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I. Listen to extracts from two different negotiations and tick off the expressions above as you hear them. Which two are not used?
II. Listen again and complete the following notes.
I.Use the following words to complete each expression.
aOriginally, he agreed to work with us, but now he has changed his__________________.
bShe said she would come, but now she’s having second__________________s.
cThe boss always has the final__________________ in purchases over 1500.
dI’ve giventhe matter a lot of__________________.
eEveryone in the department backed the__________________ to abandon the project.
fThere are several factors to take into__________________.
gThere are several things that we should bear in__________________.
hThey haven’t addressed the problem at all: they’ve completely dodged the__________________.
iI’m in two__________________sabout whether to accept their proposal or not.
jTime was short. We had to make a snap__________________.
II. These are some tips from negotiation experts. Fill in the gaps.
1. you should…more than you…(speak/ listen)
2. Remember: never… but always…(ask questions/ interrupt)
3. He who talks figures… will finish… (first/ last)
4. Being… is a powerful tool. Being…is only destructive (assertive/ aggressive)
5. Sellers should ask for… than they expect to receive, and buyers should offer… than they are prepared to pay.(more/ less)
Read the text. Try to understand the key points. Give each extract a headline.
- Barriers To Successful Negotiation
- Not Trying To Understand The Other Person
- Becoming Emotional
- Trying To Win At All Costs
- Overview of the Negotiation Process
- Blaming The Other Person
Basic Negotiating Tips
(A) Negotiating is the process by which two or more parties with different needs and goals work to find a mutually acceptable solution to an issue. Because negotiating is an inter-personal process, each negotiating situation is different, and influenced by each party's skills, attitudes and style. We often look at negotiating as unpleasant, because it implies conflict, but negotiating need not be characterized by bad feelings, or angry behaviour. Understanding more about the negotiation process allows us to manage our negotiations with confidence increases the chance that the outcomes will be positive for both parties.
(B) Negotiation need not be confrontational. In fact effective negotiation is characterized by the parties working together to find a solution, rather than each party trying to WIN the contest of wills. Keep in mind that the attitude that you take in negotiation (eg. hostile, cooperative) will set the tone for the interaction. If you are confrontational, you will have a fight on your hands.
(C) If you "win" there must be a loser, and that can create more difficulty down the road. The best perspective in negotiation is to try to find a solution where both parties "win". Try not to view negotiation as a contest that must be won.
(D) It's normal to become emotional during negotiation that is important. However, as we get more emotional, we are less able to channel our negotiating behaviour in constructive ways. It is important to maintain control.
(E) Since we are trying to find a solution acceptable to both parties, we need to understand the other person's needs, and wants with respect to the issue. If we don't know what the person needs or wants, we will be unable to negotiate properly. Often, when we take the time to find out about the other person, we discover that there is no significant disagreement.
(F) In any conflict or negotiation, each party contributes, for better or worse. If you blame the other person for the difficulty you will create an angry situation. If you take responsibility for the problem, you will create a spirit of cooperation.
(G) Negotiating is a complex process but one worth mastering. If you keep in mind that you are responsible for the success or failure of negotiation, and if you follow the tips above, you will find the process easier.
I. Find the equivalents of the following words and phrases in the text:
процесс переговоров, стороны, задачи и цели, межличностный процесс, ситуация переговоров, подразумевать конфликт, конфронтационный, найти решение, установить тон взаимодействия, соревнование, в котором надо победить, эмоциональный, враждебный, дух сотрудничества, сохранить контроль, значительное разногласие, обвинять, трудности, агрессивная ситуация.
II. Classify these expressions according to two groups:
a) actions and stages of the process
b) negotiators’ behaviour
III. Use the expressions from 1 to make your own words and phrases
Together with your partner, make up a dialogue. One of you is going to negotiate on one important issue and doesn’t know how to behave. The other one gives him / her some advise. Present your dialogue to the class.
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