company that
you're working against or that you're
competing with inside the marketplace. So,
usually, your competitor would be another
company that's selling a similar product
or a different product but to the same
customers you are that may replace your
product. Where customers buy that product,
they don't buy your product, so that's a
competitor. So, of course, competitors are
used in your negotiation because you
often talk about competitors. Now you can
talk about competitors in many ways. But
one of the most effective ways is if I'm
a buyer and you're a seller, I can tell
you directly I don't have to buy from
you. I can buy from someone else. I can
buy from your competitor. So a competitor
is very clearly someone, another company
that I can use against you, even though I
maybe not have done that. Maybe I'm not
serious to do that, but I can say I'm
going to do that. So a competitor is very
effective that way. "Consider", meaning
think about. Now, this is a really great
word. It's a word that's a very simple
word, right? But we use this often around
negotiation because we want to emphasize
that we are going to consider your
proposal. And it's very important, in a
negotiation, that you let the other side
feel that you are listening to them. And
one way to listen is to say this
consider. "We will consider your offer. We
have already considered your offer very
carefully, but we cannot accept it." Right?
So this is not always saying we do
something positive or we do something
negative. Consider, you're going to think
about it. A great word to use in your
negotiation to make the other side feel
comfortable and respected.
"Convince", of course, convince meaning
that you're going to, in a way, help the
other side to believe that what you're
saying is true. So this convince is kind
of the opposite of assume in a way. In a
negotiation, because you're not assuming
it's true, you're convincing them it's
true. You're going to go ahead and
explain it to them why it's true. So in
your negotiation, you can use this word
very effectively by saying it straight
forward and saying, "I'm going to try to
convince you that this is a great deal.
Are you convinced yet? I'm going to
convince you that this is a really good
opportunity." So it's very positive that
way, and you can go ahead then and try to
convince the other side. And you can ask
them, "Are you convinced yet?" Now, of course,
if they're smart, they're always going to
say, "Well, we're not really convinced yet."
And then you can say, "Well, we can try
another thing to convince you. How about
if I give you a discount on the shipping
terms? Does that convince you?" So that's a
great word to use. "Cooperate"-- of course,
cooperate meaning work together. And when
you work together, you cooperate. In
negotiation, we're already cooperating in
a way because we're negotiating. Remember
for negotiation to happen, you have to
have at least two sides. If there's no
cooperation, then the negotiation breaks
down, and there will be no negotiation. So
there is always some level of
cooperation. You may cooperate more,
meaning you work together better or less,
meaning that you really, it's really
tough to work things out. In our
negotiation RPGs, you may find that there
are other groups you are easy to
cooperate with. You have a good
relationship with them. Maybe that's good
to seek them out often, so you can
cooperate and help each other. That's
perfectly normal. "Delay"-- delay here
meaning to put off to another time. Delay
is really important in negotiation
because it's a kind of tactic, where you
can
specifically say, "Well, your offer is
something we're going to consider very
carefully. But we cannot decide now." And
the other side may say, "Well, we need you
to decide now because we have other
things to do or we have other buyers
waiting or we have other sellers we need
to talk to." And you say, "Well we're going
to wait until tomorrow or I can't decide
I need to talk to my boss". That's a delay.
So, usually, this word is a kind of a
tactic or strategy, in some cases, an
overall strategy that you want to take
your time. So delay is not something you
would often say, but it's something you
can say inside your team: "Let's make sure
we delay as long as possible" would be a
normal thing to say inside your team. You
would not say that to the other side
though. Because the other side, you want
to tell them, "Oh, I'm working as fast as I
can. We really, this is the fast as we can
go at my company. Everything takes two
days, so I'm sorry." But then you come back
to your team, and on the team, you say, "I'm
trying to delay." "Delivery"-- delivery, of
course, is the product is shipped, and
they receive it. So it's usually from the
seller to the buyer, and the buyer will
take delivery, so delivery. Now, we use
this often in negotiation because we're
often talking about shipping a product,
sending a product or even a service,
delivering a service. So this could be a
verb, delivering a service. But here we're
using it as a noun. It would be well to talk
about it: "When can the delivery take
place? when can you take delivery? when
would you like delivery? we need to have
delivery at the shortest possible time."
So delivery is often related to that
delivery time. "Emphasize"-- emphasize
meaning something is very important, so
you're going to emphasize it. And in your
negotiation, you can say this word right
out. You can say it. "I need to emphasize
to you. I want to emphasize to you
that quality is very important to our
customers. I will emphasize this point."
This is a word you can often use, and
it's very helpful because it lets the
other side see
what's important to you. You emphasize
what's importan. "Expense"-- expense is the
cost or the amount of money or some
other kind of value that you need to
spend. And this cost can be fixed or
variable, so this expense can need many
things. Now how do you use this in your
negotiation? When you negotiate, it's a
great word because if you're the buyer,
of course, you always want to tell the
other side, "I have many expenses in
marketing. For example, I cannot afford to
pay that much for your product." At the
same time, the seller can say something
very similar, "We would love to sell to
you at a lower price, but our expenses of
production make it impossible. We cannot
sell this for less than it costs to
manufacture." So expense is a word that's
used by both sides very often in the
negotiation. Fallback-- fall back is a
position or and or a plan where you
don't have your main plan work out very
well, so you use your backup plan or your
fallback plan. So it's kind of a backup
idea or a back-up plan. Now, in
negotiation, we can have many fallbacks.
We can have prices. We can have shipping.
We can have quality. We can have different
kinds of deal packages. So fallback is
not necessarily just a plan, but it's
related to your planning, right? So when
you're making your planning, you need to
think with your team. What's our first
position? What's the thing we want the
most? But if that doesn't work, what's the
thing we want next? and then if that
doesn't work, what's the thing we want
next? And by that way, we have a fallback
maybe two fall backs, so fall back. What's
the fallback plan? Forecast--now forecast
is as something about the future, right?
It's telling something about the future.
Why would we use forecast? Because, of
course, when we're making a negotiation,
when we're in a negotiation, when we're
negotiating,
we're trying to buy or sell a product.
And it's not happening now, it's
happening in the future of course. It's
not now, so we're always talking about
the future. So in the future, something's
going to happen. So, for example, if I'm
selling a product, and I'm selling this
product to you, I want you to believe
that this product I'm selling to you is
going to be very successful. You are
going to make a lot of money. You are
going to sell a lot. I'm going to sell it
to you, and you're going to sell it to
other customers, your customers. So I need
to give you a kind of idea, what about
the future I can forecast. So I can tell
you, "We have forecasted. We have done some
research, and our forecasts show. Or I can
forecast or I forecast." It can be a noun
or verb, however, you want to use it. But
the point is it's the future. "We forecast
that this product is going to be very
successful in the market. You are going
to make a lot of money, so you should be
happy to take the deal we're going to
offer you." So forecast is all about the
future. Give in-- now, it's a little bit
like give up, right? and it is similar,
its idea, give in. Give in means that you
agree to the other side, not everything.
Now, you could give in totally that would
be, "We give in totally. We do everything
you want. We agree." But, usually, give in
means one or two points. So you would
give into one point. You would say, "Well,
we can give in on this one point. We can
give in on price, but we cannot give in
on anything else. Well, we can give in on
price, but we cannot give in on shipping
terms. These shipping terms must be this
way." So give in. And it's a way to sound
positive about giving something up,
rather than sounding negative, which of
course would be worse.
Goal--now goal is a really key word because
it's a key concept. It's very important
to set our goals at the beginning before
we begin our negotiation. Now, usually, you
would not say this in the negotiation
because you do not want to tell the
other side your goals. Remember your
information is secret. It's important to
keep your goal secret. You, for sure, do
not want to tell your goals to the other
side, unless it's a special kind of
negotiation, which we're going to talk
about later, where things are very honest
and open, very, very rare. Usually, you
want to keep your goals very secret. So
the goals, this word is the word you
would use inside your team. What are our
goals for this negotiation? Implication--
so the word implication means that
something will happen because something
else happened. What's the implication? Is
there like a relationship? So let's just
say that you have a test tomorrow, and
you do not study. You rather you
go play some video games. Well the
implication of playing video games at
night before a test is you will fail
your test. That's the implication. So A
leads to B. That's the implication. So we
can use this in our negotiation of
course to try to infer that if one side
does something, the other side will do
something in return. That's that kind of
implication, creating a relationship. You
can use it positive or negative. You
could be very negative too, for example, you
could say something like, "If you don't
buy from us now, the implication is you
will not receive any of our new products
in the future." And this makes it sound
kind of objective or not so personal, but
it is very negative nonetheless. And it
could be, again, it could be positive or
negative.
Persuasive-- persuasive, meaning that you
convince someone that something is true,
even though it may not be true or it may
be true. It's just that you're good at
that persuasion, so persuasive, meaning
you can convince them. Of course, when we
negotiate, we want to be persuasive. We
want the things we say, the other side
could believe. So on your team, maybe, it's
important that you look on your team and
think who are the people on your team
that are persuasive. And those should be
the people, the key people you send out
to negotiate, or maybe to make some
initial offers if they're very
persuasive people. That's very important.
Postpone is a lot like the other word
delay. Postpone means to put something
off into a later time. In this case, we
use it as a verb, and, specifically, in the
negotiation, we can say something like, "We
need to postpone this negotiation or we
need to postpone this decision...", meaning
that we're going to change the time to a
later time when we make the decision,
postponed. You can also say we're going
to postpone the shipping. We're
going to postpone the whole negotiation.
Anything is possible, just another time, a
later time. Usually, you would give it a
date or a time. "We're going to postpone
this negotiation until tomorrow morning."
That's the normal way to use it. "We're
going to postpone this negotiation until
Monday because it's a weekend, or it's
going to be a long weekend, so let's end
now. We'll postpone into a Monday." It's
not necessarily negative. Predict, of
course, like prediction, means you can
tell something about the future. And it's
the same idea here, only a verb. "We
predict this product will be very
successful in the marketplace. Put off--
again, this idea of delaying or
postponing. So "We're going to put off our
decision until tomorrow morning. We need
to put off this negotiation until Monday
morning." You could also use it the other
way. You could ask someone, "Can you please
not put off your decision any longer? Can
you please make sure you do not
put off this decision until after New
Year's? We need the decision before New
Year's." So you can use it this way. Reject
means to refuse, and usually this would
be about a specific offer. So you make an
offer, and I will reject your offer. Now
it sounds very negative, doesn't it? But in
negotiation it's very normal. You just say,
"We cannot accept this offer." Or you just
say, "We reject this offer." Or you can say
something a little bit more friendly
sounding like, "We reject this offer at
this price...", meaning we want a different
price. Well you can say, "We reject this
offer as it is, but if you can modify it,
we can consider it again." So in
negotiation, when you're talking, with the
other side, when you're talking with the
other team, the word reject is not super
negative. It's pretty normal inside the
negotiation. Renegotiate-- meaning to
negotiate all over again. And why would
you need to renegotiate? because there's
something that you disagree with the
other side or they disagree with you.
Or it's possible that there are many
parts of the negotiation-- the price and
the shipping and the quality and the
quantity, and it's become very confusing.
You can say, "Well this is.. we're just
going to begin again. We're going to
renegotiate the whole thing. Or you could
say, "We agree with everything, except the
shipping terms. We must renegotiate the
shipping terms." Or you could say, "We agree
with this package, except for the price.
We must renegotiate the price." So it just
means that you already had some kind of
negotiation. Maybe, you agreed on
something, and now you're going to start
over on that part. Stress-- stress here
means to put an emphasis or say
something is very important. And this is
a great word to use in your negotiation
because you'll say something like this: "I
want to stress.. I want to stress" or "I
must stress.. I must stress that quality
is the most important thing in this deal.
I must stress to you that quality is the
most important aspect of a product to
our
customers. I must stress.. I stress to you.." so
it's to make a very important. Very great
word to use inside your negotiation
because it's telling the other side
what's important to you. Submit-- submit
usually is very straightforward at
saying that I'm going to give you a
proposal or even just one little piece
of an overall proposal. "I would like to
submit to you a new price. I would like
to submit to you this deal package. I
would like to submit to you this offer. I
would like to submit or give to you to
give it to you." Suggest-- suggest, meaning
to give an idea or a small idea and we
can use this in a negotiation very often
when you're trying to help the other
side, how to say this? help the other side
to help you. So what you're saying is
Maybe we're having a good negotiation.
Maybe things go smoothly, but there's a
few points that are not working out, so I
can say to you: "May I suggest" or "I would
like to suggest to you... I would like to
suggest to you that you really be
careful about the quality of this
product because we.. that's most important
to us so i need to suggest to you." Now
you know that, and when you talk to me,
you're going to remember that. So this
idea suggest is a great word to use in
your negotiation. It's a great way to let
the other side know something, and it
sounds very friendly. Test-- now, of course,
test is not a word you use in your
negotiation. It's something that you do,
right? So testing the other side, we often
do this in our negotiation. In the
negotiation, you're trying to understand
what are the secrets of the other side?
what is their secret
information? So you test by offering a
higher price or offering lower quality
or offering slower or faster shipping,
and you see how do they react. Remember
in the negotiation, it's not just a
one-time thing. You do not just sit down
once and it's all over. And in our RPG
simulation, it's not that way. It's going
to be over time. You can negotiate with
one group, and not
have a decision, and you can negotiate
with another group, and then go back to
the first group. You could negotiate with
one group and even make a deal, and then,
cancel the deal, as long as it's before
the time deadline is over, the time frame.
So this idea of testing is very
important to figure out what's possible
in the negotiation. Threaten-- now threaten
is also, again, like test, is something you
do in your negotiation. And threaten, we
often think of threatening as violence:
"I'm going to kill you". That's threatening.
But here threaten just means that you're
going to give the other side some kind
of pressure. What kind of pressure do you
give it a negotiation? Well, some of the
pressure you can give is, for example, "I'm
not going to make a deal with you. I'll
make a deal with someone else..." That's
that competition, right?... "unless you make a
deal now." Threat, that's a threat.
Or you could be very specific: "If you do
not agree to the ten dollar price, then
we will never make this offer to you
again." Or "In the future, we will always
make our offer to someone else first."
That's a threat. That's a pretty serious
threat. Sometimes, the threat is very
simple: "If you don't agree now, we cannot
promise that we can make the same offer
later." In other words, "I'm giving you this
offer now. This price, this package, this,
this whole bundle, I'm giving this to you
now. But ten minutes from now, I don't
know. Maybe, I cannot give it to you
because I'm going to go make a deal with
somebody else." So in that case, that's a
threat. It's a threat. Now, it's not a
horrible threat. It's not like "I'm going
to kill you" threat, but that's how we do
threats in negotiation. Withdraw-- withdraw
means to leave a negotiation, give up on
a negotiation, just close a negotiation.
It's important to remember in your
negotiation, there's no rule that says
you must always negotiate. It's possible
that you talked with different teams, in
this case, our RPG team's different
companies, and you cannot find
deal that's good for you. If you cannot
find a deal that's good for you, then, you
can withdraw. You leave. Or in one
negotiation, you get all the way to the
end, and you say we're going through
withdrawal. We're going to withdraw from
this negotiation, and then you find
another group. Or maybe you have two
groups, and you promised them both
something, and they don't know that you
promised the other group. Well, obviously,
one is going to execute and one is not
going to execute, so you will need to
withdraw from one. That's fine. That makes
sense, and you can just say that we
withdraw from this negotiation. Okay,
that's all for part two.