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Kurs: -- English - Business English

Modul: Negotiation - Pregovaranje

Autor: prof. Gordana Matorkić

Naziv jedinice: Negotiation Skills

Materijali vezani uz ovu lekciju:

- Test negotiation skills
- Test negotiation skills
- Negotiation Skills (PDF dokument)

Whether it's with an employer, family member or business, we all negotiate for things each day like higher salary, better service or solving a dispute with a co-worker or family member. Here are some negotiation skills, techniques and strategies to help you handle these situations more effectively.


Know Thyself

When you go into a negotiation, take a personal inventory. How do you feel about negotiation? Do you want to get it over fast? If so, you may give in too quickly, or give away too much. Or, do you want to win, no matter what the cost? If so, you may become adversarial and damage the relationship.


Do Your Homework

Know who you're negotiating with before you begin. What's his or her reputation as a negotiator? Win/Win model or Win/Lose model? Does the person want to negotiate with you, dread the negotiation, or is this a neutral situation.


Build Trust

Negotiation is a highly sophisticated form of communication. Without trust, there won't be communication. Instead you'll have manipulation and suspicion masquerading as communication. Be trustworthy. Honour your commitments. Tell the truth. Respect confidences.


Develop External Listening

Most people carry on an inner dialogue with themselves. When you're trying to communicate with someone else, this inner dialogue becomes a problem because you can't listen internally and externally at the same time. When you negotiate, turn off your inner voice and only listen externally. You won't miss important nonverbal messages, facial expressions of voice inflections, when you listen externally.


Move Beyond Positions

It's risky to make yourself vulnerable to someone. That's why in a negotiation you begin by stating your position. Later, when the trust has deepened, you and the other party can risk more honesty and identify your true interests. As a negotiator, it is your responsibility to ask questions that will uncover the needs or interests of the other party. If you've also done your job of creating a supportive climate, you're more likely to get honest answers.


Know Your BATNA

BATNA stands for Best Alternative to A Negotiated Agreement. The acronym comes out of the research on negotiation conducted by the Harvard Negotiation Project. Before you begin a negotiation, know what your options are. Can you walk away from the deal? What other choices do you have? What are the pros and cons of each choice? Don't stop here. Also consider the BATNA of the other party.


Know What a Win Is

What is your best case scenario? What is your worst case scenario? The area in between is called your settlement range. If you can reach an agreement within your settlement range, that's a Win! Don't drop below your bottom line; you'll feel bad about yourself and the deal afterwards, and you may not follow-through on your commitments.


Enjoy the Process

Negotiation is a process, not an event. There are predictable steps: preparation, creating the climate, identifying interests, and selecting outcomes, that you will go through in any negotiation. With practice, you will gain skill at facilitating each step of the process. As your skill increases, you'll discover that negotiating can be fun.


How To Convince Your Boss To Pay You More




Nouns (imenice):Verbs (glagoli):
negotiation - pregovor, pregovaranje
employer - poslodavac
salary - plata
dispute - spor
co-worker - kolega, saradnik
inventory - inventar, popis
negotiator - pregovarač
suspicion - sumnja
commitment - obaveza
confidence - pouzdanje, poverenje
expression - izraz
inflection - promena
research - istraživanje
pros and cons - za i protiv
settlement - dogovor
range - područje
negotiate - pregovarati
solve - rešiti
handle - rešiti, rukovoditi, snalaziti se sa
get over - završiti, prevazići
give in - predati se
give away - odati
damage - oštetiti, naškoditi
dread- užasavati se
masquerade - maskirati se
honour - poštovati
develop - razviti
turn off - isključiti
deepen - produbiti
uncover - otkriti
stand for - stajati umesto
conduct - upravljati, voditi
walk away - udaljiti se
reach an agreement - postići sporazum
drop - pasti
gain - dobiti
increase - povećavati se, rasti
facilitate - olakšati
Adjectives and adverbs
(pridevi i prilozi):
Prepositions and conjunctions
(predlozi i veznici):
no matter - bez obzira
adversarial - neprijateljski raspoložen
sophisticated - prefinjen, sofisticiran
trustworthy - vredan poverenja
external - spoljašnji, eksterni
inner - unutrašnji
nonverbal - neverbalni
vulnerable - ranjiv
afterwards - kasnije
predictable - predvidljiv



Nouns (imenice):Verbs (glagoli):
negotiation – debate, discussion, mediation
employer – boss, manager, leader, chief, executive
salary –pay, income, fee, payment
dispute – conflict, argument
co–worker – colleague, fellow worker
inventory – list, record, listing, inventorying, stock–taking, stocktaking
negotiator – mediator, diplomat, delegate
suspicion – mistrust, doubt, distrust
commitment – dedication, loyalty, devotion, duty
confidence – trust, belief, faith
inflection – intonation, stress, emphasis, beat, measure, rhythm, cadence, modulation, accentuation
research – investigation, study, inquiry, analysis, examination, probe, exploration
settlement – agreement, arrangement, conclusion
range – area, field, scope, domain
negotiate – discuss, debate, mediate
solve – answer, work out, resolve, explain, clarify, clear up
handle – deal with, cope with, manage
get over – overcome
give in – to hand in, submit
give away – to reveal, to betray
damage – harm, ruin
dread– fear, be afraid or scared of, be frightened of
masquerade – disguise
honour – respect, value, esteem, prize, appreciate, admire, worship
develop – expand, improve, work out, reinforce
turn off – shut off, switch off
deepen – intensify, increase, grow, strengthen, reinforce, escalate, magnify
uncover – reveal, discover, detect
stand for – signify, mean, intend
conduct – lead, guide, manage, control, govern
walk away – walk off
drop – fall
gain – acquire, get, receive, achieve
increase – grow, develop, spread, expand
facilitate – help, forward, promote, ease, speed up
Adjectives and adverbs
(pridevi i prilozi):
Prepositions and conjunctions
(predlozi i veznici):
no matter – disregarding, irrespective, regardless
sophisticated – cultured, refined, cultivated
trustworthy – reliable, trusty, truthful
external – outer, outside
inner – inside, internal, inward
nonverbal – gestural
vulnerable – unprotected, weak
afterwards – later, after, then
predictable – foreseeable, expected



Nouns (imenice):Verbs (glagoli):

negotiation - disagreement

employer - employee

salary - bills, debt

dispute - agreement

suspicion - certainty, belief, trust

commitment - irresponsibility, break

confidence - doubt, hesitation

settlement - disagreement, misunderstanding

negotiate - disagree, ignore, ignore

solve - confuse, complicate, destroy

handle - ignore, let go, neglect

give in - continue, defend, deny

give away - hide, keep

damage - aid, assist, repair, strengthen

dread- encourage

masquerade - reveal, unmask

honour- disregard, neglect, disrespect, dislike

develop - ignore, stop, ruin

turn off - turn on

deepen - decrease, lower, weaken

uncover - hide, cover

conduct - give up, mismanage, disorganize

gain - lose, miss

increase - decline, decrease

facilitate - make difficult, obstruct, worsen

Adjectives and adverbs
(pridevi i prilozi):
Prepositions and conjunctions
(predlozi i veznici):

sophisticated - unsophisticated

trustworthy - untrustworthy, dishonest, unreliable

external - internal, inside

inner - external, outer, outside

vulnerable - protected, guarded, safe, secure

afterwards - earlier, beforehand

predictable - unpredictable, unexpected


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