Markus Opens the Negotiations

Encouragement to speak

Go ahead.

And I’m w…… to Mr. Smith to comment on it.

You’re on the t…. of the subject.

(It’s a) g….. (excellent) q……..

Keep g….....

You are g….. on the right d…….

You are m…. than w…….

Let me ask you a q…… seriously.

III. Body language is very important for good negotiating. Match the left and the right part of the following chart:

Body Language	Possible meaning
1. Avoiding Eye Contact	C Nervousness Lack of confidence Submission
2.Serious Eye Contact	A Lying Not interested Not telling the whole truth
3.Touching the face/fidgeting	B Trying to intimidate Showing anger
4. Nodding	E Frustrated In disbelief Disagreeing with a point
5. Shaking the head/turning away	D Agreeing Willing to compromise

IV. Read the following information.

Markus worked with Landscape Labourers for five years. He approaches Louis after his shift on Friday afternoon and asks if he can arrange a meeting to discuss a potential promotion. Louis sighs and reminds Markus that they already had this discussion last year. Markus agrees, but reminds Louis of his loyalty to the company and insists that they speak again on the subject next week. Eventually Louis, who is afraid that Markus might quit on the spot, agrees to meet on Monday during the crew's lunch hour. Over the weekend, Markus thinks about Monday's meeting. Last year, he was unprepared to negotiate and ended up only getting a 50 cent/hour pay raise. This did not satisfy him, and he has continued to feel undervalued ever since. Many times, after a hard day at work, Markus has considered quitting. However, it is difficult to find work in the middle of winter. Markus has a family to support and he can't afford to lose his job. Markus decides to do some research on negotiating. He learns the principles behind collaborative negotiating, and decides that this is the approach he will take this time. After he has understood the concept he can ask himself the preparatory questions above. Finally, he can apply the rules of collaborative negotiating to his own case.

How would you answer the preparatory questions from Text 2 if you were Markus? Make some notes.

V. How would you apply the principles of collaborative negotiating (Text 2) if you were in Markus’s shoes? Make notes.

VI. Read the dialogue between Markus and Louis at the negotiations.

It's finally lunchtime and Markus and Louis meet as planned. Markus offers for Louis to speak first, but Louis declines:

Markus: Thanks again for agreeing to meet today. I really appreciate you taking the time during your lunch.

Louis: Okay, well, let's get started. I'd like to resolve this as soon as possible so we can get back to work.

Markus: Great. Okay, well, if there's anything you'd like to say first, please be my guest.

Louis: Oh, no, I insist you go first. After all, you're the one who asked to meet with me.

Markus: Very well then. First of all, I want you to know that I am fully aware of the challenges you have faced in running this company in the last few years. I understand that the poor weather last year ended up costing you and all of the local landscape companies a lot of money. However, I think you realize that I am unsatisfied with my current salary. I've been with Landscape labourers for 5 years now and there have been many other years that were profitable. Despite how much your business has grown, I'm making less than a dollar more than I was the day I started.

Louis: You're lucky to have a job in these times.

Markus: Yes, and I'm very thankful that you have employed me all this time, especially during the slow seasons when the company was struggling to make a profit. It means a lot to me to have that stability that is why I have remained loyal to your company.

Louis: You haven't had much choice but to remain loyal, Markus. There are no jobs out there.

Markus: Well, if you don't mind, I'd like to finish what I have to say and then you can let me know what your position is. As a matter of fact, there are a few companies hiring right now in our area. These are not all necessarily companies that I would be interested in working with. For example, you and I both know that I would never want to work for a company such as Powell Designs. I'd much prefer to be associated with a company like Landscape Labourers because we do a good job. However, I took the liberty of calling a few other local companies to find out what type of salary packages they offer to their foremen.

Louis: Foremen? I don't have a foreman. I never have. It's not my style. Don't forget, you're a contract labourer just like the rest of the crew.

Markus: Yes, I thank you for bringing that up. Besides deserving a higher salary, one that is competitive with local companies, I also think that I deserve a new title. You and I both know that the crew looks to me as though I am a foreman, even though I don't have the title.

Louis: You don't have the title, but you also don't have the responsibility. It's a lot of work being a foreman.

Markus: Exactly. And you can't say that you haven't noticed me coming in earlier than the others and leaving later. I also designate jobs to all of the crew members each morning and call suppliers when needs arise. These are duties of a foreman, am I right?

Louis: I suppose. But a foreman also helps solve conflicts that arise within a team, and deals with customer complaints. You always pass those things on to me.

Markus: I agree with you on that. However, I would be willing to take on these extra responsibilities, should you offer me a foreman position at a rate of $25.00 per hour.

VII. Dramatize the final part of negotiations.

Louis: Look, we're running out of time here and I've barely had a bite of my lunch.

Markus: I know, and we have a lot of work to get done this afternoon.

Louis: Well, I guess we'll have to settle this at another time.

Markus: Actually, I'd really like to get this settled today. I know how busy you are, and it's not easy to get you to sit down and talk.

Louis: (standing up and getting ready to walk out of the room) Well, we're not getting anywhere.

Markus: Please sit down for a few more minutes so we can make a decision.

Louis: And what if I don't? Are you going to quit?

Markus: I am a loyal employee, and I believe that it is in the best of both of our interests to have this conflict resolved. This should only take a few more minutes.

Louis: Fine. You can be the foreman. I'll even change the title on your pay stub. But no raise.

Markus: I think you and I both know that the raise is more important to me than the title itself.

Louis: You know, not very many owners would agree to give a person like you the title of foreman. You don't even have your proper certification.

Markus: You’ve said before that experience means more to you than education. Remember that guy Samuel that you hired. He had a four year diploma in landscape design but had never worked a day out on the fields. You let him go before his probation was up.

Louis: Oh, don't remind me of that kid.

Markus: Look, I'd be willing to accept $24.00/hr, if you agree to review my salary again in spring.

Louis Fine. I guess, that's fair. You are my best employee, right now at least.

Markus: Great, then, you won't mind changing my status to crew foreman. I won't disappoint you. Remember, I'm willing to take on the extra duties of a foreman, which will give you more time to find new clients.

Louis: Speaking of new clients. I'm expecting an important phone call in ten minutes, so let's wrap this up.

Markus: Well, I think we've both agreed on the terms. Can we shake on it? I mean, can I have your word that my new hourly wage will begin at the beginning of next month? (Markus holds out his hand.)

Louis: (Louis shakes it.) Okay, Mr Foreman. Get back to work, would you? And, I'll need you to order all of the supplies for Monday.

Markus: Thanks, Louis. I'll get on that right now.

VIII. Markus wants to write an email to Louis to thank you for his time. Write it for him.

IX. Are the following statements true or false?

1. During negotiations one should treat an opponent with respect and consideration at all times.

2. In "competitive" negotiations, the two parties try to establish a common goal.

3. Prior to engaging in negotiations it is wise to consider one's own "bottom-line".

4. When in salary negotiations, employees should "low-ball" in their opening remarks.

5. Markus had no "bargaining power" compared to his boss, Louis.

6. One key to effective conflict-resolution is to deal with issues rather than personalities.

7. It may be possible to detect that a counterpart is lying by observing body language.

8. One should never admit to agreeing with an opponent during the course of negotiations.

9. Markus intimidated Louis into accepting his terms by threatening to quit.

10. Louis used last-minute tactics such as acting as though he was "Mr Nice Guy".

X. You are going to negotiate your new job offer with your future boss. Cover the following issues:

· Salary

· Promotion opportunities

· Insurance (medical, dental, accident, life)

· Holidays

· Vacation time

· Retirement/pension plans

· Stock options

· Overtime

· Expenses

Grammar revision: Infinitive. Complex Object

Інфінітив - це неособова форма дієслова, яка тільки називає дію і відповідає на запитання що робити? що зробити? to write - писати, to read - читати, to answer – відповідати.

В англійській мові інфінітив має шість форм:

Форма інфінітива	Active	Passive
Indefinite	to write	to be written
Continuous	to be writing	_____________
Perfect	to have written	to have been written
Perfect Continuous	to have been writing	_____________

Revise different forms of using the infinitive. Remember the sentences:

1.	I am glad to work with you.	Я радий, що працюю з вами.
2.	I am glad to have worked with you.	Я радий, що працював з вами.
3.	I want to tell you the truth.	Я хочу сказати вам правду.
4.	She wanted to be told the truth.	Вона хотіла, щоб їй сказали правду.
5.	You are lucky to work in this company.	Тобі пощастило працювати в цій компанії.
6.	We are lucky to be invited to that seminar.	Нам пощастило, що нас запросили на семінар.
7.	I was glad to have spoken to him.	Я був радий, що поговорив з ним.
8.	It’s very kind of you to have helped me with this project.	Я дуже вдячний вам за те, що ви допомогли мені з цим проектом.
9.	He pretended to be reading and not hearing the phone.	Він удавав, що читає і не чує дзвінка телефону.
10.	It seems to have been snowing since early morning.	Здається, що сніг йшов з самого ранку.

Study the following verb-patterns with the Infinitive:

A. to see to hear to feel to watch to notice	smb.do smth.
B. to let to make to have to cause to force	smb. do smth.
C. to order to allow to forbid to permit	smb. to do smth. smth. to be done
D. to like should/would like to prefer to want to know to expect	smb. to do smth.

!!! Після дієслова help інфінітив може вживатися з або без частки to:

e.g. He helped me to do it. – He helped me do it.

Об’єктний інфінітивний зворот (комплекс) – Complex Object – складається з іменника у загальному відмінку чи займенника в об’єктному відмінку та інфінітива у відповідній формі.

Цей комплекс виконує в реченні функцію складного додатка. На українську мову він перекладається переважно підрядним додатковим реченням.

e.g We saw the manager speak at the meeting. – Ми бачили, як менеджер виступав на зборах.

The director would like the contract to be signed today. – Директор хотів би, щоб контракт було підписано сьогодні.

Дата добавления: 2014-12-26