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Tuesday, March 6, 2012

The Fine Art of Negotiation


GET READY:

What do you know about negotiation? Have you ever negotiated something for a company?

READ THIS:

Negotiation is an art. There's no sure-fire way to achieve the payoff you expect without a lot of arm-twisting. You may start with a wish list and then discover there's no way to give everyone a fair shake. To turn it from a no-win to a win-win situation and get the other party
to green-light the deal, you may have to make a guesstimate and then watch for a tip-off that the other party is caving in. If you're successful you'll end up on easy street.

PRACTICE:

Match these words from the paragraph to their meanings below:

a. sure-fire
b. payoff
c. arm-twisting
d. wish list
e. fair shake
f. no-win
g. win-win
h. green light
i. guesstimate
j. tip-off
k. cave in
l. easy street

1. a situation where everybody is happy
2. equal treatment, without disadvantage
3. a situation where everybody is unhappy
4. an approximate price or amount
5. the (usually positive) final result
6. something that reveals what's truly happening
7. certain or absolute.
8. give up or change (one's) mind
9. forcing someone. Literally, this is a technique playground bullies use to get what they want. Figuratively, it might mean a kind of unfair pressure on someone to do something.
10. as a verb, this means "to approve." It can also be a noun.
11. condition of wealth, success, or comfort
12. list of things one wants. The items on the list might also be referred to as "talking points."

QUESTIONS FOR DISCUSSION OR WRITING:

1. You want a raise; your friend is the boss. Try to negotiate, and use some of this vocabulary. Then switch.
2. What other words do you know that relate to negotiation?
3. Use each word from this lesson in a sentence.

ANSWERS TO THE PRACTICE:

1 g win-win; 2 e fair shake; 3 f no-win; 4 i guesstimate; 5 b payoff; 6 j tip-off; 7 a sure-fire; 8 k cave in; 9 c arm-twisting; 10 h green light; 11 l easy street; 12 d wish list

This lesson is ©2012 by James Baquet. You may share this work freely. Teachers may use it in the classroom, as long as students are told the source (URL). You may not publish this material or sell it. Please write to me if you have any questions about "fair use."

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