1. Lead-in (10 minutes)

  1. Do you know what “give and take” is?
  2. When you negotiate with others, do you allow flexibility?
  3. Are you open to “give and take” in all matters, or at times, are you very fixed on a specific outcome?

2. Clarification (20 minutes)

Let’s see the Give and Take method in action!

Context: A corporate bank negotiation between two managers, Alex and Jordan, regarding resource allocation for new projects.

Scenario:

Alex, the Senior Manager of the Investment Division, and Jordan, the Head of the Risk Management Department, are seated in a conference room at the corporate headquarters of their bank.

They are negotiating the allocation of resources for two major upcoming projects: an investment venture and a risk assessment initiative.

Alex: “Good morning, Jordan. I believe we both know how crucial the upcoming investment venture is for our bank. I propose we allocate 70% of our available resources to it.”

Jordan: “Morning, Alex. While I understand the importance of your project, my team’s risk assessment initiative is equally vital. It’s essential for the bank’s long-term security. I was thinking of a more balanced distribution, maybe 50-50.”

Alex: “I see your point, Jordan. However, consider the potential revenue from the investment venture. It might be wise to prioritize it now. What if we go for a 60-40 split in favor of the investment project?”

Jordan: “Alex, I agree that the venture could be lucrative, but neglecting risk assessment could have dire consequences. How about we compromise at 55-45? This way, your project gets more resources, but mine isn’t left behind.”

Alex: “That seems like a reasonable compromise. I can work with a 55-45 split. Additionally, if the initial stages of the investment venture are successful, we could reconsider and possibly reallocate resources.”

Jordan: “That sounds like a good plan. Let’s also schedule regular reviews to monitor both projects’ progress and adjust as needed.”

Alex: “Agreed. Let’s finalize this and put our teams to work. Thanks for the constructive discussion, Jordan.”

Jordan: “Likewise, Alex. Looking forward to seeing both our projects succeed.”

3. Student Sheet: Expanded Vocabulary and Usage

  1. Compromise
    • Definition: An agreement or settlement of a dispute reached by each side making concessions.
    • Use Case: Finding a middle ground in negotiations.
    • Connotation: Positive.
    • Example Sentences:
      • “The team reached a compromise by dividing the project responsibilities equally among members.”
      • “Compromise is key in business negotiations to ensure all parties feel their interests are represented.”
  2. Concession
    • Definition: Something that is granted, especially in response to demands in a negotiation.
    • Use Case: Offering something to the other party in negotiations.
    • Connotation: Neutral, can be positive in showing flexibility.
    • Example Sentences:
      • “The manager made a concession by agreeing to a later deadline in return for enhanced quality.”
      • “Offering a concession can often break a stalemate in tough business negotiations.”
  3. Bargaining
    • Definition: Negotiating the terms and conditions of a transaction.
    • Use Case: Discussing terms in business deals.
    • Connotation: Neutral, associated with negotiation skills.
    • Example Sentences:
      • “Effective bargaining is essential to secure favorable terms in a contract.”
      • “Bargaining power in business often depends on the alternatives each party has.”
  4. Deadlock
    • Definition: A situation in negotiations where no progress can be made due to disagreement.
    • Use Case: Challenging phase in negotiations.
    • Connotation: Negative.
    • Example Sentences:
      • “The contract discussions hit a deadlock over payment terms.”
      • “To avoid a deadlock, both parties need to be willing to engage in ‘give and take’.”
  5. Mediation
    • Definition: Intervention in a dispute to resolve it; arbitration.
    • Use Case: Resolving conflicts in negotiations.
    • Connotation: Positive, suggests resolution.
    • Example Sentences:
      • “A mediator was brought in to facilitate the negotiation process between the disputing companies.”
      • “Mediation is often a necessary step in complex business negotiations to find a mutually acceptable solution.”
  6. Leverage
    • Definition: The power to influence a person or situation to achieve a desired outcome.
    • Use Case: Gaining an advantage in negotiations.
    • Connotation: Positive, implies strategic advantage.
    • Example Sentences:
      • “The company used its high market share as leverage in the negotiation with suppliers.”
      • “Understanding the other party’s needs can provide significant leverage in business negotiations.”
  7. Stalemate
    • Definition: A situation where further action or progress in a negotiation is impossible.
    • Use Case: Describing a standstill in discussions.
    • Connotation: Negative, indicates a challenging situation.
    • Example Sentences:
      • “The wage negotiation reached a stalemate when neither side would budge from their demands.”
      • “Breaking a stalemate often requires creative thinking and flexibility from all parties involved.”
  8. Arbitration
    • Definition: The use of an arbitrator to settle a dispute.
    • Use Case: Resolving disputes in a more formal setting.
    • Connotation: Neutral, implies legal resolution.
    • Example Sentences:
      • “The two companies agreed to go to arbitration to resolve their contract dispute.”
      • “Arbitration is often seen as a last resort when negotiations and mediation fail.”
  9. Consensus
    • Definition: General agreement among various groups on a particular issue.
    • Use Case: Reaching an agreement acceptable to all parties.
    • Connotation: Positive, indicates collaboration.
    • Example Sentences:
      • “The team reached a consensus on the marketing strategy after several meetings.”
      • “Achieving consensus in a large organization can be challenging but is crucial for unified decision-making.”

4. Understanding American Negotiation Culture

1. Direct Communication:

  • American Style: Americans tend to be direct and explicit in their communication during negotiations. They value clarity and straightforwardness.
  • Advice for Brazilians: Be prepared for a direct approach. Articulate your points clearly and avoid ambiguity. Understand that directness is not rudeness but a cultural preference for clear communication.

2. Time Sensitivity:

  • American Style: Time is seen as a valuable commodity in American business culture. Punctuality and efficiency are highly valued.
  • Advice for Brazilians: Respect schedules and deadlines. Be punctual for meetings and be concise in your discussions. Avoid long, drawn-out negotiations without clear progress.

3. Individualism:

  • American Style: American negotiators often focus on individual achievements and goals. There’s an emphasis on personal responsibility and accountability.
  • Advice for Brazilians: Highlight how the negotiation benefits both parties on an individual level. Understand that American counterparts might prioritize personal or corporate success.

4. Legal and Contractual Precision:

  • American Style: Americans rely heavily on legal contracts and precise terms. They tend to be meticulous about the specifics of a deal.
  • Advice for Brazilians: Be prepared for detailed contracts. Ensure you understand and agree to all terms before signing. Legal counsel may be advisable.

5. Competitive Approach:

  • American Style: Negotiations in the U.S. can be competitive, with a focus on winning or achieving the best possible deal.
  • Advice for Brazilians: Be ready for assertive tactics and competitive strategies. Maintain a balance between competitive spirit and collaborative efforts to reach a mutually beneficial agreement.

6. Decision-Making Process:

  • American Style: Decisions are often made quickly and can be top-down. The hierarchy in companies is usually respected.
  • Advice for Brazilians: Be prepared to make decisions or reach agreements promptly. Understand who the decision-makers are and tailor your proposals accordingly.

5. Overcoming Cultural Differences

  • Research and Preparation: Before entering negotiations, research the specific company and the individuals involved to understand their business culture and expectations better.
  • Cultural Sensitivity: Be open and respectful towards the American business culture while also sharing insights about Brazilian business practices.
  • Communication Style: Adapt your communication style to be more aligned with American directness, while also clearly explaining any Brazilian negotiation nuances.
  • Building Relationships: While Americans may be more transactional, building a rapport and trust is still beneficial. Small talk and personal connections can be valuable, especially in establishing long-term business relationships.
  • Flexibility and Adaptation: Be flexible and ready to adapt your strategy if you notice that certain approaches are more effective with your American counterparts.

6. Feedback (Lets talk)

  1. How did you find the class?
  2. Do you now feel confident to use “give and take” in business dealings?
  3. What feedback can you give me?

Negotiating "Give and Take" In English