For each contribution, respond appropriately.

Repeat the exercise until everyone in the group has been in the hot seat.

Give the end of a presentation on a topic of your choice. Include either a summary or a conclusion and move to questions and/or discussion.

LECTURE VII: NEGOTIATIONS, NEGOTIATING STAGES

TOPICAL WORDS

direct negotiations negotiations are under way marathon/round-the-clock negotiations negotiations for smth. to break off negotiations to conduct / carry negotiations to enter into negotiations diplomatic negotiations fruitless negotiation high-level negotiations/top-level negotiations peace negotiations successful negotiations negotiations for the sale confirm a treaty, ratify a treaty   counter-offer

прямые переговоры ведутся переговоры длительные переговоры   переговоры о чём-л. прекращать переговоры вести переговоры вступать в переговоры дипломатические переговоры бесплодные переговоры переговоры на высшем уровне   мирные переговоры успешные переговоры переговоры о продаже ратифицировать, утверждать договор встречное предложение

 

PLAN:

What is Negotiating?

Negotiating/Communicating when English is not your first language

Cross-Cultural negotiations: avoiding the pitfalls

Phases of Negotiation

What does it take to become effective negotiators

How to enhance your style

Negotiation Types

‘In business, you don’t get what you deserve, you get what you negotiate.’

By Chester L. Karrass

(Chairman of Karrass, the largest negotiating training organization in the world)

What is Negotiating?

Tom Peters, the American management guru, says the key attributes of the successful negotiator are the willingness to take risks, the ability to think under stress, stamina and patience!

In his book Training for the Cross Cultural Mind (SIETAR 1981), Pierre Casse lists three key skills for the international negotiator.

• You should be able to see the world as others see it.

• You should be able to deal with ambiguous situations.

• And you should be able to express yourself so that everyone can understand.

This last is a key skill for second-language speakers.

Negotiation is often regarded as something rather complicated and specialized. People tend to forget that in many areas of business, negotiation takes place even though it may not be on a formal basis. In fact, we all negotiate regularly in our daily life with members of our family and with friends and colleagues at work.

The art of negotiating involves finding a balance between achieving the best possible result and establishing a mutually beneficial working relationship with your counterparts. Negotiating involves two or more individuals or groups of people communicating with each other, hoping to reach agreement about something.

• negotiate — to reach an agreement by discussing something in a formal way.

• negotiator — a person, often representing a particular group or company, involved in discussions that all to reach an agreement on a matter of mutual interest.

• negotiable — subject, problem, situation, condition, etc. that can be changed or resolved by discussion; that can be exchanged for goods, money, etc.; transferrable by one person to another

One of the most important skills anyone can hold in daily life is the ability to negotiate. Without the ability to negotiate, people break off relationships, quit jobs, or deliberately avoid conflict and uncomfortable situations.

In general terms, a negotiation is a resolution of conflict. Even before we accept our first jobs, or begin our careers, we all learn how to negotiate. Negotiation occurs in business, non-profit organizations, and government branches, legal proceedings, among nations and in personal situations such as marriage, divorce, parenting, and everyday life.

Professional negotiators are often specialized, such as union negotiators, leverage buyout negotiators, peace negotiators, hostage negotiators, or may work under other titles, such as diplomats, legislators or brokers.

Some people are naturally stronger negotiators, and are capable of getting their needs met more easily than others [20].

 

 

2. Negotiating/Communicating when English is
not your first language

Using Your Language Abilities Foreign language negotiations are seldom easy and the English language is often a source of anxiety for those whose first language is not English. Even those who speak English fluently are sensitive when under pressure to fully understand what is being said. You can only get what you want when you understand the other side and they understand you. This course will allow you to use all of your language abilities.

Negotiating calls for a highly complex set of knowledge and skills. The successful negotiator brings to the table an understanding of the field(s) immediately involved, such as drafting international agreements, labor disputes, divorce settlements, contractual agreements, and so on.

Learn the Strategies for Successful Negotiations In addition to bringing a firm grasp of the subject under discussion, a negotiator should know and be able to utilize planning skills along with strategies and tactics necessary for an exchange of ideas resulting in a settlement which best meets the needs of all concerned. However, there is an area of expertise, sometimes overlooked, which can thwart all the preliminary knowledge and work. For in the final analysis, success is dependent on the effective communication of the negotiator; one’s language, both verbal and non-verbal is the determiner of the outcome.

As it is, in this age of increasing global interaction among people in every sphere of life, the necessity for communicating clearly is difficult because of language barriers. And so, the urgent need for understanding and agreement on every conceivable subject, activity and level of human experience serves to underscore the importance of language as the key to effective communication.

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1. Respond to the following situations either in a short story, using a dialogue and a description, or in an essay form.