Let's compromise on this

BI Hao's boss told him the other day that "In business you don't get what you deserve, you get what you negotiate." Our English expert agrees.

Contents of a negotiation

People often think that negotiations involve million-dollar deals. But the reality is that businesspeople are forced to negotiate every day over smaller but important subjects. These may include such issues as:

Unit price (单价), delivery date (送货日期), cancellation clause (订单取消条款), minimum order quantity (起订量), discount for bulk buying (大宗购买折扣), settlement discount (提早付款折扣), credit period (信用期限，清偿期限), penalty clause (罚款条款) or warranty period (保修期).

Taking part in negotiations

A negotiation is a way of reaching an agreement by means of discussion and bargaining. Each side has something that the other wants, and both sides are trying to reach an agreement. Negotiators bargain with each other as they make offers ("We will ... if you '") and ask for concessions ("If we ...., will you...?). Negotiators have to compromise. If they don't, there will be deadlock and the negotiation will break down.

Process of a negotiation

1. Preparation: Both sides decide what they want, and evaluate their wants. They anticipate the other side's reactions and decide what concessions they can make.

2. Proposal: Each side explains its proposal: Our proposal is ?

3. Debate: The sides discuss the proposals: Can you explain why ...?

4. Bargaining: The sides make or ask for concessions:

If we agree to ..., are you prepared to ...?

5. Closing: The sides reach an agreement: Do we have a deal then?

(To be continued)