Speaking: Speaking for Specific Purposes C1 - Lesson 2: Leading & Influencing in Professional Negotiations

Speaking: Specific Purposes C1

Leading & Influencing in Professional Negotiations

What you will learn: By the end of this lesson, you will be able to apply advanced strategies and language to lead and influence high-stakes negotiations by focusing on mutual gain.

The Core Principle: Interests, Not Positions 🧠

The most critical concept in advanced negotiation is understanding the "why" behind a demand. This unlocks creative solutions that benefit everyone.

📣 A Position is what they say they want.

"We need a 20% discount."

💡 An Interest is the underlying reason.

"We need this project to fit our annual budget."

By understanding their interest (budget), you can propose other solutions besides a discount, like changing the payment schedule or altering the project scope.

Advanced Negotiation Language

1. To Uncover Interests

• "Could you help me understand the main objective you're hoping to achieve with that?"
• "What is the most critical factor for you in this agreement?"

2. To Propose "Win-Win" Options

• "What if we approached this from a different angle? Instead of focusing on X, what if we considered Y?"
• "Let's brainstorm some possibilities that could work for both of us."

3. To Make a Strategic Concession (Trade)

Never give a concession for free. Always link it to a request using an "If... then..." structure.

• "If you can agree to a two-year contract, then I would be prepared to offer free delivery."

Scenario: A Partnership Negotiation 🤝

Listen to this negotiation between Mr. Rithy and Ms. Jenson. Notice how Mr. Rithy leads by focusing on interests.

Ms. Jenson: Mr. Rithy, we are prepared to invest, but we require a 51% controlling stake in your company. [This is her Position]

Mr. Rithy: Thank you, Ms. Jenson. Help me understand your perspective. Is the primary interest behind a 51% stake about having operational control, or about protecting your investment? [He probes for her Interest]

Ms. Jenson: Primarily, it's about protecting our investment. We need to have a certain level of oversight.

Mr. Rithy: I understand completely. What if we found another way to achieve that? If you can agree to a 40% stake, then we would be prepared to offer you two seats on our board and veto power over major financial decisions. This gives you oversight while we retain majority ownership. [He offers a creative "Win-Win" solution]

Cultural Intelligence: Negotiating in Cambodia 🇰🇭

Tips for Success

In a Cambodian context, building a long-term, harmonious relationship is often as important as the deal itself. Aggressive tactics are rarely effective.

• Build Rapport First: Spend time on small talk before business. Show respect.
• Be Indirect: The "Interest-Based" approach is perfect. Asking "Could you help me understand..." is respectful and effective.
• Avoid a Direct "No": Instead of "No, I can't," use softer language like, "That would be difficult for us to achieve. Perhaps we could explore an alternative?"
• Focus on the "Win-Win": Frame the agreement as one where both parties have gained and the relationship is stronger.

Test Your Understanding 🎯

💡 Practice Quiz: Identify the Strategy

Read the negotiator's statement and identify the C1 strategy being used.

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"I understand that a lower price is your priority. If you can provide payment upfront rather than in 60 days, then I would be in a position to offer a further discount."

A) Probing for an interest.
B) Making a strategic concession (a trade).
C) Focusing on a position.

→ Answer: B. This is a classic "If... then..." trade. The discount is traded for faster payment.

Key Vocabulary

• Negotiate (Verb) | ចរចា
  To discuss something formally in order to reach an agreement.
• Mutual Gain (Noun Phrase) | ចំណេញទៅវិញទៅមក
  An outcome that is beneficial to both parties involved.
• Influence (Verb) | ជះឥទ្ធិពល
  To have an effect on the behavior or thinking of someone.
• Position (in negotiation) | ជំហរ
  The specific demand a party makes in a negotiation (e.g., "I want $500.").
• Interest (in negotiation) | ចំណាប់អារម្មណ៍
  The underlying need or motivation behind a stated position (e.g., "I need to feel respected.").

Your Mission: The "Win-Win" Negotiation Plan ⭐

Plan a negotiation by focusing on interests, not just positions.

1. Choose a scenario (e.g., negotiating a salary, a project deadline, or the price of a major purchase).
2. Map out the negotiation on paper:
   • Your Position (What you will ask for).
   • Your Interest (The real reason you need it).
   • Their Likely Position (What you expect them to ask for).
   • Their Likely Interest (The probable reason they need it).
   • Brainstorm 2-3 "Win-Win" Options that could satisfy both of your underlying interests.

This planning process prepares you to lead the conversation toward a creative, mutually beneficial solution.