4. The phrasal verb to pin somebody down most probably means

A criticize somebody

b force somebody to leave a place or a job

c force somebody to decide to do something

Exercise 2. Fill in the missing prepositions:

1. That wouldn’t go ……. well at head office.2.Do you think we could have that …… writing by the end of the week? 3. I’ll give you the benefit …. the doubt. 4. I’m really not … a position to be able to do that. 5. It doesn’t tally … the information I was given.6. I can’t accept that this applies … us.7. Let me begin … welcoming you to our new offices.8. I might be willing to concede … that point.9.You took the words right … of my mouth.10.Well, I guess that about wraps it … .

Exercise 3. Look at the statements giving the most essential information about the negotitions, say if they are True or False. Correct the wrong ones.

1. A successful negotiator is confident, not easily discouraged, and free of feelings of anxiety and fear. 

2.  Make sure a much higher percentage of your time is spent talking rather than listening. 

3. Before meeting with the other member of the conversation, do not research on them, their company, the dynamic between your product and service and their industry, etc.

4. The deal may never happen, and the other person may never see things your way, but exercising temperance will provide you with a better chance than pushing for an immediate outcome.

5. Don’t make your negotiations and eventual outcome focus on the other person’s satisfaction.

6. A successful negotiator will not prompt the other person to divulge their thoughts and offers first.

7. Good negotiators will tell you always to take the first offer.

8. Give everything away without asking for something in return. 

9. You have to know when the time is right to walk away. Some negotiations are not going to work the way you would like – that is okay because there always is tomorrow.

10. Many successful people find themselves in their positions because they have believed, do believe, and despite pitfalls, will continue to believe in their success.

Exercise 4. There’s a huge science to picking up cues from body language and how that will take you to another level in negotiations. When you hear a promise or an excuse, look for cues that it’s a genuine one. For example, a right-handed person will look to the right when remembering and to the left when making stuff up. See if they are getting impatient or distracted and if they are looking at their watch or phone. That means you are losing their attention and need to change your approach.

Can you guess what the gestures, which your counterpart can do with their body, mean? Choose among the options given below.

1. Their hands are they folded

2. They are rubbing their hands together

3. They are rubbing their neck

4. They are rubbing their nose

5. They are scratching their head

6. They are touching their ear

7. They are tilting their head

8. Their hands are being raised in clenched position

9. They are spreading arms and open hands on table or relaxed on their lap.

10. They are smiling and making plenty of eye-contact

• They are interested and contemplative

• They are not telling the whole story

• They can’t really hear what you say

• They really don’t know

• They are frustrated

• They are more interested in the person than in what is being said

• They are closed up to your idea

• They show receptivity

• They are embarrassed

• An indication that they expect to receive something

Exercise 5. Translate from Ukrainian into English.

Вступаючи в переговори, сторони входять у ділові відносини. Міжособистісні симпатії й антипатії можуть зашкодити справі. Ведення переговорів передбачає активність обох сторін. Пасивність звичайно свідчить про недостатнє пророблення позиції, її слабкість або небажання вести переговори. Але не слід впадати і в іншу крайність - змушувати партнера обговорювати тільки власну позицію, власні ідеї. Переговори - це діалог рівноправних учасників.

Під час обговорень і аргументації своєї позиції не слід намагатися переконати партнера в помилковості його точки зору. Це може викликати роздратування. У цьому контексті цікавим є зауваження колишнього президента Франції Валері Жискар д'Естена відносно адвокатів, з якими йому доводилося зустрічатися: "Тим, кого приймав, вистачало розуму не намагатися переконати мене. Вони давали мені зрозуміти, що поділяють мої сумніви і лише хотіли звернути мою увагу на ті моменти, які, на їхню думку, я міг випустити з уваги".

При згоді партнера піти на поступку не слід розглядати це як прояв його слабкості. Навпаки, бажано показати, що такі дії з його боку дозволяють вийти на домовленості й у цьому сенсі посилюють позиції обох сторін.

Особливу увагу слід приділити питанню ведення переговорів з більш сильним партнером, позиція якого об'єктивно сильніша. Часто майбутня зустріч з таким партнером викликає тривогу і невпевненість. Чи варто взагалі вступати з ним у переговори? Якщо так, то які тут можна використати принципи і методи? З огляду на те, що партнери завжди рівні за столом переговорів, точніше було б сформулювати це питання так: як бути, якщо партнер демонструє свою силу, намагаючись тим самим "вторгувати" для себе якнайбільше?

Головне для учасників переговорів - не набір готових рецептів, а розуміння того, для чого потрібні переговори та які можливості вони відкривають, які основні принципи аналізу ситуацій, що виникають.

Exercise 6. Do at sight translation of the text below.

You may have to negotiate with another businessman in order to sell your business. At the onset of your enterprise, you may have to negotiate with venture capitalists and other investors for your capital. The possible reasons for having to enter into a business negotiation are infinite.

Whatever the reason, if you’re starting a business, you need to learn the skills of a good negotiator together with learning the basics of running a business. Fortunately for you, they are easily identified and can be learned quickly with time and practice.

First, a good negotiator is a good listener. When you’re negotiating with your potential partner or investor, it is best to let the other side talk first. Let them finish laying out their issues or their concerns about investing in your company, so you can compose an answer along the way. Remember, butting in while the other party is still talking can result to a debate not a negotiation.

Another quality of a good business negotiator is realism. When putting forth your sales pitch, be realistic about your figures. Weigh the realism of your proposition by having data to backup your claim as you make the pitch. Of course, if you think the deal will not work out despite your best efforts to close it, then you should have the realism to back out quietly and not get discouraged. Remember, there are a plethora of choices when it comes to potential partners and one failed negotiation is not good reason enough to lose the nerve.

Being realistic would mean that you should be willing to accept a compromise. Most of the times when negotiating, interested parties would want to negotiate for a lower price. Listen to their reasoning and their backing claims; they might be able to offer a better deal despite the lowered value they are asking for.

Last and the most important, you should always be prepared when heading over to the negotiating table. This means that you should prepare all the data and the documents that you need in order to present an organized and informed sales pitch in front of your potential buyers or partners. Never come to a meeting unprepared; you might get a question that you cannot answer and with that alone you’ve blown the deal before it was even approached. 

 Business Mix

Slang and idioms