ビジネス交渉英語

第7章：難しい交渉

  • 本当の問題を把握する
  • 行き詰まりを解消する
  • 交渉から離れる

1. 本当の問題を把握する

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.

これらの質問に答えましょう。

  1. What’s the problem?
  2. What’s Jack’s initial reaction?
  3. What does Jack really want his son to do?
  4. What’s the real issue?

これらの問題の本当の原因を見つけましょう。

  1. Your subordinate is often late to work.
  2. Your customer wants a big discount.

2 行き詰まりを解消する

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%.

リスニング前の質問

  1. What is the real issue for Tim?
  2. How did his boss convince Tim to accept only a 5% raise?
  3. Do you think this was a win-win negotiation?

Track 13

Listen to Tim’s boss find out Tim’s real needs.

役立つ表現

So, what is the real reason that …?
What’s really bothering you about …?
What exactly is it that …?
Honestly, why do you need …?

3. 交渉から離れる

正しい順序に並べましょう。

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. 総合練習

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.

ヒント！

交渉に感情的になりすぎないようにしましょう。常に冷静に、忍耐強く、友好的な態度を保ちましょう。

© The GLOBE PRIVATE | オンライン英語個別指導

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