I. Listen to the 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.

Mammoth Construction plc Schumann Tender Our original bid: 7.8 m. euros Client counter offer:______ euros Project to be completed within__________ Plant to be operational by ___________ Our revised bid: ____________euros in advance ____________euros mid-contract ____________euros on copletion TOTAL:____________euros Schedule overrun penalty: ______________euros per week

Smart move plc The Communication skills specialist Telesales training 2-day seminar   no. seminars______over_______-month period no. trainers ________ to be approved max no. participants per seminar__________   Full fee: ______ pounds Discount:_______pounds   Final fee: _______pounds _________% non-refundable deposit = _______ poundes

Lexical Exercises

I. Use the following words to complete each expression.

issue say mind thought decision consideration

a Originally, he agreed to work with us, but now he has changed his __________________.

b She said she would come, but now she’s having second __________________ s.

c The boss always has the final __________________ in purchases over 1500.

d I’ve given the matter a lot of __________________.

e Everyone in the department backed the __________________ to abandon the project.

f There are several factors to take into __________________.

g There are several things that we should bear in __________________.

h They haven’t addressed the problem at all: they’ve completely dodged the _______________.

i I’ m in two __________________ s about whether to accept their proposal or not.

j Time 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)

Reading

Read the text. Try to understand the key points. Give each extract a headline.

· Barriers To Successful Negotiation

· Conclusion

· 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.

From http://work911.com/articles/negotiate.htm

Reading Comprehension

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