Definition of Negotiation Text
Negotiation text is a text in the form of social interaction that serves to seek agreement between parties who have different interests. Basically, negotiations are carried out to achieve commensurate goals between these different interests.
The definition of the negotiating text above is strengthened by the opinion of Kosasih (2014, p. 86), who argues that a negotiation is a form of social interaction that functions to reach an agreement between parties with different interests.
In line with the opinion above, the Ministry of Education and Culture Team (2017, p. 149) stated that a negotiation is a form of social interaction that finds a common solution between parties with different interests.
The negotiation text material will be discussed in full here, starting from the structure, characteristics, presentation patterns, linguistic rules to examples and analysis based on expert opinions from trusted reference books.
Negotiation Text Structure
In the book compiled by the Ministry of Education and Culture Team (2017, p. 163), The structure of the negotiating text consists of 1) Orientation (Opening), 2) Content, consisting of a) Submission, b) Offer, 3) Approval (Closing).
Meanwhile, according to Muryanto et al. (2013, p. 150) states that the negotiation structure includes:
In the form of an opening that will start the request or submission process.
2. The content consists of a) Request (submission), which attempts to obtain the desired interest of the bidder, b) Bidding means trying to provide a recompense for the interest submitted, c) Fulfillment, steps taken to try to avoid gaps between demand and supply.
3. An agreement is a conclusion and a solution created through negotiations, including a purchase (if the negotiation is about buying and selling) or closing a formal agreement in the form of a memorandum or agreement resulting from the negotiation.
Characteristics of Negotiation Text
The characteristics of the negotiating text are as follows:
- Have participants, for example, the party who submits the proposal and the party who bids. In some negotiating texts to resolve conflicts, a third participant acts as a mediator, guide, or intermediary.
- There are different interests of the parties involved.
- Contains submissions and offers from parties with different interests.
- Conclusion: there is an agreement that all parties can agree upon due to negotiations.
- There are expressions that are persuasive or persuade/invite.
Meanwhile, Kosasih (2014, p. 88) briefly summarizes the characteristics of negotiation texts as follows.
- Negotiations lead to a deal
- Generate mutually beneficial decisions
- It is a means to find solutions
- Leads to practical goals
- Prioritizing common interests
Negotiation Text Presentation Pattern
There are three different patterns of presentation of negotiating texts. The three patterns are as follows.
- Dialog Negotiation Text. The presentation of the negotiating text in this pattern is realized in the form of a dialogue using direct sentences.
- Narrative Negotiation Text (Short Story) This pattern presents a negotiating text with a combination of narrative and direct sentence dialogue.
- Negotiation text is presented by letters, such as a job application letter or offer letter to a company.
Language Rules of Negotiation Text
Linguistic rules are types of words, sentences, or other lingual units that often appear in a type of text. According to Kosasih (2014, p. 93), negotiating texts' rules or linguistic characteristics are as follows.
- Using news sentences, questions and commands are almost balanced. This is related to the form of negotiation in the form of daily conversation so that the three types of sentences may appear interchangeably.
- Use a lot of sentences that express desire or hope. This has a lot to do with the function of the negotiation, namely to express interests and compromise with the interlocutor. Therefore, there will be many sentences that state this intention which is marked by the use of words such as: please, may, ask, hope, hopefully.
- Using conditional sentences, namely, sentences marked with the words: if, if, if, if, if. This is related to a number of conditions put forward by each party in a series of negotiations of their respective interests.
- Many use conjunctions of cause (causality)such as: because, because, because, consequently, because of that. Because this text will use a lot of arguments submitted by each party. To clarify the reasons, they need to convey a number of reasons accompanied by the use of causal conjunctions.
Negotiation Text Type
The types of negotiation texts can be sorted by: profit and loss, situation, and also the number of negotiators. The following is a complete description of each type of negotiation text.
Negotiation based on profit and loss
Profit-and-loss negotiations are negotiations that are classified according to the outcome and circumstances of the ongoing negotiations. Negotiations based on profit and loss consist of:
Both parties negotiate to avoid a potential conflict arising because neither side benefits from the conflict.
Both parties are trying to reach an agreement that combines their respective interests.
In this type, the negotiator has little advantage and tends to lose out on the recognized party. Usually, these negotiations are carried out to at least slightly reduce the impact of the losses obtained. This type of negotiation situation can occur because previously, there have been negotiations that were unbalanced and detrimental to the negotiator.
The opposite of accommodation negotiation, in which the negotiator gets a greater advantage than the other side of the negotiation.
Situation based negotiation
Situation based negotiations can be divided into the following types:
Occurs informal situations such as the existence of a legal agreement, and each party is an agency or institution with a legal umbrella. For example, negotiations between companies, government agencies, or educational institutions.
It can be done by anyone, at any time, without a special agreement and an overarching law.
Negotiation Based on Number of Negotiators
Generally, negotiations occur between two parties only. However, there are also negotiations that involve more than two parties. Here is the explanation.
This negotiation is carried out by two negotiators accompanied by an intermediary who is in charge of conveying and concluding the final decision of the negotiation. For example, in negotiations in court, the plaintiff and the defendant are parties who can negotiate. Meanwhile, the judge and the entire court system are the arbiters.
Negotiations are carried out without an intermediary, so the decision and outcome of the negotiations depend on the negotiating party.
New HP Negotiation Text Sample & Analysis
In fact, Rani has wanted a new cellphone for a long time. He had several times persuaded his father to buy him a new cellphone. But his efforts continued to fail, and he finally tried to ask his mother for help. However, Rani's efforts still failed.
Last week, Rani finally planned to really try to convince her father that she really needed a new cellphone.
"Well… Rani really needs HP. Buy it, OK?" Rani said to her father.
"Father doesn't have enough money to buy HP yet, Ran. After all, we already have a landline," said my father, placing the newspaper on the table.
"But, well… all of Rani's friends have cellphones. They can easily call their parents when they have to come home late."
"Then don't come home late," said father again.
Rani can be said to almost cry. "Not only that, Yah ... Rani is jealous of Rani's friends who can easily download learning materials, send assignments, and even discuss how to do assignments without leaving the house," Rani said incoherent and clear sentences. The sentence he had actually composed and contrived for several days to seduce his father.
Hearing Rani's kind explanation, Dad took off his glasses and then looked at Rani gently. "Is that HP so important to you, kid?"
Suddenly Rani was almost made to jump for joy hearing Dad's reaction.
"Yeah, yeah. Moreover, teachers often assign us to send assignments to Facebook groups or upload assignments on blogs. If Rani has a cellphone, it's good. You can have a discussion with your friends, and you can access the internet through your cellphone."
"Hm... Dad will buy a cellphone for Rani, as long as ..." father seemed to deliberately tease Rani.
"From what, Dad?" asked Rani impatiently.
"As long as Rani studies hard and promises to use the cellphone for positive things."
"Rani promise, Yah. Thank you, Dad," Rani promised while hugging her father.
(MoEC, 2017).
New HP Negotiation Text Analysis
Analyzing the negotiating text means sorting it out based on the smallest parts that make up the text. For example, from the structure or what are the factors that make the negotiations that run in the text successful? The following is a description of the analysis.
New HP Negotiation Text Structure Analysis
The narrative in the negotiating text should be set aside first to facilitate analysis in the negotiating text with a narrative pattern (a mixture of short stories and dialogues).
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Rani:“Well… Rani really needs HP. Buy it, OK?” Rani said to her father.
Father:“Father doesn't have enough money to buy HP yet, Ran. After all, we already have a landline," said my father, placing the newspaper on the table. |
Orientation |
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Rani:“But, well… all of Rani's friends have cellphones. They can easily call their parents when they have to come home late.” |
Submission |
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Father: "Then don't come home late," |
Offer |
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Rani: "Not only that, Yah ... Rani is jealous of Rani's friends who can easily download learning materials, send assignments, and even discuss how to do assignments without having to leave the house," |
Submission |
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Father: "Is that HP so important to you, kid?" |
Offer |
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Rani:"Yeah, yeah. Moreover, teachers often assign us to send assignments to facebook groups or upload assignments on blogs. If Rani has a cellphone, it's good. You can have a discussion with your friends and you can access the internet through your cellphone.” |
Submission |
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Father: "Hm... Dad will buy a cellphone for Rani, as long as ..."
Rani:"From what, Dad?" asked Rani impatiently.
Father: "As long as Rani studies hard and promises to use the cellphone for positive things."
Rani:"Rani promise, Yah. Thank you, Father." |
Agreement |
Analysis of the Factors Causing the Success of New HP Negotiations
Factors causing success are ascertained by looking for persuasive sentences or expressions that have strong positive reasons for the party being asked or proposed.
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Factors Causing Successful Negotiations |
Quotation Proof |
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The reasons given are able to convince the father that the child's wishes are beneficial. |
Rani: "Not only that, Yah ... Rani is jealous of Rani's friends who can easily download learning materials, send assignments, and even discuss how to do assignments without having to leave the house," |
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Do not force the other party. My father initially refused but citing a lack of money indicating that he would buy it when the money was available, as well as providing an alternative solution; House phone. |
Father: “Father doesn't have enough money to buy HP, Ran. After all, there is already a landline, " |
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Participants' willingness to compromise, accept differences of opinion. |
Father: "As long as Rani studies hard and promises to use the cellphone for positive things." Rani: “Rani promise, Yah. Thank you, Father." |
Analyze (Identify) Persuasive Sentences in New HP Negotiation Texts
Persuasive sentences can be seen by sorting out the arguments (as exposition text) who have various reasons to accompany them.
"Father doesn't have enough money to buy HP yet, Ran. After all, you already have a landline." My father implied that he would buy a new cell phone when he had enough money.
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Persuasive Sentences |
Implied Meaning |
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But, well… all of Rani's friends have HP. They can easily call their parents when forced to come home late. |
Actually, Rani only wants a cellphone, because contacting her parents when she comes home late can be done with other options such as asking friends or the school for help. |
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"Yeah, yeah. Moreover, teachers often assign us to send assignments to facebook groups or upload assignments on blogs. If Rani has a cellphone, it's good. You can have a discussion with your friends and you can access the internet through your cellphone.” |
By having a cellphone, Rani indirectly promises that she will study hard. So in the end his father wanted to confirm about this implicit promise. |
Example of Negotiation Text
More examples of negotiation texts on various topics can be seen in the articles below:
Example of Negotiation Text and Its Structure (Various Topics)
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