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INTRODUCTION. II. We all negotiate a lot more than we think we do, in all areas of our life, and

II. We all negotiate a lot more than we think we do, in all areas of our life, and

developing negotiation skills is an essential part of moving up the career ladder. Negotiation is the process of trying to find an agreement between two or more parties with differing views on, and expectations of, a certain issues. Some people dread negotiating because they associate it with conflict, bad feelings, and having to make sacrifices. However, good negotiations find a balance between each party’s objectives to create a win-win outcome.


III. What’s your opinion about negotiations? Complete the questionnaire from a

business magazine about negotiating. Discuss the answers with your colleagues

Mark the sentences with T (true), F (false) or D (it depends):



1. There is always a winner and a loser in a negotiation. __________

2. You have to give something to get something. __________

3. You need an agenda. __________

4. Making small talk is necessary. __________

5. You need to prepare as much as possible. __________

6. You can promise anything. __________

7. Negotiations are the same all over the world. __________

8. It’s a good idea to sum up agreements regularly. __________


B. Answer the questions and work out your score. Then read the guidance points to

Find out how you can improve your negotiation skills.

1. How good a listener are you?

a) poor b) average c) very good

2. Which word do you most associate with ‘negotiation’?

a) concession b) cooperation c) success

Do you find negotiations exciting?

a) Only, if they are short.

b) If I have prepared for them.

c) Yes – as long as I get what I want.

How would you describe your approach to negotiation?

a) defeatist b) prepared c) competitive

5. Is there always a winner and a looser?

a) Yes – I’m usually the loser.

b) Not necessarily – both parties can win if they are willing to compromise

c) Yes – I’m usually the winner. I rarely give in.

How much time do you spend preparing?

a) It’s usually last-minute preparation as I’m too busy.

b) As much as possible, I prioritise my objectives and try to anticipate different reactions and outcomes.

c) I know what is needed to win – that’s enough.

To what extent do you use active listening skills?

a) not much b) as much as possible c) active what?

How would you describe your body language while negotiating?

a) submissive b) communicative c) aggressive

What do you consider your role to be in negotiations?

a) supporter b) information provider c) front line

How do you react when negotiations get heated?

a) I tend to panic and give in easily.

b) I usually suggest taking a break in order to let people calm down

and gain some perspective

c) I battle on and try to break down the opposition.

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