2. Explain what the words in bold type in the text mean.

Exercise 6. Fill in the gaps with one word from the box below and learn new terms used in the negotiations theory.

nibble frame concessions interests integrative(х2) anchors distributive collaboratively positions

1. _________________ negotiations are win-lose and are resolved when one party loses and the other party wins.

2. ________________ negotiations are win-win and both parties can get more.

3. The size of the pie gets bigger in _______________________ negotiations.

4. The resources that the parties can split are increased when they work together ____________________ as opposed to competitively.

5. Base figures on which we judge the favorability of something are called ___________. People tend to look for these standards even when they don’t necessarily make sense.

6. People can react very differently to something when the perspective or ____________ of reference changes.

7.___________________ are bids, offers and specific figures.

8. _____________ underlie positions. By understanding your own and the other party’s

_________________, you can focus on meeting them and not get stuck focusing on positions.

9. Big or rapid changes in the size of your bid suggest that you are willing to make further _________________.

10. After the negotiations are settled, one party might try to get one more little ____________________, often called a nibble. A good response to this is to initiate a post-settlement negotiations in which you explore opportunities for both parties to get more out of the deal.

Exercise 7. Read about the models of negotiations below, learn them and match with the situations they correspond to.

Win Win Model : in this model, each and every individual involved in negotiation wins. No body is at loss in this model and everyone is benefited out of the negotiation. This is the most accepted model of negotiation.

Win Lose Model : in this model one party wins and the other party loses. In such a model, after several rounds of discussions and negotiations, one party benefits while the party remains dissatisfied.

Lose Lose Model : as the name suggests, in this model, the outcome of negotiation is zero. No party is benefited out of this model.

1. Sara quoted a salary to Mike, but Mike was not too pleased with the figure. He insisted Sara to raise his salary to the best extent possible. After discussions Sara came out with a figure acceptable to Mike and she immediately released his offer letter. Mike got his dream job and Sara could manage to offer Mike a salary well within the company’s budgets.(____________)

2. Sara with her excellent negotiation skills managed to convince Mike at a little lower salary than he quoted. Mike also wanted to grab the opportunity as it was his dream job and he was eyeing it for quite some time now. He had to accept the offer at a little lower salary than expected. Thus in this negotiation, Mike was not completely satisfied but Sara was.(_______________)

3. Mike declined the offer as the salary quoted by Sara did not meet his expectations. Sara tried her level best to negotiate with Mike, but of no use.(_____________)

Exercise 8. Choose the correct answer. Explain the meanings of the phrasal verbs you opted for.

1. I know my boss wanted me to lead the negotiations. Last week he __________ by constantly complimenting me on my negotiation skills.

A jumped all over me B knocked himself out C buttered me up D egged me on

2. During the negotiations he ________ from his threat to go with another supplier.

A turned down B turned off C backed down D backed away

3. Please __________ and arrange a meeting to negotiate the sales contract.

A call on them B call them up C call them off D call them over

4. If we don't reach an agreement, we will have to __________ with these negotiations after the weekend.

A carry on B drop on C end on D get on

5. During the negotiations we __________ a number of good compromises.

A came across B came to with C came up with D came down with

6. We need to come to a decision today. I hope we can __________ by 4:00.

A wrap everything up B work on everything C think everything over

D settle everything down

7. All of our suggestions were rejected. We need to __________ the situation in more detail before our next meeting.

A look into B look for C look in on D look up

8. I __________. There is no solution to this problem and I'm not going to waste my time trying to find one anymore.

A throw up B put up C hang up D give up

9. I think we need to have another meeting. Let's __________ for next week.

A set one back B set one down C set one off D set one up

10. Mr. Smith's behavior was horrible during the negotiations. In the end we had to __________ in order to come to any agreement without offending the others.

A throw him away B throw him out C throw him over D throw him up

Exercise 9. Match the techniques for building relationships on the left with the explanations on the right.

Finding things in common	a. Research has shown that if you give something to another person, they almost always feel obliged to return the favour or even a much bigger favour. Of course, there’s a limit: can’t be too cynical and expect someone to knock 10% off their asking price just because you’ve bought them a nice coffee. But a little genuine kindness can go a long way.
Showing an interest	b. There’s no doubt that we like people who are like us. In other words, if we can identify with them and understand them as people, not just business machines, we’re much more likely to want to do business with them. In practical terms, there are two sides to this technique: one is to ask questions to find out about the other person. But just as importantly, we need to be open about ourselves, to help the other person to understand us too.
Flattery	c. This can go both ways. Firstly, show that you’re treating the other person as an individual, someone special. That means remembering their name, and maybe organizing something based on the likes and dislikes they’ve expressed. Secondly, show that they’re dealing with you as a person, not just your organization. If you’re taking them to your favourite restaurant, make sure they understand that it’s not just an anonymous place to eat, but something that you’ve chosen personally, which says something about who you are.
Generosity	d. Say nice things about the other person or their organization. If that person bought you a meal, tell a third person how nice the meal was and how much you enjoyed the conversation. If you’ve just arrived in their office, say how nice it is. If you notice a diploma on the wall, ask about it and make sure you sound convincing – there’s nothing worse than false enthusiasm!
Gratitude	e. When the other person is talking about himself/herself, we need to listen carefully and show that we are listening. This means not just making “listening noises” like “I see” and “Really?”, but actually being interested in the other person. Remember what they are telling you, so you can bring it up next time you meet (e.g. How’s your daughter getting on at university?).
Personal touches	f. Whenever the other person is kind to you, always make sure you say thank-you. It may seem like a tiny detail, and perhaps an obvious one, but in fact it can make all the difference. Just imagine how you’d feel if someone failed to thank you for your own kindness! And when you say thank-you, don’t just say “thank-you”. Tell them how kind they’ve been and how much you appreciate it.

Exercise 10. Translate the following text into Ukrainian.

ЯК ВЕСТИ ПЕРЕГОВОРИ

Від того, чи знаєте ви як вести переговори правильно, залежить результат зустрічі. Кращий час для ділових побачень – з 10 до 16 години дня. Важливу роль відіграє приміщення і зовнішній вигляд людини, яка веде переговори. Вони відображають ступінь значимості і поваги до партнера. До переговорів потрібно готуватися заздалегідь. Треба зібрати якомога більше інформації про клієнта, щоб не зробити безглуздих помилок.

Після вироблення стратегії незайвим буде встати на місце опонента і вивчити свою позицію і аргументи з протилежного боку. Краще заздалегідь підготувати відповіді на можливі запитання. Вести переговори психологи радять впевнено, твердо відстоюючи свої позиції, тобто дотримуватися жорсткого стилю. Однак з людьми треба бути м’якше, не провокувати конфлікт. Нестандартний початок або оригінальний підхід до вирішення проблеми мають сильну дію на партнерів.

Не намагайтеся здаватися розумнішим. Це помітно і багатьох дратує. Краще в певних випадках проявити деяку обізнаність і змусити співрозмовника більш повно висловити свою позицію. Так ви точніше зрозумієте опонент і встигнете підготувати правильну відповідь. Навчіться ясно і коротко висловлювати свої думки, уважно слухати чужу позицію і швидко знаходити компроміс.

Якщо переговори зайшли в глухий кут, то краще домовитися про повторну зустріч. І ні за яких обставин не можна втрачати свою гідність і йти на зайві поступки з жалю. Це може бути хитрий трюк опонентів, адже як вести переговори знаєте не лише ви.

Exercise 11. Do at sight translation of the text below.

The vast majority of negotiations don't turn out the way the parties want them to. Negotiation can be very time consuming and is often a strenuous exercise, and in such situations, it may lead to both of the parties becoming disinterested and losing the initiative to continue. Moreover, a lack of interest on the part of either of the parties can quickly lead to a breakdown, thereby cancelling any possibility of an agreement in the future. Sometimes, a third party can make out a deal with your suppliers or customers easier than you can, and as there is 'no use of crying over spilled milk', why give a chance for such a situation to ever occur?

Negotiation will require that you to do a lot of homework, as you have to learn how to win a battle - without ever stepping foot on the battlefield! Find out as much information as you can about the profile of the individual in question as possible. Learn how the person dealt with similar situations in the past, and if negotiation has previously been employed several times, bring to light the ways in which he had lost - and point them out to him. This would at least deter him from using those same processes with you. Also, brief him about the chances of a 'win-win' situation turning into a 'win-lose' one, with he being on the losing end.

Negotiation is certainly not something to run away from, but when it is known that the process won't help much, it should be held back as a final option. For instance, if negotiation attempts with one of your suppliers or customers have not yielded enough in previous situations - stop negotiating, and try something new. In this kind of situation, one should proceed in a straight forward manner and put forth clear terms. This will at the very least save the time and effort which would have been in vain had negotiation otherwise ensued.

 Business Mix

Slang and idioms