UPM-CALC/SEM1/2020-21/CEL2105/SCL8

CEL 2105
SPOKEN COMMUNICATION FOR THE WORKPLACE
SEMESTER 1, 2020/2021
WORKSHEET 8 (WEEK 8)

Activity 1
Watch the video on ‘Opening Stage of the Negotiation’. According to Dr. Mike Clayton, what
are the SEVEN things that should be considered in the opening stage of a negotiation?
Answer by completing the table given.
Video Link: https://www.youtube.com/watch?v=TzVSihe5vmA

No. Things to consider Explanation

1. First impression You only get one chance to make first
impression. It’s about how you look, how you act
and your body language.

2. Build rapport Building rapport is important in order to

understand signals from their body language,
voice for negotiation.

3. Check authority Get to know the authority that the person we are
dealing can help calibrate the concessions.

4. Basis of meeting What is the basis of the meeting? It is about

forming a final agreement or moving towards the
agreement.

5. Ground rules This is about how we are going to operate within

the meeting room.

6. Their outcome What are they hoping to achieve? We want them

to put their position on the table first before we
put ours.
 UPM-CALC/SEM1/2020-21/CEL2105/SCL8

7. Your outcome After they've provided theirs, we'll present our

outcomes.