Preparing to Negotiate
Di akhir lesson ini, kamu bisa:
- Merumuskan tujuan dan prioritas negosiasi secara jelas dalam bahasa Inggris.
- Menentukan dan menjaga batas mundur (walk-away point) tanpa membocorkannya.
- Membuka negosiasi dengan posisi awal yang diplomatis namun tegas.
Penjelasan (ID)
Negosiasi yang baik dimenangkan sebelum kamu masuk ruangan. Pada level profesional, persiapan berarti tahu persis tiga hal: apa yang kamu inginkan (objectives), apa yang paling penting (priorities), dan kapan kamu harus berhenti (walk-away point).
1. Menyatakan tujuan dan prioritas
Gunakan frasa yang tegas namun sopan untuk menempatkan posisimu di awal:
| Fungsi | Frasa (English) | Arti |
|---|---|---|
| Prioritas utama | Our priority is... / Our main concern is... | Prioritas/perhatian utama kami adalah... |
| Tujuan | What we're looking for is... | Yang kami cari adalah... |
| Posisi ideal | Ideally, we'd like... | Idealnya, kami ingin... |
| Harapan realistis | We'd be comfortable with... | Kami nyaman dengan... |
2. Posisi awal (opening position)
Posisi awal biasanya sedikit lebih tinggi dari target realistismu: ini memberi ruang untuk berkompromi. Sampaikan dengan softener seperti "Ideally" atau "We're hoping to" agar tidak terdengar seperti ultimatum.
3. Batas mundur (walk-away point)
Ini adalah angka atau syarat terburuk yang masih bisa kamu terima. Jangan pernah membocorkannya ke pihak lain. Kamu hanya menyimpannya untuk dirimu sendiri sebagai penanda kapan harus berkata "tidak".
💡 Tip register: hindari kalimat datar seperti "I want a lower price." Pilih bentuk yang lebih diplomatis dan terstruktur: "What we're really looking for is a more competitive rate."
Examples (English)
"Our priority is securing the volume; the exact unit price is secondary for us."
"What we're looking for is a three-year commitment with a fixed annual rate."
"Ideally, we'd like delivery within four weeks, though we have some flexibility there."
"Just so we're clear, the data-security clause is non-negotiable on our side."
Kosakata
| English | Arti (ID) | Contoh |
|---|---|---|
| objective (noun) //əbˈdʒɛktɪv// | tujuan / sasaran | Our main objective today is to agree on the delivery schedule. |
| priority (noun) //praɪˈɒrɪti// | prioritas | Our top priority is securing a long-term contract. |
| walk-away point (phrase) | batas mundur (titik berhenti) | Below 8%, we hit our walk-away point and would prefer to look elsewhere. |
| opening position (phrase) | posisi awal / tawaran pembuka | Let's start by setting out our opening position. |
| leverage (noun) //ˈliːvərɪdʒ// | daya tawar / pengaruh | Being their only supplier gives us a lot of leverage. |
| non-negotiable (adjective) | tidak bisa ditawar | The payment terms are non-negotiable for us. |
| ideally (adverb) | idealnya | Ideally, we'd like to sign by the end of the quarter. |
| fallback (noun) | rencana cadangan | If the discount isn't possible, our fallback is a longer warranty. |
Dialogue
Internal prep meeting before a supplier negotiation
Before we go in, let's agree on our objectives. What's our top priority?
Our priority is locking in a two-year supply at a fixed price. The discount is secondary.
Agreed. Ideally, we'd like 12% off, but realistically we'd be comfortable with 8%.
And our walk-away point? I'd say anything below 5% just isn't worth it.
Right. Let's keep that to ourselves and open higher to leave room to manoeuvre.
Latihan
Cek Pemahaman
1. You want to state your single most important goal. Which phrase fits best?
2. Which phrase softens your opening position so it doesn't sound like an ultimatum?
3. What should you do with your walk-away point during the negotiation?
4. Which clause is described as 'non-negotiable'?
Lengkapi kalimat persiapan negosiasi
Flashcards
Latih kosakata lesson ini:
objective
//əbˈdʒɛktɪv//
Klik untuk lihat arti
Ringkasan
- Tentukan objectives dan priorities sebelum bernegosiasi: tahu mana yang utama dan mana yang sekunder.
- Buka dengan opening position sedikit lebih tinggi dari target, dilembutkan dengan "Ideally, we'd like...".
- Simpan walk-away point-mu rahasia; itu penanda kapan harus berhenti.
- Tandai syarat yang non-negotiable secara jelas namun sopan.