2. According to the writer, are these statements about negotiating True (t) or False (f):

a) Decide on the most important and less important issues.

b) Try to guess what the other side thinks.

c) Note answers to the questions you ask.

d) Deal with issues in isolation, one at a time.

e) Make concessions and get a concession in return.

f) Tough bargaining can combine with a spirit of cooperation.

g) If there are problems, you have to accept or reject what is being offered.

3. Bargaining and making concessions. Choose the right alternative from the words in italics.

1 It's okay with us so long as / whereas you can supply the goods by January.

2 If / Unless the specifications are right we'll be happy.

3 We won't pay that price if / unless you increase the quantity.

4 If you ask us to help you then we'll / we do send someone immediately.

5 If you pay in dollars we had to / will have to pay bank charges.

6 We can offer a discount but only / however if you pay at the time of the order.

7 We can reach agreement unless / on the condition that the price is fixed for two years.

4. Dealing with conflict during negotiations.

Match the word on the left to the correct meaning on the right.

1) compromise a) pay special attention to something

2) consider b) think carefully about something

3) focus on c) agree on less than you really want

4) resolve / solve (a problem) d) explain

5) have a break in a meeting e) find a solution to a difficulty

6) delay a meeting to a future date f) adjourn

7) say what you mean g) postpone

5. Rejecting proposals.

Which of the following words indicate rejection is coming? Mark them with an R (rejection). Mark the others with an A (agreement).

1 Unfortunately ... ____ 7 It's a pity, but ... _____

2 Sadly ... ____ 8 We don't think ... ____

3 We regret that ... ____ 9 We cannot possibly... ____

4 I'm pleased to say... ____ 10 I’m sorry, but ... ____

5 Fortunately... ____ 11 It's possible that ... ____

6 I’m afraid ... ____ 12 Happily ... ____

6. Ending the negotiation - without agreement.

Choose words from the box to complete the following sentences.

proposal reach unfortunately possibly agree

postpone success but regret compromise

1 ............................on this occasion we cannot ................ agreement.

2 I'm sorry we cannot ............. accept this ................... .

3 We ................ that an agreement is not possible today.

4 Perhaps if we …………… a decision we can agree in the near future.

5 It's been an interesting meeting ............... we have not been able to ……….. .

6 We have tried to find a …………… but it seems without ………….. .