Inglés para los negocios

2. Aprendizaje de temas básicos en

negociación

Week 2

Teacher Jacqueline Riverol Lira

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Contenido temático

2. 1. Aprendizaje e identificación de un estilo propio de conducta en un ambiente

de negocios en temas de operación en diversas áreas.
2.2. Conocimiento de la cultura de negocios en los principales países del mundo
en cuanto a temas básicos de comportamiento social.

Aprendizaje esperado

El estudiante identifica la terminología adecuada en el idioma inglés, para la

comunicación efectiva en las diversas áreas y ambientes de negocios.

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Al finalizar sus estudios el alumno será capaz de:

• Aplicar la terminología adecuada en el idioma inglés, para la

comunicación efectiva en las diversas áreas y ambientes de
negocios.
▪ Conocer la terminología en inglés en las negociaciones.

Al término de la unidad, el alumno podrá:

• Conocer las características de una negociación

• Evaluar el aspecto propio de conducta en un ambiente de
negocios.
• Conocer el vocabulario en la lengua inglesa en negociaciones y
resolución de conflictos.

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 Business vocabulary

Vocabulary for a perfect negotiatior

• Firm
• Flexible
• Sensitive
• Confident
• Prepared
• Controlled
• Tenacious
• Knowledgeable about business sector

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 Negotiating parameters

• Opening position
• Tactics
• Compromise
• Penalties
• Legal issues and jurisdiction
• Strategies
• Overcome obstacles
• A deal will be reached
• A contract will be signed

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Negotiate vocabulary

• To negotiate with someone

• To negotiate about something
• To negotiate from a position of
strength
• To negotiate in a good faith

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2. Negotiation definition

• A negotiation is a meeting or a
series of meeting in which the
parties need each other’s
agreement to reach a specific
objective which is to their
mutual advantage.

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 2.1.2 Negotiation purpose

Due to the global market a

considerable number of companies
have been compelled to
internationalization. The World
Trade Organization demands to
establish alliances with foreing
companies in order to enter to
different international markets.

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Negotiating skills

There are effective competitive

strategies due to the growing
international business. It requires a high-
skilled work. The importance of the
ethics, which recovers principles such as
mutual respect and good faith.

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2.1.3 Disagreements in negotiations

Many actions can be taken in case of

this unfortunate situation in order to
solve these disagreements. First of
all, the negotiatior can use the
persuation, the creativity even the
imposition to the solution of the
conflict. This is a disadvantage of
international commercial
negotiations due to the culture,
expectations and goals.

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 Expressions for negotiating

Starting the negotiation

a) Shall we get started?
b) Let’s get down to business, shall we?
The purpose of your position
a)What we are looking for is…
b) Our main concern is…
There is a main area that we would like to
discuss
c) We have no room for movement on price…
Finding what the other side is looking for
a) Would you consider…
b) Would you be able to…?
c) Can I clarify your position on …?
d) What are your views on…?

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 Expressions for negotiating

Offering a compromise
a) We can accept that if you…
b) Would you be able to…
c) We may accept your offer on condition that…
Checking understanding
a)When you say, improve on the offer, What do you mean?
b) Would you clarify this point for me?
c) Does anything I have suggested seem unclear to you?
Rejecting an offer
a) Unfortunately
b) I am afraid…
c) Sorry…
d) What are your views on…?

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 Expressions for negotiating

Agreeing and closing the deal

a) I think we have a deal…
b) I think we have a deal…
c) I think we can agree to that..
Nearing settlement
a) The last sticking point is…
b) There are just a few loose ends to tie up…
Asking for a reaction to the offer
a) How does that sound to you?
b) Would that be acceptable?

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 Incoterms (International trade rules)

Are the world’s essential terms of trade for the

sale of goods. They are used to clearly define the
obligation of cost, risk and responsibility of the
transportation of goods between a buyer and
seller.

Incoterms are helpful because they mean you

don’t have to spend all your time negotiating
and agreeing on every detail of risk and
responsibility during a cargo’s journey.
INCOTERMS – Ground Zero for Negotiating Tariff Impact. (2020) Disponible : https://www.jdsupra.com/legalnews/incoterms-ground-zero-for-negotiating-
41759/#:~:text=INCOTERMS%20are%20Shorthand%2C%20not%20a%20Short%20Cut&text=While%20simple%2C%20INCOTERMS%20convey%20the,to%20the%
20point%20of%20delivery.

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2.2 Negotiation styles

The following classification of countries distinguishes between

substance (what they really are) and form (what they appear to
be).
• Competitive countries in substance and form In these
countries the negotiators are very tough (they may even appear
aggressive) both in substance and in form.

The advice is to be patient and not be scared since the objective

of this behavior is to look for the weak points of the other party.
China, Russia and Israel are examples of countries with this style
of negotiation.
 References

Robbins, S. & Coulter, M. (2018) Management, Upper Saddle River, NJ: July Pearson.

D.J. Campbell (2000). “The proactive employee: Managing Workplace

initiative”. Academy of Management Executive.

INCOTERMS – Ground Zero for Negotiating Tariff Impact. (2020)

Disponible: https://www.jdsupra.com/legalnews/incoterms-ground-zero-for-negotiating
41759/#:~:text=INCOTERMS%20are%20Shorthand%2C%20not%20a%20Short%20Cut&t
ext=While%20simple%2C%20INCOTERMS%20convey%20the,to%20the%20point%20of
%20delivery.

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