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Inter Alia 2, Ljubljana, February 2011

ISBN: 978-961-91069-3-8



Vesna Jevremovič


Negotiation models as tools for teaching Business English





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.



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