Task 3. Match the two parts of these extracts containing expressions from the information opposite.

 

Unit 4. Negotiations.
Task 1. Read the text and fill in the gaps with the following verbs.,

 

Negotiations 1 can be called as a way of resolving disputes. It is considered as 2 being, synonymous to settlement, agreement, collaboration and bargaining. It 3 Takes,place almost in all spheres of life -be it is business, personal circumstances (married life, parenting, etc.), legal procedures, government matters, etc. Negotiation 4 can be defined. as a channel of communication intended to reconcile differences between parties and to settle conflict jointly. The parties 5 aim at achieving a win-win position.
Business Negotiations requires a lot of homework, such as asking what is the need of negotiation, who all 6 are involved , what are their view points, what are your aims, what is expected from negotiation, etc.
Negotiation 7 involves,minimum of two parties. The aim of negotiation 8 is understood by both parties. The parties 9 are willing to arrive at a mutually agreeable outcome. The outcome 10 is acceptable to both parties.
There are certain do’s and don’ts in case of negotiations:
• Do not 11 discuss too many issues, emphasize on the prior issues.
• Be honest and straightforward. Don’t 12 get carried away by rumours.
• Never give deadlines, it 13 might lead to delays in deals.
• Keep away personal differences. Just 14 focus your arguments on facts.
• Keep on 15 giving recaps during the negotiation process.
• Avoid 16 being rigid,  Listen to the other parties view point if valid.
• Give testimonials for your argument. 17 ……. your argument with facts.
• Don’t make demands which can’t 18 be accepted at all.
• Don’t let emotions 19 overwhelm you.
• Be optimistic. Don’t 20 fear. losing. There are opportunities in other transactions also.

Types of negotiation
If people negotiate (with each other), they talk in order to reach an agreement which is to their mutual advantage – good for them both. Examples of these situations in business are:
a customer–supplier negotiations
f contract disputes

Task 2. Match these headlines (1–7) with the situations (a–g) in the text opposite.
1. CAR WORKERS IN TWO-YEAR PAY DEAL TALKS WITH FORD b wage negotiations
2. FRANCE BANS US FILMS FOLLOWING TALKS BREAKDOWN e Negotiations also take place to settle disputes – decide arguments.
3. WORLD TRADE ORGANIZATION MEMBERS IN WIDE-RANGING DISCUSSIONS h trade disputes
4. EMPLOYERS REFUSE TO NEGOTIATE WITH STRIKING MINERS g labour disputes
5. AIRLINES ATTACK AIRBUS FOR LATE AIRCRAFT DELIVERIES d trade negotiations
6. PHARMACEUTICALS GIANTS SAY THAT COMBINING WOULD BE “TO THEIR MUTUAL ADVANTAGE” c merger or takeover negotiations
7. EDUCATION MINISTRY AND HP IN “COMPUTER ON EVERY DESK” TALKS
Word combinations with ‘negotiations’ а
Intense/Intensive negotiations are very difficult and tiring, with a lot being discussed.
Delicate/Tense negotiations are very difficult and could easily fail.
Eleventh-hour/Last-minute negotiations take place very late in relation to the time that an agreement is necessary.
Protracted negotiations take a very long time.