Speaking: Functional Language C1 - Lesson 2: Negotiating Complex Solutions & Agreements

Speaking: Functional Language C1

Negotiating Complex Solutions & Agreements

What you will learn: By the end of this lesson, you will be able to use advanced language to negotiate complex solutions by focusing on interests, making strategic concessions, and formalizing agreements.

The C1 Framework: Interests Over Positions 🤝

Advanced negotiators focus on the "why" behind a request, not just the "what." A Position is what someone says they want (e.g., "I need a 20% discount."). An Interest is the underlying reason why they want it (e.g., "I need to stay within my budget."). By understanding the interest, you can find creative, "win-win" solutions.

1. Language to Uncover Interests

Use these phrases to move beyond the stated position and understand the core motivation.

"Could you help me understand the main priority for you here?"

"What is the key objective you're trying to achieve with that?"

2. Language for Proposing Creative Solutions

Once you understand their interest, you can suggest alternative ways to meet their needs.

"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? Would that help you meet your value objective?"

3. Language for Making Strategic Concessions

Use an `If... then...` structure to make a conditional offer. 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."

4. Language for Formalizing the Agreement

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..."

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.

Mr. David: Soriya, your proposal is good, but the price is 10% higher than our current supplier. I need you to match their price. (States 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. 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 Creative Solution & Makes Concession)

Mr. David: So, a 5% discount, but with guaranteed priority shipping... That is an attractive offer.

Advanced Strategies & Practice 🎯

💡 What to Do When You Reach a Deadlock

If you get stuck, don't let the conversation become a fight. A skilled negotiator knows how to pause productively.

• Suggest a Break: "It seems we're at an impasse. Perhaps we could take a 15-minute break and reconvene."
• "Park" the Issue: "It's clear we're not going to solve the timeline today. Why don't we 'park' that for now and focus on the budget, where I think we can find common ground?"

✍️ Practice Quiz: Identify the Strategy

1. "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."

→ Strategy: C) Making a strategic concession. (This is a classic `If... then...` conditional offer.)

2. "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. Is that correct?"

→ Strategy: A) Formalizing the agreement. (The speaker is recapping the terms to ensure a clear, shared understanding.)

Key Vocabulary

• Negotiate (Verb) | ចរចា
  To hold a discussion with another party to reach an agreement.
• Interest (in negotiation) (Noun) | ផលប្រយោជន៍
  The underlying need or motivation that drives a person's negotiating position.
• Position (in negotiation) (Noun) | គោលជំហរ
  The specific outcome that a person states they want from a negotiation.
• Concession (Noun) | ការយល់ព្រម
  Something you agree to give someone to end a disagreement.
• Agreement (Noun) | កិច្ចព្រមព្រៀង
  A decision or arrangement made by two or more people or groups.

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.

1. 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 slow, safe growth; the other wants to take a big risk for fast growth.
2. Identify the Interests: Before you start, each person should secretly write down the interest behind their position (e.g., The employee's interest isn't just money, but feeling valued and having a better work-life balance).
3. 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 you.