Speaking: Functional Language C1 - Lesson 2: Negotiating Complex Solutions & Agreements
Welcome back! At the C1 level, we move beyond simple compromise to negotiating1 complex solutions. This involves understanding the deeper motivations of the other party to find creative, "win-win" outcomes. It's a crucial skill for business, diplomacy, and any situation where a simple "meet in the middle" isn't enough.
The C1 Negotiation Framework: Interests over Positions
Advanced negotiators focus on the "why" behind a request, not just the "what."
- Understand Positions vs. Interests
- A Position is what someone says they want. ("I need a 20% discount.")
- An Interest2 is the underlying reason *why* they want it. ("My interest is staying within my quarterly budget.")
By understanding the interest, you can propose creative solutions that satisfy their need without necessarily giving them their initial position. - Language to Uncover Interests
- "Could you help me understand the main priority for you here?"
- "What is the key objective you're trying to achieve with that?"
- Language for Proposing Creative Solutions
- "What if we looked at this from a different angle?"
- "Perhaps the solution isn't just about the price. What if we included free delivery and extended the warranty? Would that help you meet your value objective?"
Making Strategic Concessions & Formalizing Agreements
A key part of negotiation is strategic trading and then clearly confirming the final deal.
- Making a Concession3 (Conditional Offers)
- Use an `If... then...` structure to make a trade. You give something, but you get something in return.
- "If you can agree to a two-year contract, then I would be prepared to offer free installation."
- Formalizing the Agreement4
- At the end, summarize the terms clearly to ensure there are no misunderstandings.
- "Okay, so just to confirm, we've agreed on the following terms..."
- "Excellent. Let me just recap the key points of our agreement to make sure we're on the same page."
Scenario: A Business Negotiation
Listen to this negotiation between a supplier (Soriya) and a buyer (Mr. David). Notice how Soriya focuses on Mr. David's interests and makes a strategic concession.
Mr. David: "Soriya, your proposal is good, but the price is 10% higher than our current supplier. I need you to match their price." (His Position)
Soriya: "I understand. **Could you help me understand what's most important for you?** Is it purely the lowest unit cost, or is it the overall long-term value and reliability?" (Probes for Interest)
Mr. David: "The unit cost is a key factor for my budget. But of course, reliability is also very important. Our last supplier had major delivery delays."
Soriya: "Thank you for clarifying. Our core interest is maintaining the high quality of our materials, which is why our unit cost is slightly higher. However, we are known for our perfect delivery record. **What if I proposed a different kind of value?** **If you can agree** to a contract for the full year, **then I can offer** you priority shipping on all orders and a 5% discount." (Proposes a creative solution with a concession)
Mr. David: "So, a 5% discount, but with guaranteed priority shipping... That is an attractive offer."
What to Do When You Reach a Deadlock
If you get stuck and cannot agree, don't let the conversation become a fight. A skilled negotiator knows how to pause the discussion productively.
- Suggest a Break: "It seems we're at an impasse. Perhaps we could take a 15-minute break and reconvene with fresh perspectives."
- "Park" the Issue: "It's clear we're not going to solve the issue of the timeline today. Why don't we 'park' that for now and focus on the budget, where I think we can find some common ground?"
Practice Quiz: Identify the Strategy
Read the negotiator's statement and identify the strategy being used.
"If you are prepared to pay the full amount upfront, then my company would be able to include the training package at no extra cost."
A) Probing for interests.
B) Finding common ground.
C) Making a strategic concession.
→ Answer: C. This is a classic `If... then...` conditional offer. The speaker is offering something (free training) in return for getting something they want (upfront payment).
"Let me just summarize what we've agreed. We will proceed with Option B, on the condition that the final delivery date is confirmed in writing by tomorrow. Is that correct?"
A) Formalizing the agreement.
B) Suggesting a break.
C) Proposing a creative solution.
→ Answer: A. The speaker is recapping the terms of the deal to ensure both parties have a clear and identical understanding before finishing the negotiation.
Your Mission: The "Win-Win" Role-Play
Your mission is to practice finding a creative, "win-win" solution that focuses on interests, not just positions.
- Work with a partner. Choose a scenario:
- A talented employee wants a large raise, but the company has a strict budget.
- Two co-founders disagree: one wants to grow the business slowly and safely, the other wants to take a big risk to grow quickly.
- Identify the Interests: Before you start, each person should secretly write down the *interest* behind their position. (e.g., The employee's interest is not just money, but feeling valued and having a better work-life balance. The boss's interest is retaining talent without increasing fixed costs).
- Role-play the negotiation for 5 minutes. Your goal is to uncover the other person's underlying interest and propose a creative solution that satisfies both of your interests.
- Avoid a simple compromise (e.g., just meeting in the middle on a salary number). Find a multi-part solution!
Vocabulary Glossary
- To Negotiate: (Verb) - ចរចា - To hold a discussion with another party to reach an agreement. ↩
- Interest (in negotiation): (Noun) - ផលប្រយោជន៍ - The underlying need, desire, or motivation that drives a person's negotiating position. ↩
- Concession: (Noun) - ការយល់ព្រម - Something that you agree to give someone or allow them to do in order to end a disagreement. ↩
- Agreement: (Noun) - កិច្ចព្រមព្រៀង - A decision or arrangement that has been made by two or more people or groups. ↩
- Position (in negotiation): (Noun) - គោលជំហរ - The specific outcome that a person states they want from a negotiation. ↩