Vesna Jevremovič
Negotiation models as tools for teaching Business English
Abstract
Negotiation is a process which is supported by mental models that people already
possess and can be seen as a problem-solving discourse since both parties try to
solve problems or reach agreements. Becoming familiar with negotiation models and
their phases can help students upgrade their Business English terminology and raise
their self-esteem. The aim of the article is to point out some negotiation models
that have been proposed by experts and comprise 4/6/9 phases during which conversation
evolves. Helpful phrases for use in the model are also suggested. The emphasis is
on the use of diplomatic language, which is softer and more polite. In order for
students to successfully apply the model, they should be taught terminology from
different areas of business such as law, promotion, marketing, logistics, finance
and management prior to the creation of a negotiation discourse and the impacts of
non-verbal communication should also be mentioned.
Keywords: Business English, business terminology, negotiation models, diplomatic
language, phases in negotiations.
