TOPIC: ORAL SKILLS
CLASS: FORM FOUR
NEGOTIATION SKILLS
Negotiation involves formal or informal discussion between
two people/parties in order to reach a certain agreement/compromise.
Negotiation
skills may be useful when
selling or buying items or when you need something from someone.
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Good negotiation skills
Build rapport
Always
greet the other person/party to build a good relationship between you. Also
introduce yourself. This creates goodwill. Strive to build and maintain a
friendly, helpful and cooperative attitude.
Exhibit kindness
Exhibit sincere consideration
and goodness
Listen actively
Listen carefully to your counterpart’s argument. You may
paraphrase what they said to aid in your understanding. This helps you to build a solid rebuttal.
They require give and take
This
is mutual concession and compromise. You may need to give up something that
you wanted and agreeing to some of the demands of the other person in order to
reach an agreement.
It should be a win-win situation
Everyone
should benefit from the transaction. The results of the discussion should be
good for everyone who is involved. At the end of the negotiation everyone goes
away happy.
Have statistics and facts to support what you
say
This gives you confidence and a competitive edge to sway/convince counterpart.
Good preparation before you take part in the negotiation
Prepare
adequately. It helps you to save time and energy during the actual discussion.
It also helps you to put up a stronger argument. In case it’s a disagreement it
may help avert further conflict.
Use polite language
Courteous language helps create a rapport/goodwill between you and your counterpart.
SAMPLE KCSE ORAL QUESTIONS ON NEGOTIATION SKILLS
KCSE ENGLISH PAPER ONE 2021
Read the following conversation between Jane and a Trader and answer the questions that follow.
Jane: (Looking at phones on display) Good morning.
Trader: What do you want?
Jane: (Surprised) Er, I would like to buy a nice phone.
Trader: All phones on display ate fantastic. Which one of them
do you want?
Jane: (Pointing) This one looks great. How much is it?
Trader: Twenty thousand shillings.
Jane: Goodness! You can’t be serious. You are extremely expensive.
Trader: Then find another shop.
Jane: Erm, what about a discount, please? I am serious about buying
a phone.
Trader: (Uninterested) Really?
Jane: (Exiting) I'm sorry to have bothered you.
Trader: (Cursing) Get lost!
(i)
Give two illustrations to show Jane is polite.
(2 marks)
(ii)
In the dialogue, Jane hesitates to respond two times.
Explain one possible reason for the hesitation. (2 marks)
(iii)
In your own words, rewrite any two of the responses
by the Trader to demonstrate negotiation skills and politeness. (4 marks)
KCSE ENGLISH PAPER ONE 2018
Read the dialogue below and then answer the
questions that follow.
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| Courtesy: Atika School |
(i) What marks politeness in the negotiation (2mks)
(ii) What in this negotiation shows that Kantai had
prepared his case well? (2mks)
(ii) What in Ms. Simiyus’s behavior encourage Kantai
to continue with the negotiation (2 mks)
(iv) Provide two appropriate turns to complete the
negotiation one from Ms. Simiyu and one from Kantai (4mks)
KCSE ENGLISH PAPER ONE 2015
Study the passage below, which is about negotiation and conflict resolution, and then answer the questions that follow.
(i) From the passage it is evident that Linda has
excellent negotiation skills, identify four of the skills. (4mks)
(ii) Why would you describe this encounter as a win-win situation? Explain your answer.
Consider
the following conversation between a SELLER and a BUYER of chickens and then
answer the questions that follow.
BUYER: How are you this morning?
SELLER: I'm Okay.
BUYER: I’m looking for good chicken, but yours don’t
look too good.
I’m going to have visitors, and this being a
Christmas season I really must
give them a treat
SELLER: These are the right kind of chickens for your
visitors. They are healthy and
well fed
BUYER: On the contrary they look underfed; anyway what
is your price?
SELLER: It depends, I charge more for cocks, they have
more meat you know (pointing at a red cock). This one, for instance, goes for
sh. 400.00 as for the hens I charge sh. 250.00
BUYER: You are not serious! Much of the weight is a
bundle of bones. I’m giving sh. 150.00 for each hen and sh. 300.00 for each
cock. I’m buying three of each-three hens for sh. 450.00 and three cocks for
sh. 900.00. This will give us a total of sh. 1350.00.
SELLER: You know, I buy and sell. I don’t get them from my shamba. Your figures don’t give me any profit.
BUYER: But you also know money is hard to come by, and
especially during this Christmas season. Give me a reasonable price, unless you
prefer I go to another seller.
SELLER: Let me make it sh. 225.00 for a hen and sh.
375.00 for a cock
BUYER: It looks like you’re not interested in selling
your chickens.
SELLER: No, I’m, why would I be here? My children’s fees
come from this business.
BUYER: Okay, take sh. 175.00 for each hen and sh.
325.00 for each cock
SELLER: No, there will be no profit for me. You can do
better than that you can surely promote my small business. Give me sh. 350.00
per cock and sh. 225.00 per hen. This would be sh. 675.00 for the three hens
and sh. 1050 for the cocks
BUYER: (Doing his mental arithmetic). That’s a total
of sh. 1725.00. Okay, at least I’ll be able to feed my visitors. (Handing over
the money) Here you are.
SELLER: Thank you (as the seller ties them together) You are a good customer, please come
again. My name is Musimbi.
BUYER: And I’m Karani, see you then.
SELLER: See you.
(i)
What is the purpose of
the greetings in this situation? (1mk)
(ii)
Identify and explain the
negotiation skills of the buyer. (3mks)
(iii)
What does this business
transaction reveal about the nature of the negotiations? (4mks)
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