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II. What is important for successful negotiations? Why?

Reading

Daily life is full of negotiations that can drive you crazy. Over breakfast you get into an argument with your spouse about buying a new car. You think it’s time, but your spouse says: ‘Don’t be ridiculous! You know, we can’t afford it right now’. A morning meeting with your boss. You present him with a carefully prepared proposal for a new project, but he interrupts you after a minute and says: ‘We already tried that and it didn’t work. Next item.’ During your lunch hour you try to return a defective toaster-oven, but the salesperson refuses to refund your money because you don’t have the sales slip: ‘It’s store policy’. In the evening you need to return some phone calls, but the line is tied up by your thirteen-year-old daughter. Exasperated, you ask her to get off the phone. She yells: ‘Why don’t you get me my own phone line? All my friends have them.’ Adapted from Getting Past No by William Ury

William Ury is a co-author of the world’s most famous book on negotiating, Getting to Yes. Read the following extract from his best-selling sequel, Getting Past No. Which of the situations remind you of something that’s happened to you?

Reading Comprehension

I. In order to give the person in the extract above advice, what else would you need to know about each situation? What would you say in response to each of the people in the text? Compare your ideas with a partner.

II. Complete the following sentence in not mare than five words:“A good negotiator ______________________________”

Compare sentences with other people in the class.


Listening

I. Listen to four business people sharing their views on how to negotiate and answer the questions below.

A. Put the following stages in a negotiation into the order Speaker 1 mentions them.

 

have lunch q

agree on a procedure q

bargain q

close q

listen and take notes q

create a rapport q

set out proposals q

agree terms q

celebrate q

make counter-proposals q

B. Speaker 2 refers to the following acronyms. What do they mean?

OP__________________________________________________________________________

TP__________________________________________________________________________

WAP________________________________________________________________________

FBP_________________________________________________________________________

BATNA______________________________________________________________________

c. According to Speaker 3, why doesn’t ‘win-win’ usually work?

_____________________________________________________________________________

D. What five pieces of advice does Speaker 3 offer?

_________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________

E. According to Speaker 4, what’s the worst thing you can do to a negotiator?

_____________________________________________________________________________

What’s the difference between tactics and dirty tricks?

_____________________________________________________________________________

What examples does he mention?

_____________________________________________________________________________

Active Vocabulary

I. Make up the following collocations.

  1. initial
  2. long-term
  3. dirty
  4. one off
deal offer relationship tricks
  1. critical
  2. ‘win-win’
  3. negotiating
  4. last minute
process demand phase negotiation

II. Translate the collocations above into Russian. Explain their meanings. Use them in the sentences of your own.


III. Give your definitions to each word from the box below. Which of them can be used with the following verbs?

decisions problems ideas figures excuses views proposals your colleagues

a. You can address them. You can deal with them. You can foresee them. You can solve them.

b. You can develop them. You can share them. You can come up with them. You can brainstorm them.

c. You can make them. You can consider them. You can put them forward. You can withdraw them.

d. You can look at them. You can go through them. You can quote them. You can round them up.

e. You can make them. You can question them. You can reach them. You can put them off.

f. You can support them. You can attack them. You can back them up. You can chat with them.

g. You can air them. You can share them. You can express them. You can exchange them.

h. You can make them. You can look for them. You can invent them. You can refuse to accept them.

Lesson 4. The language of Negotiations

Warm Up

I. Answer the following questions. Discuss your answers with the rest of the group.

a. Do you think you are a good negotiator? Why or why not?

b. Do you know someone who is a good negotiator? What makes him/her such a good negotiator?

c. Have you ever negotiated for something?

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