Ae bc ppt03

Recap

1© Aptech Training Ltd. FZE

Recap

In the previous lesson you learnt to:

• Speak about his/her working day

• Name the key roles in a company

• Skim read to identify the main ideas of a text, and identify the style of

a text

• Identify the time phrases relevant to present simple and present

continuous tenses

• Write a text about his/her working day in a conversational style

For Aptech Centre Use Only

Negotiating


At the end of this lesson you will be able to:

• Use negotiating expressions to take part in the negotiation of a

class contract

• Take part in a group presentation

• Use appropriate body language for a presentation and

negotiation


Learning Objectives



What is Negotiating?

“Negotiating is trying to reach an agreement by discussing something in a

formal way, especially in a business or political situation”.

In small groups try to think of five important things you need to do to make a successful negotiation.

1. ______________________________

2. ______________________________

3. ______________________________

4. ______________________________

5. ______________________________


Reading Skills


Checking Predictions

Now look at the following suggestions. Are they the same or different to

yours? Share any additional ideas you have with the rest of the class.

• Negotiation Tips

– Prepare

– Setting a time limit is a good idea

– Let the other party speak first

– Respect and listen to what your opponent has to say

– Acknowledge what the other party says

– Body language is importantFor Aptech Centre Use Only


Vocabulary

• What do these words from the text mean? Work with a partner to define them in your own words. Then check with a dictionary.

1. Persuasive _____________________________________________________________

2. Overestimated _____________________________________________________________

3. Intimidate _____________________________________________________________

4. Paraphrasing _____________________________________________________________

5. Conveying _____________________________________________________________For Aptech Centre Use Only


Vocabulary

Answers

1. Persuasive _____________________________________________________________

2. Overestimated _____________________________________________________________

3. Intimidate __________________________________________________________________________________________________________________________

4. Paraphrasing __________________________________________________________________________________________________________________________

5. Conveying _____________________________________________________________

Good at making people agree to do or believe what you want them to.

make a mistake by guessing an amount, number that is too high

to deliberately make someone feel frightened, especially so that they will do what you want

to express what someone else has said or written using different words, especially to make it shorter or clearer

to communicate ideas or feelings indirectlyFor Aptech Centre Use Only

Speaking Skills


Discussion

1. What can happen if you are not well prepared and do not set a time limit

for your negotiation?

2. Why do you think the writer advises you to let the other side speak first?

Is this always good advice?

3. In what ways is it to your advantage to remain calm?

4. Why do you think paraphrasing the other side’s points is important?


Listening SkillsListen to the student representatives, Tal, Michel and Paolo and their teacher

Lisa, discussing the negotiation of a classroom contract for their new English

course.


Listening


Listening Skills

Underline in the text the expressions that showed:

1. Understanding or agreement

2. Clarification

3. Objection

4. Solution

5. Personal point of view


Exercise


Listening Skills

Answers

1. Understanding or agreement - You have a good point there, I agree

with Lisa, I understand where you’re coming from…

2. Clarification - So what you’re saying is…, In other words…

3. Objection - I don’t see a problem with that, I’m afraid that doesn’t

work for me…

4. Solution - Well, I suggest that, that’s a fair suggestion…

5. Personal point of view - That’s fine by me, well, I don’t have a

problem with that…


Exercise


Listening SkillsListen and repeat the expressions that are useful for negotiating. Note the

intonation of each of the phrases. Even when disagreeing you should sound

polite.


Expressions



Body Language



Exercise

• Match the following body language to the possible meanings.

Lying Not interested Not telling the whole truth

Agreeing Willing to compromise

Frustrated In disbelief Disagreeing with a point

Trying to intimidate Showing anger

Nervousness Lack of confidence Submission

Touching the face/fidgeting

Nodding

Continuous Eye Contact

Shaking the head/turning away

Avoiding Eye ContactFor Aptech Centre Use Only


Exercise

• Answers

Lying Not interested Not telling the whole truth

Agreeing Willing to compromise

Frustrated In disbelief Disagreeing with a point

Trying to intimidate Showing anger

Touching the face/fidgeting

Nodding

Continuous Eye Contact

Shaking the head/turning away

Avoiding Eye Contact

Nervousness Lack of confidence Submission



Activity

• Classroom Contract

Responsibility

Come to class on time

Respect

Listen to others when they

speak

Right to Learn

Be prepared to work with a

partner

Readiness

Having the right pens, paper

and materials


Speaking Skills


Opinion

• Work in your group and discuss a contract that you think is right and fair

for all the students in your class to follow.

• You may, if you wish include a contract for your teacher. Examples of this

include:

– He/she should correct our workbooks and written work within 3 days.

– He/she should be willing to answer all our questions.

• Use some of the language from 3.2.2 above when sharing your ideas.

• As you discuss, add as many more rules to the diagram in 3.3.2. For Aptech Centre Use Only

Speaking Skills


Presentation

• In your small groups present your contract to the class.

• You will have one minute each of speaking time, so decide who will say

what.

• As you listen to the other students, note down any ideas that are different

from yours, both those you like and those you don’t.


Speaking Skills


Reaching Agreement

• Appoint a chairperson, whose role is to allow everyone a chance to speak

and not to let anyone dominate.

• You will need to negotiate with the whole class to agree the contract.

• Once you have agreed all the points, agree on where the contract will be

displayed (on the wall, on a class blog…) and who will be responsible for

this.



Test Your Knowledge

1. Match the expressions that are useful for negotiation.

Language Expression

1 Offer solutions a. The way I look at it...

2 Objection on a point or offer b. You have a strong point there.

3 Show personal point of view c. So what you're saying is that

you...?

4 Show understanding/agreement on a point

d. I'm prepared to compromise, but...

5 Asking for clarification e. We could try…For Aptech Centre Use Only


Test Your Knowledge

Language Expression

1 Offer solutions e. We could try…

2 Objection on a point or offerd. I'm prepared to compromise,

but...

3 Show personal point of view a. The way I look at it...

4 Show understanding/agreement on a point

b. You have a strong point there.

5 Asking for clarificationc. So what you're saying is that

you...?

1. Answers



Test Your Knowledge

Statements

1 Even when disagreeing you should sound polite.

2 Convey negative body language during negotiating.

3 Setting a time limit is a bad idea while negotiating.

4 Body language is essential when negotiating.

5 Be calm and pleasant even if the other party is displaying frustration or anger.

2. Identify the correct statements.



Test Your Knowledge

Statements

1 Even when disagreeing you should sound polite.

2 Convey negative body language during negotiating.

3 Setting a time limit is a bad idea while negotiating.

4 Body language is very essential when negotiating.

5 Be calm and pleasant even if the other party is displayingfrustration or anger.

2. Answers



In a Nutshell…

In this lesson you learnt to:

• Use negotiating expressions to take part in the negotiation of a class contract

• Take part in a group presentation

• Use appropriate body language for a presentation and negotiation


Ae bc ppt03

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