English for Negotiation (2)

Introduction (1 class)

The introductory class reviews the key principles of effective negotiation and prepares students for the complete negotiation process.
Students will explore how successful negotiators prepare, communicate, and build relationships throughout a negotiation. The class will also introduce the importance of cultural awareness and adapting communication styles when negotiating with international partners.



Unit 1 – Preparation and Setting Objectives
Goal:
To develop the skills needed to prepare strategically and establish clear objectives before entering a negotiation.
Preparation is one of the most important stages of negotiation. Effective preparation helps negotiators understand their priorities, anticipate challenges, and create a stronger position.

Topics Covered:
1) Setting Negotiation Objectives. Students will learn how to define clear, realistic, and achievable goals before beginning a negotiation.
2) Prioritizing Goals and Identifying Flexibility. Students will practice deciding which points are essential, which areas allow flexibility, and where compromises may be possible.
3) Creating and Adapting an Agenda. Students will learn how to organize negotiation discussions by creating agendas and adapting them when necessary.
4) Building Relationships Before Negotiating. Students will practice professional expressions for establishing rapport, understanding the other party, and creating an atmosphere of trust and cooperation.



Unit 2 – The Meeting
Goal:
To develop the language skills needed to organize, begin, and manage professional negotiation meetings.
Negotiations often begin with a formal meeting where both sides establish expectations and create a positive working environment.

Topics Covered:
1) Arranging and Confirming Meetings. Students will practice language for inviting participants, confirming arrangements, and writing professional emails related to meetings.
2) Managing Changes to the Agenda. Students will learn how to respond professionally to unexpected changes and adapt meeting plans when necessary.
3) Explaining Meeting Objectives. Students will practice clearly stating the purpose of a negotiation and ensuring both sides understand the goals of the discussion.
4) Opening Discussions Effectively. Students will explore techniques for creating a positive atmosphere through openness, professionalism, and effective relationship-building.



Unit 3 – Proposals and Counterproposals
Goal:
To develop the skills needed to make, evaluate, and respond to proposals during negotiations.
This stage represents the central part of negotiation, where ideas, offers, and solutions are exchanged.

Topics Covered:
1) Making Effective Proposals. Students will practice presenting proposals clearly, confidently, and persuasively.
2) Responding to Proposals. Students will learn how to accept, reject, or request clarification on proposals while maintaining professional relationships.
3) Developing Counterproposals. Students will practice introducing alternative solutions and negotiating changes without damaging cooperation.
4) Clarifying Positions and Introducing Ideas. Students will develop language for explaining their position, asking questions, and moving discussions forward.
5) Understanding Negotiation Styles. Students will explore different approaches to negotiation, including competitive, collaborative, and problem-solving styles.



Unit 4 – Resolving Differences
Goal:
To develop strategies for managing disagreement and finding solutions while maintaining positive business relationships. Disagreement is a natural part of negotiation. Successful negotiators know how to handle differences professionally and work towards agreement.

Topics Covered:
1) Managing Conflict Professionally. Students will learn expressions for discussing disagreements respectfully and constructively.
2) Expressing Disagreement Diplomatically. Students will practice disagreeing without causing offense by using polite and balanced language.
3) Finding Solutions and Common Ground. Students will explore techniques for identifying shared interests and developing mutually acceptable solutions.
4) Making and Receiving Concessions. Students will build confidence in negotiating compromises and making concessions while protecting important objectives.



Unit 5 – Agreement and Closing
Goal:
To develop the skills needed to finalize agreements clearly and professionally.
The final stage of negotiation requires careful communication to ensure both parties understand their responsibilities and commitments.

Topics Covered:
1) Finalizing Agreements. Students will practice using clear language to confirm decisions and avoid misunderstandings.
2) Summarizing Progress and Confirming Understanding. Students will learn how to review key points and ensure both sides have the same understanding.
3) Setting Deadlines and Action Plans. Students will develop language for agreeing on responsibilities, timelines, and next steps.
4) Demonstrating Commitment and Trust. Students will practice language that strengthens professional relationships and shows commitment.
5) Closing Negotiations Successfully. Students will learn how to end negotiations positively and professionally.


Skills and Language Developed Throughout the Course

Throughout the course, learners will develop the ability to:
Ask for and provide information clearly
Express possibilities, limitations, and alternatives
Link offers to conditions
Example: “We can do X if you agree to Y.”

Express opinions, agreement, and disagreement professionally
Use diplomatic language to influence outcomes
Make a positive professional impression when meeting and greeting others
Arrange, confirm, and modify meetings through email communication
Summarize agreements and outcomes clearly
Manage the flow of negotiation discussions effectively



Course Outcome
By the end of the course, learners will have developed the advanced language skills and strategies needed to manage professional negotiations in English. They will be able to prepare effectively, communicate persuasively, handle challenging discussions, and build stronger long-term business relationships.