Choose the best word to fill each gap from the alternatives given below. Put a circle around the letter. А, В or C, of the word you choose.

’In a successful negotiation, no one should feel that they have lost. You should reach a win- (1)... solution. After one side makes a proposal, the other should make a (2) … offer. If both sides make (3) … you can work towards a compromise. By making a goodwill (4) … you may get something from the other side. It is this (5) … -trading that moves the negotiations along. If you are not prepared to make a (6) … -off, there is a chance that the talks will break down.’

 

 

1. A lose 2.A counter 3.A priorities 4.A gesture 5. A bull 6.A business

В draw В condition В objectives В mannerism В horse В work

С win С consensus С concessions С etiquette С bear С trade

 

Complete each sentence by writing in the gap a word formed from the verb given in brackets ().

a) We’ll go back and think about your………………. (propose)

b) If you take more than 1, 000, we will consider…………..you a discount. (give)

c) ………… that this contract works out, we might offer you more work. (provide)

d) ………… that you provide good service, we may agree to buy more cars. (suppose)

e) If you can finish the project by the end of the year, we could……………..a bonus. (offer)

f) Good negotiators keep…………….until they know what the other side really wants. (probe)

 

Negotiations: difficulties

Match each sentence beginning (1-6) with the correct ending. Write the letter (a-g) of the ending you choose in the box below. There is one extra ending that you don’t have to use.

	They threatened to sack us all but
	Things are looking much better now
	There is no point talking about it because
	We tried to stick to our demands but
	I’m afraid that the atmosphere was
	We’ve looked at all the figures and

a	confrontational right from the start.
b	S240 is our final offer.
c	in the end we had to back down.
d	we called their bluff and we’re still in work.
e	have to be willing to compromise.
f	our demand for 4% is non-negotiable.
g	that we have found some common ground.

 

1………

2………

3………

4………

5………

6……

 

 

The statements below are about difficult negotiations. Write one word in the gap to complete each statement.

a) ‘Having the public behind us gives us a lot of bargaining p…………...’

b) ‘The employers are negotiating from a position of s……………because unemployment is high.’

c) ‘They are making us negotiate under d…………….. They are forcing us to accept their offer.’

d) ‘I’m pleased to tell you that the company has…………… down and accepted our demands.’

e) ‘The union has issued an u…………..; agree to everything or the workers strike.’

f) ‘We’ve made progress and there are only a few minor s………….. points to resolve.’

 

Clues 1-5 are about negotiating. Find the word that means the same as the clue. The first two or three letters of the answers are given.

b	l
o	b
m	o	d
c	o	m
r	e

a) Threaten to do something that you don’t intend to do

b) Something that stands in the way of a solution

c) Reduce your demands

d) Make a trade-off to get something from the other side

e) Think about your position again

Reaching agreement

Choose the best word to fill each gap from the alternatives given below. Put a circle around the letter, А, В or C, of the word you choose.

There was bad news for the government today when negotiations between employers and the train drivers’ union broke (1)…………... A spokesperson for the union said that there was (2)………. ‘The train owners are not prepared to compromise and so there is (3)………..’ Barbara French of Northern Rail agreed that there were irreconcilable (4)…………and that the negotiators had reached an (5) ………….... The union has proposed that a (6)………….should be appointed to try to bring the two sides closer together. But (7)…………has been rejected by the employers, who wish to go straight to (8)…………. This is unacceptable to the union which fears that an imposed (9)………….. would not satisfy its members. This dispute is clearly far from (10)……………....

 

1. A out 2A deadlock 3A checkmate 4. A sides 5. A impasse	В in B dreadlock B stagnate B differences B impassable	C down C padlock C stalemate C bargains C impress
6.A negotiator 7.A discussion 8.A arbitration 9.A condition 10.A answering	B director B mediation B arbitrate B settlement B finalize	C mediator C confrontation C arbitrator C decision C resolution

 

Choose the best word from the brackets ( ) to fill the gap in each sentence.

a) I am very close to … a deal with a key client. (gripping/clinching/holding)

b) We have a … contract with a new client in Singapore. (voice/speaking/verbal)

c) She certainly drives a … bargain, but we’re happy with the result. (hard/long/easy)

d) My … contract says that I should get five weeks’ holiday. (employment/position/situation)

e) This is a legally … contract so you can’t get out of it. (fixing/holding/binding)

f) The only … issue is the date of delivery. (waiting/outstanding/lasting)

g) Can you draw … a contract based on those points? (out/up/in)

h) We’ve read your written … and we think we can do business. (proposal/suggest/question)

In each of the numbered sentences (1-5) there is one word which is wrong. Circle the mistake and write the correct word at the end of the line.

Well, I think we are close tо a deal.

1) Let me just step over the main points that we’ve agreed...............

2) At price, we said $2 a unit for the first 10, 000 units...............

3) As far as delivery is considered, we agreed the end of May.............

4) There’s still the answer of storage to settle but that can wait.............

5) OK. I think that closes just about everything. ……….

 

PROJECT WORK and ROLE PLAY

 

 

Bidding and bargaining

1. Match the functions 1-7 with the phrases a-j below and use them in the following situations. Divide into two groups and dramatize mock negotiations.

 

A. Objective: Make proposals and counter-proposals

Medea is a well-known pop star who recently hit the headline news when it became known that she was ‘very friendly’ with a royal prince. The relationship has now ended, but she wants to publish a book telling her story. Her agent is in negotiation with a publisher to sign a contract for the book. You are going to play the roles of Medea’s agent and the publisher’s representative and try to reach agreement about the advance. (Use Appendix VII).

You may want to use some of the following language.

What do you have in mind?

I’d like to propose...

I think you can do better than that.

We have to take into consideration...

In that case, we could...

No way! That’s out of the question’.

That sounds fine. You’ve got a deal’.

 

1. Stating needs

2. Responding positively

3. Responding negatively

4. Responding without commitment

5. Giving justification

6. Generating options

7. Bargaining (conditional offers)

 

a) It’s important for us to have 24-hour service because we work through the night.

b) Here’s another idea. We could put a penalty clause in the contract in case of delays.

c) We’ll increase our offer if you can guarantee delivery by the end of January.

d) I see what you mean. But how would that work?

e) We really need delivery by the 14th.

f) We could agree to that if you paid us 50 per cent up front.

g) We will have to raise our price if you insist on early delivery.

h) I’m afraid that could be a problem.

i) What if we included service in the price? Would that help?

j) We have no problem with that.

 

Student A: Medea’s agent Use this information to negotiate the advance. Other pop stars have received advances of $1 million for similar publications recently. Medea wants at least $1 million. You have agreed with her that you will take no commission if the advance is less than this.   You will receive 40 per cent in commission on any amount above $1 million.   You want a quick deal while Medea is in the news: the public has a short memory!   Write down the size of the advance you hope to agree: $_______.   Don’t tell your partner until the Analysis.

Student B: Medea’s agent Use this information to negotiate the advance. Other pop stars have received advances of $1 million for similar publications recently.   Your publishing house has lost two deals recently because the advance you offered was too low. Both books became bestsellers.   You really don’t want to lose this deal: you could lose your job as well this time.   Your bosses have said that you can offer as much as $3 million but they don’t want to spend more than is absolutely necessary. The more you save on the advance, the bigger your bonus will be.   You want a quick deal while Medea is in the news: the public has a short memory!   Write down the size of the advance you hope to agree: $.   Don’t tell your partner until the Analysis.

Answer the following questions:

a) What amount did you agree?

b) Compare your deal with other pairs - who got the best deal?

c) Who made the first proposal? Was it accepted quickly?

d) What did you find out about the other person’s position?

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