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Conflict in business is unavoidable. In fact, business is built on the
premise of competition between the various players – buyers are
looking for the best price, and sellers are looking to make a profit. In
order to survive in this environment, negotiation is essential. There are
two main types of negotiation: distributive and integrative. In
distributive negotiation, a gain by one side represents a loss to the
other. The practitioners of this type of negotiation act accordingly.
Integrative negotiation, on the other hand, involves collaboration and
uses creative ways for both sides to benefit.

Using the following suggested checklist of skills and language
vocabulary make up a dialogue about negotiation.

USEFUL PHRASES SKILLS CHECKLIST
Making an opening statement Planning and preparation
Welcoming Type of negotiation
Welcome to ….  towards agreement
I’m sure we will have a useful - both teams try to arrive at
and productive meeting ….. joint interests
 independent advantages
First meeting - each team aims to get best
We see this is a preparatory deal
meeting ……  conflict
We would like to reach - a team aims to win and
agreement on ……… make the other team lose

One of a series of meetings Purpose of negotiation
Following previous meetings we  exploratory (possible
have agreed on some important areas of interest)
issues. Today we have to think
 conciliatory (resolving
about …..
differences)
We have reached an important
stage …….. Targets
Stating your aims and objectives
 scale (e.g. 1-10)
I’d like to begin with a few words
 decide realistic maximum
about our general expectations
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