Syn to make/to do (Br) a deal

 

5. A concession (n) – уступка

To make concessions - идти на уступки

Syn. to grant concessions

 

6. Expansion (n) - расширение, рост, подъём

e.g. A period of rapid economic expansion

To expand (v) – развиваться, расти, увеличиваться

e.g. Trade between developing countries is beginning to expand

Syn to increase

e.g. We expand wine-drilling to increase in Britain and the USA over the next few years

 

7. To explore (v) – изучать, исследовать

To explore a problem – изучать проблему

To explore the economic conditions of the period – изучать экономические условия периода.

To explore the possibilities of reaching an agreement – изучать возможность заключения соглашения.

Exploration (n) - исследование, изучение

Cosmic exploration – исследование космоса

Oil exploration – изучение месторождений нефти

To carry out exploration – проводить изучение, исследование

e.g. Extensive exploration was carried out using the latest drilling technology

An explorer (n) – исследователь, путешественник (по исследовательским местам)

 

8. Facilities – средства, устройства, оборудование

Athletic спортивные сооружения

Bathing facilities оборудование пляжа

Lighting осветительные устройства

 

e.g. Hospitals, schools and other major community facilities

The toilets and other communal facilities were in a shocking state.

 

9. Frustrated (adj) – разочарованный, расстроенный и неудовлетворенный

e.g. Tim feels really frustrated because, despite his qualifications, he can’t get a job.

Syn. annoyed

 

10. To give up (v) – оставить, покинуть (родину); отказаться (от работы, предложения, участия в соревновании и т.п.)

To give up studying because of poor health – бросить учёбу из-за слабого здоровья;

to give up the thought – отказаться от мысли;

to give up the attempt – прекратить все попытки

 

11. To involve (v) – вовлекать, втягивать, вмешивать (кого-л. во что-л.)

To involve smb in trouble – втянуть кого-либо в неприятности

To involve smb in a crime – вовлечь кого-либо в преступление

To involve a nation in war – вовлечь страну в войну

To be involved in smth – быть втянутым во что-либо

e.g. It was a big scandal. A lot of politicians were involved.

Syn. to take part

e.g. I’d love to take part in the race.

Syn. to participate

e.g. The companies participating in the training have each agreed to provide employment to for successful trainees.

 

12. An issue (n) – вопрос, проблема

Major international issues – важные международные вопросы

Syn. a question

a subject

e.g. the school of medicine is holding a series of 12 weekly lectures. Subjects to be covered include stress, exercise and nutrition

To raise an issue – поднять вопрос

To decide/settle an issue – урегулировать, решить проблему

On the issue of… – по вопросу………

e.g. She spoke on the issue of private health care

 

13. Management (n) – управление, заведование

The management of state affairs - управление государственными делами

Conflict management – урегулирование конфликтной ситуации

To manage (v) – управлять, руководить

To manage a company – управлять фирмой

Syn. to run

To run a hotel – управлять отелем

 

14. To negotiate with smb for (about) smth – вести переговоры с кем-либо о чём-либо.

e.g. There is no sense in negotiating with him for a pay rise.

To negotiate smth – обсуждать что-либо

e.g. Foreign ministers are meeting at talks in Geneva to negotiate a treaty banning all chemical weapons.

Negotiation (n) – переговорный процесс.

e.g. Problems at work are more likely to be solved by tactful negotiation than by confrontation.

Negotiations (n pl) – переговоры, обсуждение условий

e.g. The present peace negotiations are going very well.

To conduct/carry on/hold negotiations – вести переговоры

To conclude negotiations – завершить переговоры

To enter into negotiations with smb for smth – вступить в переговоры с кем-либо о чём-либо

To wrap up negotiations – завершить переговоры

This proposal is under negotiations – это предложение служит предметом переговоров

A negotiator (n) – лицо, ведущее переговоры, член делегации

A chief negotiator – глава делегации

Negotiable (adj) – договорной, могущий быть предметом переговоров, уступок

At a negotiable price – по договорной цене

e.g. An offer, price, agreement that is negotiable can be discussed and changed before being agreed on.

 

15. An objective (n) – цель, задача

e.g. One of the objectives behind our current advertising campaign is to in crease sales overseas.

To achieve/ to attain/ to meet an objective – достичь цели

e.g. this company is continually failing to achieve its objectives

Syn. a target

e.g. our target is the release of all political prisoners.

16. An option (n) – предмет выбора

e.g. Spanish is one of the options

Syn. a choice

e.g. Caravan, hotel, camping, youth hostel the choice is endless.

 

17. Persuasion (n) – убеждение, убедительность

The art of persuasion - искусство убеждения

By force or persuasion – силой или убеждением

e.g. We had to use persuasion to get her to agree.

To persuade smb of smth (v) – склонять, уговаривать, убеждать кого-либо в чём-либо

e.g. He persuaded me of the truth of his statement – он убедил меня в справедливости своих слов

He persuaded me that it was true

Syn. to get smb to do smth (a in informal) expression

e.g. In the end I got them to agree to my plan.

Syn. to talk smb into smth/doing smth

e.g. He is trying to get people to invest in his business, but don’t let him talk you into it.

 

18. Piecemeal (adv) = by piecemeal – по частям, постепенно

To learn smth (by) piecemeal – изучать что-либо урывками, нерегулярно

e.g. This work will be done piecemeal

 

19. recapture (n) – взятие обратно, захват вновь

e.g. Recapture of profits – выход на прежний уровень доходов

To recapture (v) – взять обратно, снова захватить

e.g. The prisoners were recaptured after a few hours after their escape

 

20. Regardless of smth (phr. prep.) – независимо от чего-либо, не считаясь с чем-л., не принимая во внимание что-л.

Regardless of the future – не думая о будущем

Regardless of the expenses – не считаясь с расходами

Regardless of our mistakes – невзирая на ошибки

Regardless of whether we want it or not – независимо от нашего желания

Syn. irrespective of smth

 

21. To secure (v) – обеспечить, гарантировать что-л.

To secure the liberty of smb – гарантировать кому-л. свободу

To secure a treaty – добиться заключения договора;

To secure an order – получить заказ

To secure a good bargain – заключить удачную сделку

 

22. (a) Sequence (n) – последовательность, ряд, порядок следования

Chronological (natural) sequence – хронологическая, (естественная) последовательность

Sequence of the seasons – смена времён года

There is little sequence in his argument – в его аргументах не хватает последовательности

His story lacks sequence – его рассказ бессвязан

Syn. order

 

23. To solve (v) – решать, разрешать

To solve a problem – решить проблему

To solve a riddle – разгадать загадку

Syn. to work out

A solution to smth (n) – решение чего-либо

e.g. It was a difficult equation, but it took her only 5 minutes to work out the solution

To come to a solution; to arrive at a solution - прийти к решению, принять решение

 

24. To tend to do smth (v) – иметь тенденцию, склонность делать что-либо

e.g. He tends to arrive late, so don’t worry

Syn. to have a tendency to do smth

e.g. Divorced people have a tendency to live with new partners rather than marry again

 

25. A venture (n) – рискованное предприятие, коммерческое предприятие

e.g. He failed in all his ventures – все его начинания потерпели неудачу

A joint venture – совместное предприятие двух и более фирм

 

26. Worth (adj) – стоящий, заслуживающий, имеющий значение

To be worth doing smth – иметь смысл сделать что-либо

e.g. This book is really worth reading if you are going to take the English exam. – Эту книгу действительно стоит прочитать, если вы собираетесь сдавать экзамен по английскому языку.

I. Comprehension check

Practice 1

Answer the following questions:

1. What does negotiation mean?

2. When is negotiation used?

3. What examples of negotiations conducted between countries do you know?

4. What are the main stages of the negotiation process?

5. What activities are involved in the planning of the negotiation process?

6. What is the role of interpersonal relationship building in the negotiation process?

7. Can you call exchanging task-related information the most important step of negotiation; if not, why, why not?

8. What does the success of the persuasion step depend on?

9. In which way does the general approach to finalizing the agreement differ with the Americans on the one hand and the Asians and Russians on the other hand?

10. What is a crucial key to effective negotiation?

 

Practice 2

Complete the following sentences using the required information from the above text.

1. Negotiation is used not only to arrive at a solution but also to….

2. These are several basic steps in the negotiation process such as….

3. After identifying the objectives, the negotiators would like to attain they….

4. Giving little attention to the phase of interpersonal relationship building Americans forget that….

5. At the exchanging task-related information phase, the participants are trying to find out what….

6. Persuasion is a very important stage of negotiations because….

7. The phase of agreement can be carried out….

 

 

Practice 3

Arrange the main stages of the negotiation process in the correct order

· Exchanging task-related information

· Agreement

· Planning

· Interpersonal relationship building

· Persuasion

 

Practice 4

Explain in English (in Russian) what the following words mean.

1. recapture

2. an objective

3. economic expansion

4. facilities

5. a joint venture

6. management

7. frustration

8. negotiation

 

II. Language work

Practice 5

Find in the text English equivalents for the following word combinations:

Подход к урегулированию конфликтной ситуации, создавать совместные предприятия, развитие технической базы, выход на прежний уровень доходов, проводить переговоры на международном уровне, управлять переговорным процессом, исследовать возможные варианты достижения поставленных целей, определить последовательность обсуждения проблем, незамедлительно приступить к делу, строительство межличностных отношений, ключ к переговорному процессу, определить позицию по ключевым проблемам, определить область совпадений и различий, выработать окончательное соглашение.

 

 

Practice 6

Match the words (1-8) with their definitions in the bubbles (a-j)

1. to bargain with smb., 2. negotiable, 3. to give up smth.,

4. negotiations, 5. a purpose, 6. to be involved, 7. to manage, 8. to arrange, 9. a concession, 10. a venture.

 

 

 

Practice 7

Think of suitable words for the following definitions.

1. to discuss something in order to reach an agreement, especially in business;

2. to succeed in getting something that you have been aiming at or wanting, especially for a long period of time;

3. one of the range of things, especially a course of action, that you can choose to do in a particular situation

4. a subject or problem that is often discussed or argued about, especially a social or political matter that affects or interests a lot of people

5. a series of events, actions which have a fixed order

6. a little angry and impatient because of an unpleasant or difficult situation that you feel unable to change or control

7. the correct answer to a problem which you have to think about very carefully

8. good enough to be able to be used for a particular purpose

9. to make smb decide to do smth especially by telling them reasons why you think they should do it

10. buildings, services, equipment

 

Practice 8

Suggest the English for:

1. прийти к решению,

2. решение, приемлемое для всех сторон,

3. идти на уступки,

4. невзирая на проблемы,

5. определить и достичь цели,

6. заключить сделку,

7. исследовать проблему,

8. проводить исследование,

9. участвовать в переговорном процессе,

10. поднять вопрос,

11. добиваться заключения соглашения.

Practice 9

Which of these worlds are used together? Tick the correct boxes.

 

	An argument	A bargain	objective	problem
To make
To negotiate
To attain
To explore
To solve

 

Practice 10

Translate the following sentences into Russian.

1. I managed to get him to lend me the money, but I had to use all my powers to persuasion.

2. Under the previous administration rich landowners were given generous tax concessions.

3. The locals were used to bargaining with each other and it was difficult for me to get a good price.

4. The contract is for a period of 6 months and is not negotiable.

5. The school has gained improved exam result by involing parents in the education of their children.

6. Pensioners and disabled people get special concessions on buses and trains.

7. He is planning to risk everything to get his next venture off the ground.

8. If we work closely with other countries, we can attain the goal of a good life and a secure world.

9. The main objective for units should still be to safeguard the wages and conditions of their members.

10. The minister said that there were few available options but didn’t say which one the Government Favoured.

11. I advised the President that he must choose a few key issues on which to concentrate.

12. Anybody involved in the protest soon received a visit from the secret police – many just disappeared.

13. Foot shortages in the capital have led to frustrated shoppers smashing store windows.

14. We had a lot of applications for the job but only a few of them were acceptable.

15. She is very charming and skilled in the art of persuasion.

Practice 11

Complete the following sentences using necessary prepositions

1. The solution …. this weeks puzzle will be published …. next week’s magazine.

2. It’s alright, I don’t need a calculator, I can work it … … my head.

3. You should take extra care …. you dict, or better still, give … smoking.

4. Alan will take you … a hotel and arrange … your accommodation there.

5. As a charity, we provide food and shelter … people …need regardless … the reasons … their need.

6. Many famous pop stars were involved … the recording … the song “We are the world”, to raise money … Ethiopia.

7. The despute was settled … a way that was acceptable … both sides.

8. The proposal is … negotiations.

9. What are they negotiating … them …?

10. Your computer will only respond … commands given … the correct sequence.

Practice 12

Insert missing words. Use your active vocabulary.

1. The author’s … in writing this book was to draw attention to the problem of the Maoris in New Zealand.

2. Anyone who wants to … fluency in a foreign language should buy this dictionary.

3. Everyone pays the same rate of tax,… whether they are married or singh.

4. We are prepared to lose money on this …, it’s in our long – term interest.

5. The offer is …, so feel free to suggest changes.

6. It took 2 years of… to end the war.

7. The dance is basically a … of steps repeated over ond over again.

 

Practice 13

Translate the following sentences into English:

1. Его банкротство было результатом нескольких необдуманных коммерческих предприятий.

2. Они заключили сделку, что будут держаться вместе независимо от обстоятельств.

3. Возможно стоит дать объявление в местную газету.

4. После переговоров, продолжавшихся почти весь день, нам удалось достичь удовлетворительного соглашения.

5. Он попробовал начать собственное дело, он бросил его в 1980 году, когда понял, что был близок к финансовому краху.

6. Хороший менеджер постарается вовлечь всех в процесс принятия решений.

7. Настоящий профессионал может работать со всяким клиентом, независимо от его возраста, расы и цвета кожи.

8. Организация здравоохранения – важный вопрос в избирательной кампании правительства.

9. Последовательность событий, ведущих к войне, очень интересна с исторической точки зрения.

10. 62 процента людей, страдающих сердечными заболеваниями, участвовали в обследовании.

11. Его можно убедить пересмотреть его решение?

12. Эта работа будет сделана по частям.

13. Ей удается переговорный процесс, она знает как идти на компромисс.

14. Давайте заключим сделку. Я расскажу вам то, что вы хотите знать при условии, что вы никому об этом не расскажите.

15. Оснащение отеля было великолепным: теннисный корт, плавательный бассейн, несколько баров и хороший ресторан.

 

UNIT 2