Warm-up exercise: Understanding negotiations

We are going to watch a video clip about negotiations. Before we watch, I'd like you to do a warm-up exercise. In the business world, you know that negotiations are important and take place before almost every business deal. People have different interests. When they come together for a negotiation, what do they talk about? How do they conduct negotiations? How can they come to an agreement and decide to do something cooperatively? Read the following statements and decide if they are true or false for creating a successful negotiation. Click on the T column if you think the statement is true and F for a false statement. If you think difficult to say if a statement is true or false, you may click on the D column:

The first three statements are not easy to say which is true or false, but the last three statements should be true in usual situations for a successful negotiation.

Task one: Understanding negotiations with Singaporeans

1) Which of the above statements in the warm-up exercise is true in Singapore according to the video?

(3 is true according to the video.)
2) In western culture negotiations often have a clear winner and loser. Is it the same in Singapore? If it is not, what is the situation?

(Singapore is different from western countries. In Singapore, there is a win-win for every negotiation.)
3) Which aspects of the Singaporean style of negotiation particularly impress you? Why?

(I can't tell what impressed you, but I'm sure some aspects strike you more than other aspects.)

2. Watch the video again and fill in the following blanks with the following words or phrases:

1) In Singapore, you negotiate in a (non-confrontational) manner which is different from the western style.
2) In Singapore, before negotiating, one thing of which you should make sure is that your contact has the (authority) to make decisions.
3) Time is precious in the business world, negotiating with somebody who doesn't have the authority to make decisions will make you frustrated, so remember you must deal with the (right person) and then the negotiations will be short and you'll get a result quickly.
4) Never make your (best offer) or reveal your position.
5) Don't (push) too hard when selling products. What you should do is to wait for your customer to react after you make a presentation because people like to (take time) to make up their minds. .
6) The younger generation in Singapore are impressed by (numbers) , so bring (statistics) for your presentation.

1. 1) 3 is true according to the video. 2) Singapore is different from western countries. In Singapore, there is a win-win for every negotiation. 3) I can't tell what impressed you, but I'm sure some aspects strike you more than other aspects. 2. 1) non-confrontational 2) authority 3) right person 4) best offer 5) push, take time 6) numbers, statistics

Task two: Describing the Singaporean style of negotiations

1. Find out the meanings of the following words or expressions that have been used in the video:
1) win-win 2) non-confrontational 3) driving a hard bargain 4) tactics 5) persuasive 6) a soft polite manner 7) presentation 8) ironing contractual difficulties 9) long term prospect

2. Use either the above words and expressions or your own words to describe the Singaporean style of negotiations.

For example, win-win is a Singaporean style of negotiation. You may say: In Singapore, when negotiating business deals, it's got to be win-win. Or if we use simple daily words, it may go like this: In Singapore, when negotiating business deals, both sides should benefit.

1) win-win
2) non-confrontational
3) driving a hard bargain
4) tactics
5) persuasive
6) a soft polite manner
7) presentation
8) ironing contractual difficulties
9) long term prospect

Word study

win-win
n. Both sides obtain a victory, especially in business negotiations
双赢
When making deals it's got be win-win in Singapore.
以新加坡的谈判风格，商业买卖应该是双方都获利。

non-confrontational
adj. Face something or somebody without hostility
非对抗性的
In Singapore you negotiate in a non-confrontational manner which is different from what we would be comfortable with.
在新加坡你是以一种不同于我们所习惯的非对抗方式进行谈判。

driving a hard bargain
to argue about or discuss a point by being unwilling to change one's position
讨价还价
Striking a balance can be challenging as the Chinese have long had a reputation for driving a hard bargain.
由于中国人一向善于讨价还价，所以打破僵局颇具挑战性。

tactics
n. the things that you do in order to win or get what you want or achieve your goals
策略，手法
Pressure tactics are common in a negotiation.
在谈判中施压策略是很常见的。

persuasive
adj. able to convince you to do or believe something
劝导性的，劝诱的, 有说服力的

a soft polite manner
彬彬有礼的态度
Singaporeans dislike aggressiveness so be persuasive in a soft polite manner.
新加坡人不喜欢咄咄逼人因此以一种彬彬有礼的态度才会有说服力。

presentation
n. putting something on view
陈述，介绍，描述
In a negotiation you make a presentation and then wait for your customer or client to react .
在谈判中你先进行陈述然后等待你的客户作出反应。

ironing out contractual difficulties
to get rid of difficulties related to contracts
克服合同方面的困难

long term prospect
长远发展，远期展望
When ironing contractual difficulties it's more effective to stress the value of your relationship and long term prospect rather than the contracts.
当克服合同方面困难的时候，强调你们之间合作关系的价值和长远发展的利益比强调合同本身更有效。