Speaking: Speaking for Specific Purposes C1 - Lesson 4: Effective Cross-Cultural Communication in Professional Settings

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 interests, not just positions.

The Core Principle: Interests over Positions 🤝

The most critical concept in advanced negotiation is understanding the "why" behind a demand. This unlocks creative solutions and opportunities for mutual gain.

Position

A Position is what they say they want.

"We need a 20% discount on the total price."

Interest

An Interest is the underlying reason they want it.

"We need to ensure this project fits within our strict annual budget."

Advanced Language for Leading Negotiations

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 and 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. 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 completely. 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. [Offers a Creative Solution & Strategic Trade]

Cultural Intelligence & Practice 🎯

💡 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.
• Be Indirect: The "Interest-Based" approach is perfect. Asking "Could you help me understand..." is a very respectful way to get information.
• Avoid a Direct "No": Instead of "No, I can't accept that," use softer language like, "That would be very difficult for us. Perhaps we could explore an alternative?"

✍️ Practice Quiz: Identify the Strategy

"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 to reach an agreement.
• Mutual Gain (Noun Phrase) | ផលប្រយោជន៍រួមគ្នា
  An outcome that is beneficial to both parties involved.
• Influence (Verb) | មានឥទ្ធិពល
  To have an effect on the behavior or thinking of someone.
• Position (in negotiation) | គោលជំហរ
  The specific demand a party makes in a negotiation.
• Interest (in negotiation) | ផលប្រយោជន៍
  The underlying need or motivation behind a stated position.

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

Your mission is to plan a negotiation by focusing on interests, not just positions.

1. Choose a negotiation scenario (e.g., negotiating a salary, a project deadline, or the price of a major purchase).
2. 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.