1. Negotiation
Bargaining
More than one person
Making concession
Solving Problem
Closing the deal
Agreement &
Disagreement
Can you guest the topic ????????????

3. TOPIC
 Cultural context:
› A Vietnamese person coming to the U.S to negotiate for
a business contract
 Participants:
› American people and Vietnamese people
 Objectives:
› Give Vietnamese people some verbal language
suggestions to negotiate successfully

4. I. Warm up
II. Main content: Verbal communication in the negotiation
process
1. Opening the negotiation
2. Face-to-face negotiation
3. Post negotiation
III. Follow-up activities

5. 1. Definition of
negotiation:
Negotiation is
the formal
discussion
between
people who
are trying to
reach
agreement.
2. Negotiation of business:
Business negotiation is the process
by which typically two or more
parties come together to try to
create a mutually agreeable
contractual decision.
3. Feature of negotiation:
 2 parties .
 predetermined goals..
 outcome
 the outcome of the negotiation
may be satisfactory

6.  Like to express a certain amount of
informality as soon as possible
 Quickly move to first names
 Quickly begin to use informal language
› On behalf of ... I would like to
› Welcome you to ...
› It's my pleasure to welcome you to ...
 Maintain formality
 Often use Title (ông, bà, anh, ch ,ị …) + First
name
 Use formal language

7. Negotiation
Bargaining
More than one person
Making concession
Solving Problem
Closing the deal
Agreement &
Disagreement

8. Problem?Problem?
V : Hello, H. Nguyen, Sales Manager for National Sugar - and my
associate T. Bui.
A : Very pleased to meet you. I'm David Keln, and this is my legal
adviser Sue Panay.
T.Bui : I hope you had a pleasant flight over.
SUE: Yes, we did thanks.
V: Well, let’s start the negotiation now. Mr Keln, I just want to say
we believe we can offer you a very good deal and come up with a
win-win result.

9. Problem?Problem?
V : Hello, H. Nguyen, Sales Manager for National Sugar -
and my associate T. Bui.
A : Very pleased to meet you. I'm David Keln, and this is
my legal adviser Sue Panay.
T.Bui : I hope you had a pleasant flight over.
SUE: Yes, we did thanks.
V: Well, let’s start the negotiation now. Mr Keln, I just
want to say we believe we can offer you a very good deal
and come up with a win-win result.
we 'd be tte r g e t do wn to busine ss to start o ff with
• Shall we get down to
business?
• Well, how about we get
down to business?

10. Bargaining & making concession
Problem?Problem?
V: What’s the cost per item?
A: The unit price is $600
V: It is high.
A: What sort of price were you looking for?
V: It is around $500.
A: I think you will find our prices are
standard for this market.
Tentative, diplomatic &
concession language
That seems rather high
We were expecting something around $500.
Using negative questions
•That’s quite low, isn’t it?
•Isn’t that a little low?

11. Bargaining
▪ May we offer an alternative?
▪ We'd like to make an alternative proposal.
▪ From where we stand, a better solution might
be ...
▪ We'd be prepared to .... However, there would
be one condition.
▪ We would be willing to ..., provided, of course,
that ...

12. Making concession
 We normally only offer these conditions to
regular customers, but we can do this for
you
 That’s a little short for us, but we could
deliver locally in two weeks

13. Negotiation
Bargaining
More than one person
Making concession
Solving Problem
Closing the deal
Agreement &
Disagreement

14. Vietnam
 Vietnam is a civilized
country that is serious about
the etiquette
 There were many modest and
self-abasement words admired
in spoken language since
ancient time.
 In the business, conversation is
to use appellation to show
respect to another in Vietnam
United States
 American people always
advocate equality and they are
more straight forward.
 According to praise, the American
accept the praise immediately and
show their thanks to them.
 In the work place, it is common
that younger generation call the
elder or even their boss’s name.

15. American
 Emphasize direct and simple
methods of communication
 Saying “yes” or “no” directly
 I can't see any problem with that
 I'm afraid that's not acceptable to
us./ I'm afraid we can't agree with
you there.
Vietnamese
 Rely heavily on indirect and
complex methods.
 Avoid saying “no” directly.
 “Yes” does not mean an
agreement. Sometimes "yes" only
means "maybe".
 "Yes, I'll consider it" can mean
"impossible" in Vietnamese
culture

16. Agreeing
 I generally agree
 I agree.
 I fully/ completely agree (strong)
 I agree with you on that point.
 That's a fair suggestion.
 So what you're saying is that you...
 In other words, you feel that...

17. Disagreeing
 I’m afraid that I cannot agree because ... (polite
disagreement with an explaination of why)
 I can not compeletely agree. My problem is … (partial
disagreement followed by a statement of where and why the
speakers disagree)
 I’m afraid I see some negative consequences of X’s
opinion which are … (disagreeing and making a case for
one’s opinion)
 I am afraid that those conditions are unacceptable
because …

18. Explicit and implicit expression
American
 Prefer an explicit → clearer
and stronger words
E.g.
 Do your company agree
about the product of ours?
 Don’t ask me for the design,
I’m asking for the price
 On the condition (very
strong) that you
Vietnamese
 Prefer an implicit → use
ambiguous word and litotes
E.g.
 Tôi thấy thế này vẫn chưa
ổn lắm
 Chúng tôi sẽ xem xét sau

19. Compare the following
 Do it & We would appreciate your doing it
 We want the meeting on … & Could we meet on
…?
Using these expressions creates a much more
polite tone and a sense of respect
Could, would, please,
and appreciate

20. Ways of showing respect:
 Use “would like” rather than “want” when
negotiating the first time.
E.g.
 I would like to hear you talk about that first point
again.

21. Useful structures
• We would like to settle this issue in a muatually satisfactory
way.(Showing willingness to coorperate)
• Could I ask a few questions to see whether I have understood
your position? (clarifying)
• Could you explain that point again? (clarifying)
 Then as I understand it, your offer is …
 I am not sure that I completely understand your offer. Could
we go through it again?

22. Checking:
 Let's just confirm the details, then.
 Let's make sure we agree on
these figures (dates / etc.).
 Can we check these points one last time?
Accepting:
 We are happy to accept this agreement.
 This agreement is acceptable to us.
 I believe we have an agreement.

23.  We would have to study this. Can we
get back to you on this later?
 We'll have to consult with our colleagues
back in the office. We'd like to get back
to you on it.

24. Which of the following words indicate rejection is
coming? Mark them with R (rejection) or A (agreement).
1. Unfortunately
2. Sadly,…
3. We regret that …
4. I’m pleased to say …
5. Fortunately, …
6. I’m afraid …
7. It’s a pity, but …
8. We don’t think …
9. We cannot possibly…
10. I’m sorry, but …
11. it’s possible that …
12. Happily

25. References
1. Simon Sweeney, English for Business Communication,
Cambridge university Press.
2. http://www.business-english.eu/business-english/negotiating-engli
3. http://www.amazon.com/s?ie
=UTF8&keywords=Business%20negotiation&rh=n%3A283155%