Another word for know what you want

A fairly
all-inclusive definition, which I may suggest, is

Intense

Intensive

negotiations

are
very difficult and tiring, with a lot being discussed.

Delicate

Tense

are very
diffucult and could easily fail.

Eleventh-hour

Last- minute

take
place the last possible moment of the time available.

Protracted

take a very long
time.

bargaining

ploy

tactic

a
particular technique used by a negotiator.

chip

tool

an
issue that a negotiator uses in order to gain an advantage.

point

a particular
issue that negotiator discusses

power

the degree to which one side is strong enough to obtain

what
it wants.

process

the way that
negotiations develop.

Jack:

What shall we do
on Saturday?

Jill:

Er… let’s go
and see a film.

Jack:

We
could do that – or what if… you know it’s Mary’s birthday?
Why don’t we go out with her and Thomas – go for a meal or
something?

Jill:

That’s a good
idea- where shall we go?

(1)
Suggestion

(2)
Counter – suggestion

(3)
Agreement

(4)
Confirmation

THE
SENTENCES

T (true), F (false) or

D
(it depends):

1.

There
is always a winner and a loser in a negotiation.

2.

You
have to give something to get something.

3.

You
need an agenda.

4.

Making
small talk is necessary.

5.

You
need to prepare as much as possible.

6.

You
can promise anything.

7.

Negotiations
are the same all over the world.

8.

It’s
a good idea to sum up agreements regularly.

Husband:

What
about Majorca this summer? We should start planning or everything
will be booked.

Wife:

Oh,
not another beach holiday? You want to go to Majorca although you
know I hate lying and doing nothing. I’d like to suggest
something active like trekking in the Alps.

Husband:

Walking
up and down mountains. You can’t be serious!

Wife:

You
don’t know anything about it! Come and have a look at the
brochure. There’s a lot of sun too in the Alps.

Husband:

I don’t want to know anything about it. I need two weeks to
relax, eat

too
much and do nothing. There’s no way I’ll walk around
mountains, in spite of the sun.

Wife:

I’ll
go to Majorca for a week provided we go to the Alps for a week.

Husband:

No
way!

Wife:

We
do what you want every year. Can’t you compromise this time?

Husband:

I
can meet you half way. Let’s find an island with a mountain on
it. That way you can wander around on it and I can lie on the
beach. Can you go along with that?

Wife:

That’s
out of the question! Either we do something together or I don’t
want to go. That’s my bottom line.

Husband:

That’s
makes two of us. That means that neither of us is going on holiday
this year. Great!

Man:

Thank you for
showing me round. It’s a beautiful house.

Seller:

Yes, I know. I
don’t want to sell it, but my husband has got a job in New York
so we have to move.

Man:

So, how much are you asking for it?

Seller:

I’d like
$600,000.

Man:

Frankly, I think
that’s a lot for this house. Is that your best offer?

Seller:

I
think it’s a fair price. Remember there is a very big garden and
a new garage.

Man:

True,
but look at the windows. You need to replace all of them. And the
floor downstairs doesn’t look good. I would only pay that price
on condition that you do all the repairs.

Seller:

You
have a point there. I should repair the windows. However, I don’t
have time to do all of the work. If I understand you correctly.
You will take the house If I lower the price because of
renovations?

Man:

Exactly.
Look, you want a quick sale, and I really like the house. If you
go down to $550,000 I’ll take it and you’ll have your money at
the end of the week.

Seller:

Done! Let’s
draw up the contract.

Modelling agent:

If
you want Tania to model your winter collection, it will cost
$10,000 an hour.

Shop owner:

That’s
far higher than I expected. We only need her for two hours.

Modelling agent:

Fine.
That’ll cost $20,000 for the evening. It’s at your new shop in
the centre of town, isn’t it? Nice location.

Shop owner:

Look,
the model Inbooked can’t make it. Our new shop opens on
Friday and I really need a model but we talk about the
price again?

Modelling agent:

No, I don’t
want to discuss this. You know Tania is almost a top model.
$10,000 is the pie if you want a famous face. I can’t go any
lower than that. Take it or leave it.

Shop owner:

I
have no choice. But can’t we take a long term view? If Friday is
a success then I’ll book Tania for the spring and summer
collection. Surely you can give me a discount for three firm
bookings?

Modelling agent:

Afraid not. As I
said, Yania is in demand at the moment.

Shop owner:

Look,
I’ll pay the 20,000 as long as she stays for extra hour and
chats to my regular customers.

Modelling agent:

So
what you’re saying is you want some more than two hours work. No
deal! You can have Tania for two hours and not a second longer. If
you want extras, you have to pay for them.

Shop owner:

I
think that’s very unreasonable, but, OK, it’s deal. $20,000
for two hours, but, I won’t do business with you again.

Lawyer:

Yes,
I understand what you are saying, but the facts are clear. The
company was responsible for carrying out all the safety checks.
Those checks were not made.

Manager:

That’s what you
say …

Lawyer:

There
is evidence that safety practices were poor. You know that. I
advise you to make a settlement, Mr. Cooper. If not, I think it
could be worse for the company. You don’t want the press
involved in this.

First man:

The
price includes all the land and the buildings.

Second man:

Yes.
What about the payment terms? With better terms, you could accept
a lower price?

First man:

No,
I think terms are not the problem. The issue is price, Mr Ford.
We have had several offers.

Woman:

Yes,
what looks good here is
the practical qualities of the building and the use of natural
materials, stone, glass, wood. It’s very attractive.

Architect:

I
thought you’d like it. But we’d like to discuss some other
possibilities. There are different options – we need to get
things right – absolutely right.

Woman:

Yes,
we need to talk about the time schedule, too.

A.

A
business negotiation can be similar to a discussion between
friends fixing a social engagement. Two parties have a shared
objective: to work together in a way which is mutually beneficial.
Proposals and counter-proposals are discussed until agreement is
reached. Both sides hope for repeat business. This is an
agreement-based negotiation. Sometimes referred to as a win-win
negotiation

B.

Two
other types of negotiation are less founded on mutual benefit, but
on gaining the best deal possible for your side. In the first
type, both teams negotiate to independent advantage. This means
that each team thinks only about its own interests. In this type,
a seller typically seeks to sell a product but is less concerned
about repeat business.

C.

A
third type is the negotiation to resolve conflict, for example, in
a contractual dispute. Here, it is possible that each party
regards the other as an opponent and seeks to win the argument.
This is a win-lose negotiation.

Interviewer:

When
you go into a negotiation, do you always expect to win?

Kevin Warren:

I
guess the honest answer is that I always have a clear expectation
of what I expect to achieve, I guess I would like to always win.
Let me illustrate that for you. Something that was sort of shared
with me early in my career was the mnemonic L-I-M and that’s
Like, Intend, Must. What would I like to do, what would I intend
to do, and what must I do? And this is probably well illustrated
by a recent contract that we negotiated in the UK with a major
leisure company. And, I guess our «like» was, we would like to
win the business there ad then, in the negotiation on that day. I
guess our «intend» was that we must leave that group thinking
that we are a very professional and competent outfit who can best
meet their needs. And I guess our «must» was, we must have done
enough to keep the dialogue open and ensure that our competitor
didn’t win the business on that day. So, the short answer is you
don’t always win. I always want to win, but I don’t always
expect to win – but I certainly expect to deliver the objective
that we went in to achieve.

Interviewer:

Could
you give me some tips for negotiating?

Kevin Warren:

Yes.
I think everybody has their own tips. But these are things that
have worked for myself and the people I’ve worked with, and it’s
more around avoiding classic errors. And I guess the first one is
to identify who the decision maker is. I’ve lost count of the
occasions at every level, from first-line salesman through to
board director, board to board negotiations where I’ve seen
fantastic presentations, superb dialogue and the person that’s
been sitting across the table, so to speak, is not the decision
maker. So that’s the first tip, make sure you know who you’re
talking to. The second one is that all salesmen, if they’re good
salesmen, tend to be very enthusiastic about what they’re
selling. That could be a product or a service, or even a social
occasion. And in their enthusiasm they focus on their need, rather
than the buyer’s need. For example, in our own case I’ve seen
on many occasions people basically go straight to the point –
«We’re here to sell you Coca-Cola, it’s the world’s number
one brand, you must want it.» What they haven’t done is to
establish the buyer’s need. The important thing is to understand
the buyer’s need. Now, it’s not impossible to sell without
establishing that need. But it tends to mean you’ll never have a
long-term relationship. For example, because I never established
your need, if another soft drinks supplier walks through the door
and just offers you more money, you’ll probably switch. So I
think it’s very important.

Kevin Warren:

My
favourite one, and I’m probably in danger of doing it myself
now, is once you’ve made the sale, shut up. I think it’s very
important: close the sale, reinforce the buyer’s decision–
everybody likes to feel they’ve made a good decision – and
then leave.

1.

(business) a
possible or likely customer

2.

(formal)
to allow someone to have or do what they want

3.

(adj)
felt or done in the same way by each of two or more people

4.

to
wait, sometimes hiding in order to frighten, annoy or attack
something

5.

a
problem that is likely to happen in a particular situation

6.

to
continue for longer than you want or think is necessary

7.

to
decide together what will be done and how it will be done

8.

from the start
(beginning) of something

9.

to follow an
agreement or a rule

10.

to
agree to do what someone wants you to do although you do not want
to

11.

(formal)
to use influence, authority or power in order to affect or achieve
something

12.

(adj)
(formal) not necessary or reasonable

13.

to try to find
out someone’s opinions, ideas, feelings by talking to them

1.

mutual respect

2.

to make
concessions

3.

to
do something beforehand

4.

to
develop trust

5.

the
negotiating style

6.

to
feel well-prepared

7.

to handle the
bargaining stage

8.

to aim for
something

9.

to take away
something

10.

to
reach an agreement

11.

to
bear in mind

12.

to
strike a deal

13.

to arouse
unrealistic expectations

14.

to resist the
temptation