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  • This is part two of our negotiation

    yeah

  • class, vocabulary. And this is preparing

    this is part two of our negotiation class vocabulary and this is preparing

  • goals. So we're going to look at the

    goals

  • vocabulary, all related to helping you

    we're going to look at the vocabulary all related to helping you prepare your

  • prepare your goal. Remember preparing

    goal

  • goals is really a key part of

    remember preparing goals is really a key part of negotiation there's really no

  • negotiation. There's really no way to

    way to know

  • know have you done a good job or a poor

    have you done a good job or a poor job if you don't have your goals

  • job if you don't have clear goals. So

    so let's go ahead and look at some of the vocabulary we often use in preparing

  • let's go ahead and look at some of the

    goals

  • vocabulary we often use in preparing

    the first one is except of course except meaning that you can accept the proposal

  • goals. The first one is "accept". Of course

    or you can accept the terms you can accept the price

  • accept meaning that you can accept the

    so something is ok so we would often use this by just saying I accept your terms

  • proposal or you can accept the terms. You

    where I accept your price

  • can accept the price, so something is

    where you could say i do not accept your price that you might think reject would

  • okay. So we would often use this by just

    be a way to say it but you often and negotiate to say we cannot accept that

  • saying I accept your terms or I

    meaning we would like to but we can't we cannot accept it was reject reject

  • accept your price. Or you could say I

    sounds much more negative and like there's something you really hate or

  • do not accept your price. You might think

    don't like about it

  • reject would be a way to say it, but you

    do not accept it cannot accept this means i'd like to but you just can't do

  • often in negotiation say, "We cannot

    it doesn't work

  • accept that...", meaning we would like to, but

    ok assume the word assume here

  • we can't. We cannot accept it. Whereas

    meaning that you assume something is true you take it for granted

  • reject, reject sounds much more negative,

    you think it's true even though it may not be true and this is often a word you

  • and like there's something you really

    can use when when you're talking about the other side and they assume something

  • hate or don't like about it. Do not

    is true so you can say well you assume that our production cost is ten dollars

  • accept or cannot accept just means I'd

    per unit but actually our production classes

  • like to but we just can't. It doesn't

    twelve dollars per unit you cannot assume that you cannot think that's true

  • work. Okay, assume. The word assume here

    because it might not be true

  • meaning that you assume something is

    so this assume can be used in many ways but i think here we're saying that you

  • true. You take it for granted. You think

    need to be careful don't assume anything about the other side and in your

  • it's true even though it may not be true.

    negotiation you can use this word assume to tell the other side that they're

  • And this is often a word you can use

    wrong about something

  • when you're talking about the other

    don't assume that that's true you can tell them down benefit of course a

  • side, and they assume something is true.

    benefit is something that helps you something that's good

  • So you can say, "Well, you assume that our

    it is a benefit so when you do a negotiation when you're involved in

  • production cost is ten dollars per unit,

    negotiation of course you want to look for your best benefits you want to look

  • but actually our production cost is

    for benefits and you might also be considering explaining to the other side

  • twelve dollars per unit." You cannot

    what are the benefits they can get from you so while they may be they want to

  • assume that. You cannot think that's true

    have a low price

  • because it might not be true. So this

    maybe they also can consider some other benefits not just low price

  • assume can be used in many ways, but I

    so you may explain to them we cannot give you a lower price but we have other

  • think here we're saying that you need to

    benefits we can give you for example we can give you our brand new product first

  • be careful don't assume anything about

    before other buyers so that's a great benefit for you

  • the other side. And in your negotiation,

    so benefit is a really great word to be using brainstorming of course is very

  • you can use this word assume to tell the

    popular idea where we brainstorm we think of things

  • other side that they're wrong about

    anything even crazy ideas and this will be very useful in your negotiation of

  • something. Don't assume

    course because this is a behavior you probably want to try when you're

  • that that's true. You can tell them that.

    preparing for your negotiation when you're getting ready when you're

  • Benefit, of course a benefit is something

    thinking of the strategy when you're thinking of how you're going to approach

  • that helps you. Something that's good. It

    it maybe you need to get with your team and and brainstorm a little bit about

  • is a benefit, so when you do a

    the negotiation

  • negotiation, when you're involved in

    so some crazy ideas maybe are ok

  • negotiation, of course, you want to look

    you don't criticize and maybe you come up with an idea that's a little bit

  • for your best benefits. You want to look

    crazy but really good at the end after you brainstorm a bit compensation

  • for benefits, and you might also be

    compensation is payment for something that has been done some work that is

  • considering explaining to the other side

    completed now compensation can be used in many ways it's a little bit like

  • what are the benefits they can get from

    benefit only compensation is a bit more clear and that is saying you do a and I

  • you. So while they may be they want to

    give you be so you come and wash my car and I pay you

  • have a low price, maybe they also can

    10 US dollars for watching my car so I do something I get something I do

  • consider some other benefits, not just

    something for you give me something

  • low price. So you may explain to them, "We

    this is compensation idea but a negotiation we can use it much wider

  • cannot give you a lower price, but we

    meaning that i can compensate you for sacrificing something now so if you can

  • have other benefits we can give you. For

    give me a faster shipping time I can compensate you later by giving you a

  • example, we can give you our brand new

    different benefit so compensation usually is a one-to-one relationship but

  • product first before other buyers, so

    it also can be a bit more general saying in general you do something good for me

  • that's a great benefit for you." So

    and I'll compensate you

  • benefit is a really great word to be

    so that compensation what is it that now what is the compensation i get was

  • using. Brainstorming, of course, is a very

    helping you now

  • popular idea where we brainstorm. We

    competitor of course a competitor is the company that you're working against or

  • think of things, anything, even crazy

    that you're competing with inside the marketplace so usually your competitor

  • ideas. And this will be very useful in

    would be another company that's selling a similar product or a different product

  • your negotiation of course because this

    but to the same customers you are that may replace your product or customers

  • is a behavior you probably want to try

    buy that product they don't buy your product so that's a competitor of course

  • when you're preparing for your

    competitors are used in your negotiation because you often talk about competitors

  • negotiation, when you're getting ready,

    now you can talk about competitors in many ways but one of the most effective

  • when you're thinking of the strategy. I

    ways is if I'm a buyer and you're a seller

  • mean you're thinking of how you're going

    I can tell you directly i don't have to buy from you

  • to approach it. Maybe you need to get

    i can buy from someone else i can buy from your competitor

  • with your team and brainstorm a

    so a competitor is very clearly someone another company that i can use against

  • little bit about the negotiation. So some

    you

  • crazy ideas maybe are okay. You don't

    even though i may be not have done that maybe I'm not serious to do that but i

  • criticize, and maybe, you come up with an

    can say i'm going to do that

  • idea that's a little bit crazy but

    so a competitor is very effective that way consider meeting think about now

  • really good at the end, after you

    this is a really great word it's a word that's a very simple word right but we

  • brainstorm a bit. Compensation,

    use this often our negotiation because we want to emphasize that we are going

  • compensation is payment for something

    to consider your proposal and it's very important in a negotiation that you let

  • that has been done, some work that is

    the other side feel that you're listening to them and one way to listen

  • completed. Now compensation can be used

    is to say this

  • in many ways. It's a little bit like

    consider we will consider your offer

  • benefit, only compensation is a bit more

    we have already considered your offer very carefully but we cannot accept it

  • clear, and that is saying you do A and I

    right

  • give you B. So you come and wash my car,

    so this is not always saying we do something positive we do something

  • and I pay you 10 US dollars for washing

    negative consider you're going to think about it a great word to use in your

  • my car. So I do something, I get something.

    negotiation to make the other side feel comfortable and respected convince of

  • I do something for you, you give me something.

    course convince meaning that you're going to in a way to help the other side

  • This is compensation idea. But in a

    to believe that what you're saying is true

  • negotiation, we can use it much wider,

    so this convinces kind of the opposite of assume in a way in a negotiation

  • meaning that I can compensate you for

    because you're not assuming it's true you're convincing them it's true you're

  • sacrificing something now. So if you can

    going to go ahead and explain it to them why it's true

  • give me

    so in your negotiation you can use this we're very effectively by saying it

  • a faster shipping time, I can compensate

    straight forward and saying i'm going to try to convince you that this is a great

  • you later by giving you a different

    deal

  • benefit. So compensation usually is a

    are you convinced yet i'm going to convince you that this is a really good

  • one-to-one relationship, but it also can

    opportunity

  • be a bit more general, saying in general

    so it's a very positive that way and you can go ahead and try to convince the

  • you do something good for me, and I'll

    other side and you can ask them are you convinced yet now of course if they're

  • compensate you. So that compensation what

    smart they're always going to say well we're not really convinced yet

  • is it? What is the compensation

    and then you can say well we can try another thing to convince you how about

  • I get for helping you now? "Competitor", of

    I give you a discount on the shipping terms does that convince you

  • course, a competitor is the company that

    so that's a great word to use cooperate of course cooperate meaning work

  • you're working against or that you're

    together and when you work together you cooperate in negotiation

  • competing with inside the marketplace. So,

    we're already cooperating in a way because we're negotiating

  • usually, your competitor would be another

    remember for negotiation to happen you have to have at least two side if

  • company that's selling a similar product

    there's no cooperation than the negotiations break down and there will

  • or a different product but to the same

    be no negotiation

  • customers you are that may replace your

    so there is always some level of cooperation

  • product. Where customers buy that product,

    you may cooperate more meaning you work together better or less meaning that you

  • they don't buy your product, so that's a

    really it's really tough to work things out in our negotiation RPG

  • competitor. So, of course, competitors are

    you may find that there are other groups you are easy to cooperate with you have

  • used in your negotiation because you

    a good relationship with them

  • often talk about competitors. Now you can

    maybe that's good to seek them out often to use and cooperate and help each other

  • talk about competitors in many ways. But

    that's perfectly normal delay delay here meaning to put off to another time delay

  • one of the most effective ways is if I'm

    is really important in negotiation because it's a kind of tactic where you

  • a buyer and you're a seller, I can tell

    can specifically say that well

  • you directly I don't have to buy from

    your offer is something we're going to consider very carefully

  • you. I can buy from someone else. I can

    but we cannot decide now and the other side may say well we need you to decide

  • buy from your competitor. So a competitor

    now because we have other things to do we have other buyers waiting or have

  • is very clearly someone, another company

    ever sellers we need to talk to and you say well we're going to wait into

  • that I can use against you, even though I

    tomorrow or I can't decide I need to talk to my boss

  • maybe not have done that. Maybe I'm not

    that's a belay usually this word is a kind of a tactic or strategy in some

  • serious to do that, but I can say I'm

    cases an overall strategy that you want to take your time

  • going to do that. So a competitor is very

    so delay is not something you would often say but it's something you can say

  • effective that way. "Consider", meaning

    inside your team

  • think about. Now, this is a really great

    let's make sure we delay as long as possible would be as normal thing to say

  • word. It's a word that's a very simple

    inside your team you would not say that to the other side though because the

  • word, right? But we use this often around

    other side you want to tell them

  • negotiation because we want to emphasize

    oh I'm working as fast as I can we really this is the fast as we can go at

  • that we are going to consider your

    my company everything takes two days so I'm sorry but then you come back to your

  • proposal. And it's very important, in a

    team and on the team you say I'm trying to delay

  • negotiation, that you let the other side

    delivery delivery of course is the product is shipped and they receive it

  • feel that you are listening to them. And

    so it's usually from the seller to the buyer and the buyer will take delivery

  • one way to listen is to say this

    so delivery now we use this often negotiation because we're often talking

  • consider. "We will consider your offer. We

    about shipping a product sending a product or even a service delivering a

  • have already considered your offer very

    service

  • carefully, but we cannot accept it." Right?

    so this could be a verb delivering a service but here we are using it as a

  • So this is not always saying we do

    noun we will talk about it when can the delivery takes place when can you take

  • something positive or we do something

    delivery

  • negative. Consider, you're going to think

    when would you like delivery we need to have delivery at the shortest possible

  • about it. A great word to use in your

    time

  • negotiation to make the other side feel

    so delivery is often related to that delivery time and precise emphasize

  • comfortable and respected.

    meaning something is very important

  • "Convince", of course, convince meaning

    so you're going to emphasize it and in your negotiation

  • that you're going to, in a way, help the

    you can say this word right out you can say it

  • other side to believe that what you're

    I need to emphasize to you I want to emphasize to you that quality is very

  • saying is true. So this convince is kind

    important to our customers

  • of the opposite of assume in a way. In a

    I will emphasize this point this is a word you can often use it's very helpful

  • negotiation, because you're not assuming

    because it lets the other side see what's important to you

  • it's true, you're convincing them it's

    to emphasize what's important expense expense is the cost for the amount of

  • true. You're going to go ahead and

    money or some other kind of value that you need to spend and this cost can be

  • explain it to them why it's true. So in

    fixed or variable so this expense can need many things

  • your negotiation, you can use this word

    now how do you use this in your negotiation when your negotiation is a

  • very effectively by saying it straight

    great word because if you're the buyer of course you always want to tell the

  • forward and saying, "I'm going to try to

    other side

  • convince you that this is a great deal.

    I have many expenses in marketing for example i cannot afford to pay that much

  • Are you convinced yet? I'm going to

    for your product at the same time the seller can say something very similar

  • convince you that this is a really good

    we would love to sell to you at a lower price but our expenses of production

  • opportunity." So it's very positive that

    make it impossible we cannot sell this for less than it cost to manufacture so

  • way, and you can go ahead then and try to

    expensive the word that's used by both sides very often in the negotiation

  • convince the other side. And you can ask

    fall back fall back is a physician or and or a plan where you don't have your

  • them, "Are you convinced yet?" Now, of course,

    main plan work out very well so you use your backup plan for your fallback plan

  • if they're smart, they're always going to

    so it's kind of a backed-up idea or backup plan

  • say, "Well, we're not really convinced yet."

    now in negotiation we can have many fall back so we can have prices you can have

  • And then you can say, "Well, we can try

    shipping we have quality we can have different kinds of deal packages so far

  • another thing to convince you. How about

    back is not necessarily just a plan but it's related to your planning right

  • if I give you a discount on the shipping

    so when you're making your planning you need to think with your team

  • terms? Does that convince you?" So that's a

    what's our first position what's the thing we want the most

  • great word to use. "Cooperate"-- of course,

    but if that doesn't work what's the thing we want next and then if that

  • cooperate meaning work together. And when

    doesn't work

  • you work together, you cooperate. In

    what's the thing we want next and by that way we have a fallback maybe to

  • negotiation, we're already cooperating in

    fall back

  • a way because we're negotiating. Remember

    so fall back what's the fallback plan

  • for negotiation to happen, you have to

    forecasts now forecast is as something about the future right

  • have at least two sides. If there's no

    it's telling something about the future why would we use forecast because of

  • cooperation, then the negotiation breaks

    course when we're making a negotiation when we're in a negotiation when we are

  • down, and there will be no negotiation. So

    negotiated

  • there is always some level of

    we're trying to buy or sell a product and it's not happening now it's

  • cooperation. You may cooperate more,

    happening in the future of course is not now we're always talking about the

  • meaning you work together better or less,

    future

  • meaning that you really, it's really

    so in the future something's going to happen so for example if i'm selling a

  • tough to work things out. In our

    product and i'm selling this product to you

  • negotiation RPGs, you may find that there

    I want you to believe that this product i'm selling to you is going to be very

  • are other groups you are easy to

    successful you are going to make a lot of money

  • cooperate with. You have a good

    you are going to sell a lot i'm going to sell it to you and you're going to sell

  • relationship with them. Maybe that's good

    it to other customers your customers so i need to give you a kind of idea what

  • to seek them out often, so you can

    about the future

  • cooperate and help each other. That's

    I can forecast so i can tell you we have forecaster we have done some research

  • perfectly normal. "Delay"-- delay here

    and our forecasts show or i can forecast or I forecast it can be a noun or verb

  • meaning to put off to another time. Delay

    however you want to use it but the point is it's the future we forecast that this

  • is really important in negotiation

    product is going to be very successful in the market

  • because it's a kind of tactic, where you

    you are going to make a lot of money so you should be happy to take the deal

  • can

    we're going to offer you

  • specifically say, "Well, your offer is

    so forecast is all about the future

  • something we're going to consider very

    give in now it's a little bit like give up right and and it is similar its idea

  • carefully. But we cannot decide now." And

    give him give in means that you agree to the other side not everything you could

  • the other side may say, "Well, we need you

    give in

  • to decide now because we have other

    totally that would be we given totally we did everything you want we agree but

  • things to do or we have other buyers

    usually given me one or two . so you would give into one . you would say well

  • waiting or we have other sellers we need

    we can give in on this one . we can give in on price but we cannot give in on

  • to talk to." And you say, "Well we're going

    anything else

  • to wait until tomorrow or I can't decide

    well we can give in on price but we cannot give in on shipping

  • I need to talk to my boss". That's a delay.

    free shipping terms must be this way so give in and it's a way to sound positive

  • So, usually, this word is a kind of a

    about giving something up rather than sounding negative which of course would

  • tactic or strategy, in some cases, an

    be worse goal now goal is a really key word because it is a key concept

  • overall strategy that you want to take

    it's very important to set our goals at the beginning before we begin our

  • your time. So delay is not something you

    negotiation

  • would often say, but it's something you

    now usually you would not say this in the negotiation because you do not want

  • can say inside your team: "Let's make sure

    to tell the other side

  • we delay as long as possible" would be a

    your goals remember your information is secret it's important to keep your goal

  • normal thing to say inside your team. You

    secret you for sure do not want to tell your goals to the other side

  • would not say that to the other side

    unless it's a special kind of negotiation which we're going to talk

  • though. Because the other side, you want

    about later where things are very honest and open very very rare i usually want

  • to tell them, "Oh, I'm working as fast as I

    to keep your goals very secret

  • can. We really, this is the fast as we can

    so the goals this word is the word you would use inside your team

  • go at my company. Everything takes two

    what are our goals for this negotiation implication

  • days, so I'm sorry." But then you come back

    so the word implication means that something will happen because something

  • to your team, and on the team, you say, "I'm

    else happened what's the implication is that like a relationship

  • trying to delay." "Delivery"-- delivery, of

    so let's just say that you have a test tomorrow and you do not study you rather

  • course, is the product is shipped, and

    rather you go play some video games well the implication of playing video games

  • they receive it. So it's usually from the

    at night before a test is you will fail your test that's the implication

  • seller to the buyer, and the buyer will

    so a leads to be that's the implication

  • take delivery, so delivery. Now, we use

    so we can use this in our negotiation of course to try to infer that if one side

  • this often in negotiation because we're

    does something the other side will do something in return

  • often talking about shipping a product,

    that's that kind of implication creating a relationship

  • sending a product or even a service,

    you can use it positive or negative you could be very negative 2

  • delivering a service. So this could be a

    for example you could say something like if you don't buy from us now

  • verb, delivering a service. But here we're

    the implication is you will not receive any of our new products in the future

  • using it as a noun. It would be well to talk

    and

  • about it: "When can the delivery take

    this makes it sound kind of objective or not so personal but it is very negative

  • place? when can you take delivery? when

    nonetheless

  • would you like delivery? we need to have

    and it could be again it could be positive or negative persuasive

  • delivery at the shortest possible time."

    persuasive meaning that you convince someone that something is true even

  • So delivery is often related to that

    though it may not be true or it may be true

  • delivery time. "Emphasize"-- emphasize

    it's just that you're good at that persuasion so persuasive

  • meaning something is very important, so

    meaning you can convince them of course when we negotiate