A presentation with an interesting title which reminds me of my younger days. I think it was used for drug awareness or something similar! It was presented by Helen Waldron and was about negotiation, especially for teachers.
She is a very experienced teacher of Business English, great chunks of which involve negotiation. She has discovered that there is a difference between negotiation as taught and negotiation in business practice.
After a few warm up questions she asked the participants for their definitions of negotiation before presenting us with her first information slide.
She talked about the 'Getting to Yes' book which I have actually got and have read. It is orientated in the 80s and looks at trying to get equitable solutions for all parties involved in negotiation. Business classes often require English for use in negotiations.
She went through the different things that we may need to teach clients about negotiating in the slide above. Mainly language in negotiations. She felt that there was more to this than meets the eye so some of her colleagues went to a conference about negotiation and came back with the things listed at the bottom of the slide under what else.
Following on we looked at the theory of negotiation, a lot based on the 'Getting to yes' book. First of all there are two types of negotiation. Distributive negotiation means winning at the expense of the other party. It is a win-lose situation which often results in the losing party having negative feelings. If this is a customer, this may be the last time you see this customer. The second time is called Integrative negotiation. Each side tries to meet the needs of the other. This is a win-win situation where each party feels more or less satisfied. In business this would mean that you are more likely to keep that customer.
Then she went on to talk about negotiating styles
She pointed out that each style has advantages and disadvantages, so none of them are perfect in every situation.
Then she asked about the differences between EFL teachers negotiations. She pointed out that we are often negotiating from a personal point of view, we personally win or lose and it is asymmetrical as we are often not in a power of strength. And finally it's not what we do best! Most of us have never been taught how to negotiate.
Then she looked at the qualities of business people and teachers, by asking people she knew what their qualities they would ascribe to each field and the results were maybe surprising, maybe unsurprising.
Then she looked at the future of the workforce and it seems that a few powerful people get more and more and the rest of the workforce become increasingly more fragmented. We, as teachers, can establish support networks and build up information in order to present a united front to those we negotiate with. (Personally it appears that often these days, people and companies just want the cheapest option regardless of the quality, this means that 'pirates' will often take work from proper teachers by undercutting prices!)
Finally she looked at some other negotiating positions, the first one was BATNA and the second ZOPRA.
For teachers if we understand BATNA it puts us in a stronger negotiating position and ZOPRA means that we can move into a stronger BATNA position.
She finished off with a list of her references including this video about a guy who goes around asking people to do things on spec. (A bit like some schools with teachers!) I must admit that this has become my modus now. If you don't like my price, go somewhere else!
A very useful session to hopefully help us achieve our desires in life.
PS I found this pdf from Harvard on negotiating styles https://hms.harvard.edu/














































