Read the text about virtual meetings and complete the activities.

Negotiation isn’t always easy that’s why a thorough preparation is the key if you’re expecting a win-win outcome, a solution that benefits both parties. On the other hand, you want to avoid a win-lose situation because you could be the one with an unfavorable result from a negotiation. Before you get down to business remember that the deal should be above board. Don’t try to hide anything from your counterpart and make sure that the deal is legal from the very start.

If you have the upper hand in a negotiation it’s easier to come to terms on the conditions that suit you because your position is stronger than the other party. However, it probably isn’t a good idea to overuse your position and drive a hard bargain all the time. If you never agree to what other party wants, it’s impossible to reach any type of agreement. Sometimes you need to meet your counterpart halfway: do something what they want and, in return, you will get things that are important for you. On other occasions, when you don’t accept the deal, for instance regarding the price, you can make a counteroffer by suggesting a price which isn’t below your bottom line position.

On the flip side, when your counterpart doesn’t agree on some conditions and just holds firm you can still try to talk them into lowering their expectations or agreeing on something that you desire. Making a concession by both parties is an important aspect of a negotiation. It leads to reaching a consensus and is one of the factors that make a negotiation successful.

Over to you:

1. Try to work out the meaning of the phrases in bold using the context around them.
2. Underline other words and expressions that you find useful for speaking about meetings.
3. Complete the matching activity below and make sentences that are true for you using the bolded phrases.
4. What sort of negotiations have you taken part in? Were they successful? Why? Why not?
5. What makes a good negotiator?
6. Which aspect of a negotiation do you find the most challenging?
7. How do you prepare for a negotiation?

Match the phrases to their meanings:

1.  win-win
2.  win-lose
3.  get down to business
4.  be above board
5.  have the upper hand
6.  come to terms (on something)
7.  drive a hard bargain
8.  meet someone halfway
9.  make a counteroffer
10.  bottom line position
11.  hold firm
12.  talk someone into something
13.  make a concession
14.  reach a consensus

1.  honest, open and not trying to deceive anyone
2.  to reach an agreement on something specific
3.  to agree to do something that someone wants, if they agree to do what you want
4.  of a situation that is good for everyone who is involved
5.  to give a response to an initial offer by rejecting an original offer and proposing a new one
6.  of a situation that is beneficial to only one party involved
7.  a minimum offer one is willing to accept
8.  to start doing what needs to be done
9.  to have an advantage over a person or situation
10.  to be very determined to get what one wants
11.  to give something away in order to reach an agreement
12.  to operate or function from a particular place
13.  to come to an agreement in an opinion among all the people   involved
14.  to remain determined in one’s position or opinion
15.  to persuade someone to do something

Joanna Borzym | 27 September, 2021