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

you're going to emphasize it. And in your

we want to be persuasive we want the things we say the other side to believe

negotiation, you can say this word right

so on your team

out. You can say it. "I need to emphasize