What Makes A Successful Negotiation
WHAT MAKES A SUCCESSFUL NEGOTIATION
Grammar Pattern
Warm-up
Discuss these questions with your teacher before reading.
- What was the most challenging negotiation you have been involved in at work? What made it difficult?
직장에서 참여한 가장 어려운 협상은 무엇이었나요? 무엇이 어렵게 만들었나요? - Do you think good negotiators are born or made? Can negotiation skills be taught?
좋은 협상가는 타고나는 것인가요, 만들어지는 것인가요? 협상 기술을 가르칠 수 있나요?
Vocabulary
Key words and expressions from the reading.
Reading
Read the passage with your teacher.
선생님과 함께 지문을 읽어보세요.
Grammar Pattern
A definition
A negotiation is a meeting or a series of meetings in which the parties need each
other's agreement to reach a specific objective which is to their mutual advan- tage.
Do you agree?
CHECKLIST - EFFECTIVE NEGOTIATING
PLANNING
read and gather pre-negotiation documentation
clarify important questions prior to the negotiation
know the othe party; business and culture
decide objectives, stratefy and agenda
specify roles and responsibilities within the team
inform people about the date, location and time
prepare and rehearse your opening line/statement
BEGINNING THE NEGOTIATION
create a positive atmosphere quickly
respect cultural expectations of behavior
establish a framework: agenda, procedure, roles
agree on a timetable
state your position
stress common interest
DURING THE NEGOTIATION
listen and clarify the objectives of the other party
check to make sure they understand you
focus initially on areas of agreement
make constructive proposals
be clear, firm and to the point
Handle conflict positively
be creative and flexible when bargaining
reach a position of mutual understanding
establish a positive working relationship at the outset
ENDING A NEGOTIATION
summarize and comfirm the deal
clarify future responsibilities
end positively
AFTER NEGOTIATION
recognize success
Learn from failure and improve the next time
build up and extend new relationships
NEGOTIATING PROCESS
greeting and positive opening
reviewing and agreeing on the agenda
establishing positions
clarifying priorities
making proposal
bagraining
handling conflict
settling
summarizing
closing
Korean Trap
Korean speakers often make this mistake in negotiation English.
'협상을 하다'를 'make a negotiation'으로 직역하는 것은 어색합니다. 동사로는 negotiate를 바로 사용하거나, 명사로 쓸 때는 enter into / conduct / hold negotiations라고 표현합니다.
Discussion
Discuss these questions with your teacher after reading.
- The passage defines negotiation as reaching an objective of "mutual advantage." But in practice, do both sides always benefit equally? How do you ensure a fair outcome?
본문에서 협상을 '상호 이익'의 목표를 달성하는 것으로 정의합니다. 하지만 실제로 양측이 항상 동등하게 이익을 얻나요? 공정한 결과를 어떻게 보장하시나요? - The checklist emphasizes "respect cultural expectations of behavior." How do Korean negotiation styles differ from Western ones? What should foreign partners know about negotiating with Koreans?
체크리스트에서 '문화적 행동 기대를 존중하라'고 강조합니다. 한국의 협상 스타일은 서양과 어떻게 다른가요? 외국 파트너가 한국인과 협상할 때 알아야 할 것은 무엇인가요? - The text says to "handle conflict positively" and "be creative and flexible when bargaining." Can you share an example of when flexibility led to a better deal than sticking to your original position?
'갈등을 긍정적으로 다루고' '교섭 시 창의적이고 유연하라'고 합니다. 원래 입장을 고수하는 것보다 유연성이 더 나은 거래로 이어진 사례를 공유해 주실 수 있나요? - The checklist ends with "recognize success" and "learn from failure." How does your company review completed negotiations? Is there a formal debrief process?
체크리스트가 '성공을 인정하고' '실패에서 배우라'로 끝납니다. 회사에서 완료된 협상을 어떻게 검토하나요? 공식적인 디브리핑 과정이 있나요?
Lesson Summary / 수업 요약
Today's Topic: WHAT MAKES A SUCCESSFUL NEGOTIATION
Level: Business (BIZ)
Review this lesson before your next class! / 다음 수업 전에 복습하세요!