🤝 Speaking: Specific Purposes C1 - Lesson 2: Leading & Influencing in Professional Negotiations
Welcome back! At the C1 level, effective negotiation1 is not about winning a battle; it's about leading a collaborative process to create value. A skilled negotiator doesn't just bargain over positions; they explore underlying interests to find creative solutions that result in mutual gain2. This lesson will equip you with the advanced strategies and language to lead and influence3 high-stakes negotiations.
The Core Principle: Focus on Interests, Not Positions
This is the most critical concept in advanced negotiation. Understanding the "why" behind a demand unlocks new solutions.
- A Position4 is what they say they want.
- Example: "We need a 20% discount on the total price."
- An Interest5 is the underlying reason they want it.
- Example: "We need to ensure this project fits within our strict annual budget."
By understanding their interest (staying on budget), you can propose other solutions besides a simple discount (e.g., changing the payment schedule, altering the scope of work, etc.).
Advanced Negotiation Language
Use these phrases to guide the negotiation from a simple bargain to a creative partnership.
- 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 Creative ("Win-Win") Options
- "What if we approached this from a different angle? Instead of focusing solely 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 on all orders."
Scenario: A Partnership Negotiation
Listen to this negotiation between a local business owner, Mr. Rithy, and a potential foreign investor, Ms. Jenson. Notice how Mr. Rithy leads the conversation by focusing on interests.
Ms. Jenson: "Mr. Rithy, we are prepared to invest, but we require a 51% controlling stake in your company." (Her Position)
Mr. Rithy: "Thank you, Ms. Jenson. We are excited about this partnership. **Help me understand your perspective.** Is the primary **interest** behind a 51% stake about having operational control, or is it about protecting your investment?" (Probes for Interest)
Ms. Jenson: "Primarily, it's about protecting our investment. We need to have a certain level of oversight."
Mr. Rithy: "I understand that completely. We also want to ensure your investment is secure. **What if we found another way to achieve that?** **If you can agree** to a 40% non-controlling stake, **then we would be prepared to** offer you two seats on our board of directors and give you veto power over all major financial decisions. This would give you the oversight you need, while allowing my family to retain majority ownership." (Offers a creative solution and a strategic trade)
💡 Cultural Intelligence: Negotiating in Cambodia
In a Cambodian context, building a long-term, harmonious relationship is often as important as the deal itself. Aggressive, "winner-takes-all" tactics are rarely effective.
- Build Rapport First: Spend time on small talk before diving into business. Show respect.
- Be Indirect: The "Interest-Based" approach is perfect for this. Asking "Could you help me understand..." is a very respectful, indirect way to get information.
- Avoid a Direct "No": Instead of saying "No, I can't accept that," use softer language like, "That would be very difficult for us to achieve. Perhaps we could explore an alternative?"
- Focus on the "Win-Win": Frame the final agreement as one where both parties have gained something and the relationship has been strengthened.
🧠 Practice Quiz: Identify the Strategy
Read the negotiator's statement and identify the C1 strategy being used.
"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 speaker is not giving the discount for free; they are trading it for something they want (faster payment).
📝 Your Mission: The "Win-Win" Negotiation Plan
Your mission is to plan a negotiation by focusing on interests, not just positions.
- Choose a negotiation scenario (e.g., negotiating a salary, a project deadline with your boss, or the price of a major purchase).
- On paper, map out the negotiation:
- Your Position (What you will ask for first).
- Your Interest (The real reason you need it).
- Their Likely Position (What you expect them to say).
- Their Likely Interest (The likely reason they will say it).
- Brainstorm 2-3 "Win-Win" Options that could satisfy both of your underlying interests.
- This planning process is the key to moving from a simple bargainer to a strategic negotiator. It prepares you to lead the conversation toward a creative, mutually beneficial solution.
Vocabulary Glossary
- To Negotiate: (Verb) - เจรจาต่อรอง (jay-rá-jaa dtòr rong) / ចរចា (cɑɑ'caa) - To discuss something to reach an agreement. ↩
- Mutual Gain: (Noun Phrase) - ผลประโยชน์ร่วมกัน (pŏn-bprà-yòht rûam gan) / ផលประโยชน์ร่วมกัน (pʰɑl'prɑ'yaot ruəm'kan) - An outcome that is beneficial to both parties involved. ↩
- To Influence: (Verb) - มีอิทธิพล (mee ìt-tí-pon) / មានឥទ្ធិពល (mien it'ti'pol) - To have an effect on the behavior or thinking of someone. ↩
- Position (in negotiation): (Noun) - จุดยืน (jùt-yeun) / จุดยืน (cut'yɨn) - The specific demand a party makes in a negotiation. ↩
- Interest (in negotiation): (Noun) - ผลประโยชน์ (pŏn-bprà-yòht) / ផលប្រយោជន៍ (pʰɑl'prɑ'yaot) - The underlying need or motivation behind a stated position. ↩