07.Difficult negotiations
- Knowing the real issue
- Resolving deadlocks
- Walking away
1. Knowing the real issue
Jack: My spoiled son never cleans his room. I’m going to make him clean his room.
Emily: I wonder if that’s the real issue.
Jack: What do you mean?
Emily: Well, do you just want him to clean his room or become more responsible?
Jack: I guess I want him to be more responsible.
Emily: Then cleaning his room is not the issue. Talk to him about being responsible.
Jack: That’s true. I’ll give it a try.
Answer these questions.
- What’s the problem?
- What’s Jack’s initial reaction?
- What does Jack really want his son to do?
- What’s the real issue?
Find the real issue to these problems.
- Your subordinate is often late to work.
- Your customer wants a big discount.
2. Resolving deadlocks
Tim: As I was saying, I need a 10% raise if you want me to renew my contract.
Boss: Tim, you’ve really worked extra hard this year, but 10% is unreasonable.
Tim: Others in my position at competing firms make 10–25% more than I do.
Boss: Many of those firms have no benefits and working conditions are horrible.
Tim: I’ve made up my mind. I need 10%.
Pre-listening questions
- What is the real issue for Tim?
- How did his boss convince Tim to accept only a 5% raise?
- Do you think this was a win-win negotiation?
Track 13
Script
Boss: Why do you need 10%? Why not 15% or 20%?
Tim: Well, Henry makes 10% more than I do.
Boss: But he’s been with the company for much longer.
Tim: Yeah, but it doesn’t make sense. I work a lot harder but make less money. That’s not fair.
Boss: So, you’re upset that someone in the same position working less is getting a higher salary than you. Is that right?
Tim: Exactly.
Boss: Do you think Henry is moving up in this company?
Tim: Probably not.
Boss: On the other hand, you have a lot of potential. You’ll pass him in no time. In fact, I’m thinking of recommending you to take the Assistant Manager exam next year. If you become Assistant Manager, your salary will go up 15%.
Tim: Really?
Boss: Yes. So, I want you to accept a 5% raise for this year and prove to me that you are right for the Assistant Manager position.
Tim: I won’t let you down.
和訳
上司：なぜ 10％が必要なんだ？15％や 20％じゃダメなのか？
ティム：ええと、ヘンリーは僕より 10％多くもらっているんです。
上司：でも、彼は君よりずっと長くこの会社に勤めているんだぞ。
ティム：そうですね、でもそれはおかしいです。僕はもっと一生懸命働いているのに、給料は少ないんです。それは不公平です。
上司：つまり、同じ役職で、自分より働かない人が自分より高い給料をもらっていることに不満があるということですね。そうでしょうか？
ティム：その通りです。
上司：ヘンリーは、この会社で出世していくと思いますか？
ティム：たぶん、そうはならないでしょう。
上司：一方、あなたには大きな可能性があります。すぐに彼を追い抜くことになるだろう。実は、来年は君をアシスタントマネージャーの試験に推薦しようと考えているんだ。アシスタントマネージャーになれば、給料は 15％上がる。
ティム：本当ですか？
上司：ああ。だから、今年は 5％の昇給を受け入れて、君がアシスタントマネージャーにふさわしいことを証明してほしい。
ティム：期待を裏切りません。
Useful expressions
What’s really bothering you about …?
Honestly, why do you need …?
3. Walking away
Place in the proper order.
Sandwich 1:
We’d be interested in hearing about future products you have.
We are really impressed with your product.
But it’s just not the right one for us.
Sandwich 2:
But I think it’s time for me to move on.
I’m sure our paths will cross again.
I really enjoyed working here.
Create your own.
Positive: Negative: Positive:
4. Putting it all together
Role A: boss
You are negotiating a contract renewal with an employee. The employee has worked for the company for three years. The employee’s performance was one of the best in the department, but the employee also had some problems communicating with colleagues. You feel that the employee needs more development to take on a management position. As this year was a poor year, you can only give a 2–5% raise. Negotiate with your employee.
Role B: employee
You are meeting with your boss to negotiate a contract renewal. You have been with the company for three years. The last two years you received a 5% increase. You had the highest performance in your department this year, so you expect to get at least 10%. You feel that you are ready to take on a management position. Also, your spouse may be laid off soon, so you feel the need to earn more money. Negotiate with your boss.
Don’t get emotionally involved in the negotiation. Always keep calm, be patient, and be friendly.
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