English for Marketing and Sales 

How This Module Contributes to Your Development

Negotiation is part of many professional situations: agreeing on prices or deadlines, discussing responsibilities, asking for better terms, resolving a disagreement, or deciding how to move forward with another party.

This module helps you develop a more structured approach to negotiation. You will learn how to prepare before a negotiation, identify what really matters, understand the other side, create options, communicate your position, and make better decisions during the negotiation process.

These skills can help you negotiate with greater confidence, avoid common mistakes, protect your interests while maintaining relationships, and work towards agreements that create value for both sides.

This module focuses on planning and negotiating effectively in a range of professional and everyday situations.

It begins with negotiation preparation: understanding your objectives, assessing your negotiating style, identifying priorities, and working with concepts such as BATNA, interests, positions, power, time, information, and deadlines. You will also examine when you should negotiate and what can prevent people from asking for better terms.

The module then explores different approaches to negotiation, including interest-based and position-based negotiation, creating value, bargaining, anchoring, making offers, and handling common negotiation tactics. Attention is also given to listening, questioning, persuasion, and communication throughout the process.

You will work through situations involving sales, purchasing, salary negotiation, business agreements, problem-solving, and negotiations conducted by email, telephone, video conference, or on behalf of others. The module also considers cultural differences and ethical issues that can affect negotiation.

Finally, you will examine how to deal with difficult tactics, low offers, refusals, time pressure, and the possibility of walking away, while keeping your priorities and limits in mind. The emphasis throughout is on preparation, sound judgment, clear communication, and finding practical agreements that work.

Do you want to know more about this specialization? 

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