Useful Techniques in Negotiations

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National economics university
faculty of foreign languages
English for business department
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RESEARCH PROJECT:
NEGOTIATION
Topic: Useful techniques in negotiations

Supervisor: Ms. Nguyen Thi Phuong Thu
Group students: Nguyen Thuy Hang
Nguyen Hoai Thu
Dang Thi Kim Ngan
Pham Thi Thu Ha
Class: Business English 52B

Hanoi, April 2012
Contents
A.INTRODUCTION3
1.Definition of negotiation3
2.Background information3
3.Scope of the study4
B.METHODOLOGY5
I.Research question:5
II.Method of collecting information.5
1.Purchasing electronic devices5
2.Selling houses and real estate.6
C.FINDINGS7
I.Purchasing electronic devices7
1.Interview7
2.Analyzing the questionnaire.8
II.Selling houses and real estate15
1.Interview and analyzing:15
a.Tips to have a good preparation15
b.Techniques in negotiating process17
III.Situation21
1.Electronic good purchasing21
2.Selling houses and real estate21
D.CONCLUSION23
I.Summary:23
II.Recommendation:23
E.APPENDIX24
I.Charts24
II.Questionnaire:27
1.Electronic devices: Questionnaire27
2.Selling houses and real estate:31

A. INTRODUCTION
1. Definition of negotiation
Negotiation is a dialogue between two or more people or parties, intended to reach an understanding, resolve point of difference, or gain advantage in outcome of dialogue, to produce an agreement upon courses of action, to bargain for individual or collective advantage, to craft outcomes to satisfy various interests of two people/parties involved in negotiation process. Negotiation is a process where each party involved in negotiating tries to gain an advantage for themselves by the end of the process. Negotiation is intended to aim at compromise. Negotiation occurs in business, non-profit organizations, government branches, legal proceedings, among nations and in personal situations such as marriage, divorce, parenting, and everyday life. The study of the subject is called negotiation 2. Background information

Last month I participated in a seminar with a theme: “Luggage for your wealthy life in future”. The main presenter was Mr. Dang le Nguyen Vu - the CEO of Trung Nguyen Coffee Corporation – one of the most valuable and famous coffee brands in Viet Nam as well as in the world. Sharing his work experiences, he dealt with the question: “What will make your product’s value and also bring the largest possible profit?” The most important thing was you have to make it unique and worthy to buy. After that, a student asked him a question: “How can you explain about the very small profit farmers get from their agricultural products? They produce highly quality goods in a long time but the amount of money they get back is only enough for them to make ends meet?” He said that the profit not only depended on genuine values of their products. There was also a hidden key: It was negotiation skills. To be honest, farmers did not have adequate experiences in negotiation. Hence, they had to buy raw and working materials at quite high price from suppliers yet sell the final products with low price, which is not worthy with their effort. It is weak skills in negotiation to blame for. I started thinking about this soft skill. It is true that we cannot deny its necessity in our life, because it’s not only an essential element in business which helps to decide if it would be possible to reach the biggest profit, but also a key to success in almost careers. A president needs to be absolutely excellent at this skill to steer diplomatic conversations in economy, politics, military affairs, education with governmental delegations from partner countries. It is essential for business men to be imperatively brilliant and experiential at negotiation skills if he expects his company to always acquire solid and developmental achievements as well. Employees need to...
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