Business_Spotlight_No3_202..

DO YOUR HOMEWORK

Negotiating in your own language is

hard enough. When you have to do

it in a foreign language, it’s naturally

even more difficult. You not only have

to be aware of language barriers, but

also of your business partners’ dif­

ferent cultural backgrounds and

bargaining techniques. So, before you

start, find out as much as you can ab­

out your negotiation partners.

TRY SILENCE!

Encourage your negotiation

partner to keep talking. One techni­

que is to stay silent for short periods

of time. Your partner will often fill

this silence with useful information.

Or, simply say:

● “Tell me more”.

HAVE A PLAN

Before any negotiation, make sure

you know the answers to the follo­

wing questions:

● What is my goal?

● What is my pain threshold?

● What could be a sticking point?

● What alternatives do I have if the

negotiation breaks down?

TRAINER

ÜBEN

TESTEN

NUTZEN

Teil 5 NEGOTIATING

THE BASICS

agenda , Tagesordnung; Programm

bargaining technique , Verhandlungstaktik

budget , Budget

concern , Anliegen

condition , Bedingung

contract , Vertrag

deal , Abmachung; Geschäft

exploratory negotiation , Sondierungsgespräch

face-to-face negotiation , Verhandlung unter vier Augen

goal , Ziel

go-between , Vermittler(in), Mittelsmann

high-level negotiation , Verhandlung auf hoher Ebene

item , Punkt

lawyer , Anwalt/Anwältin

negotiation , Verhandlung

objective , Ziel(setzung)

pain threshold , Schmerzgrenze

party , Partei; Partner(in)

policy , Strategie

preliminary negotiation , Vorverhandlung

procedure , Vorgehen(sweise)

promise , Zusage

proposal , Vorschlag

query , Rückfrage

requirement , Voraussetzung

salary/wage negotiation(s) , Gehalts-/Lohnverhandlung(en)

scope , Geltungsbereich

set of lawyers , Anwaltsteam

sticking point , Knackpunkt

supplier , Lieferant(in), Anbieter(in)

takeover negotiation(s) , Übernahmeverhandlung(en)

terms , Bedingungen

terms of a contract , Vertragsbedingungen

VOKABEL

Teil 1 YOU AND YOUR JOB (7/19)

Teil 2 TELEPHONING (8/19)

Teil 3 SMALL TALK (1/20)

Teil 4 MEETINGS (2/20)

das muss ich wiederholen super, das kann ich schon

Teil 5 NEGOTIATING (3/20)

Teil 6 EMAILS AND TEXTS (4/20)

Teil 7 PRESENTATIONS (5/20)

Teil 8 GETTING A NEW JOB (6/20)