Find the words in the text for the following transcription (the number of the paragraph is given in the brackets). Practice the pronunciation.

Translate the words and their derivatives.

to adjust–to readjust–adjustment–adjustable

to negotiate–negotiation–negotiator–negotiable

to bargain–bargainer–bargaining

to cooperate–cooperation–cooperatively–cooperative–cooperator

to depend–dependable–dependent–interdependent–interde­pendence

to dispute–disputant–disputation–disputable

concession–concessive

Match up the words on the left with their definitions on the right.

1) disputant	a) someone who offers opposition;
2) bottom line	b) maintain opinion stubbornly to stick to an established position, e.g. in an argument, and fight stubbornly to maintain it;
3) mediocre	c) a person who disputes; who is good at or enjoys controversy;
4) adjustment	d) poor to middling in quality;
5) to foster	e) the last line in an audit; the line that shows profit or loss;
6) adversary	f) the act of making something different;
7) to dig in	g) help develop, help grow;

 

Find the synonyms to the words from list A in list B.

A: A: to comply (with), bottom line, mediocre, to make threats, adversary, to foster, to reject, to interlock, to break off, to concede, negotiating

B: B: middling, to promote, to link, bargaining, to give in, to in­timidate, to refuse, to stop, challenger, to give up, out­come

Read and translate the sentences paying attention to the meanings of «yield.»

1) This farm yields enough fruit to meet all our needs.

2) A trust fund yields ten percent interest annually.

3) That investment will yield a handsome return.

4) They yielded the fort to the enemy.

5) He yielded himself to temptation.

6) He yields the floor to the senator from Ohio.

7) The play yielded only one good laugh.

8) Don't yield to their outrageous demands.

9) He was unwilling to yield his rights.

10) The sea yielded up its treasures.

11) He yielded the point.

6. Find in the text the English for:

умение вести переговоры; получить больше; прекратить общение; выполнить самостоятельно; или с победителями и побежденными или беспроигрышный; конфронтационный подход; подход, основанный на принципах сотрудничества и поддержки; созидание стоимости; «увеличить пирог»; притязание стоимости; заявить права на стоимость; мешать сотрудничеству; следовать нормам честного поведения, основанного на принципах сотрудничества и поддержки; избегать столкновение интересов; они неуступчивы и бессердечны к людям; пытаться выиграть по всем позициям; отказываться от принципа оказания давления

Match up the following half-sentences.

1) Negotiation is	a) the chance of one side attaining its goal is increased by the other side's attaining its goal.
2) Win-win interdependence is one	b) the chance of one side attaining its' goal is decreased by the other's success.
3) Win-lose interdependence is one	c) a discussion between two or more disputants who are trying to work out a solution to their problem.
4) «Creating» value means	d) «dividing up the pie.»
5) «Claiming» value means	e) «enlarging the pie.»
6) Positively interdependent goals are tied together in a such a way that	f) when the disputants attempt to force the other side to comply with their demands, to modify the opposing position and move toward compromise.
7) Negatively interdependent goals are tied together in a such a way that	g) when the disputants invent a so­lution that meets the objectives of all sides.

Answer the questions.

1) Why do negotiations take place?

2) What is one of the key causes of the changes that occur dur­ing negotiations? Why?

3) What are approaches to negotiation divided into?

4) What is cooperative/competitive approach characterized by?

5) What is a tension between cooperation and competition in negotiation?

6) How are negotiation styles classified as?

7) What are the features of soft/hard/principled negotiators?