Negotiations

Negotiation is a process of reaching agreement when two sides disagree. We're going to look at a particular approach to negotiation known as ‘Win-Win’. This is an approach which aims to reach agreements which are satisfying for both sides. In other words, it's about reaching agreement, not beating our opponent.

When people disagree about something, they often become fixed in an attitude of ‘I'm right, you're wrong’. The negotiation stops being about reaching the right agreement and starts being a fight where each person is trying to prove that the other person is wrong. Win-win negotiation is about stopping this from happening. It has three principles. The first principle is that we don't make it personal. If we allow negative emotions to grow, we , won’t reach agreement. The second principle is that we focus on the real issue. Often, we only see things from our own point of view. If we try to remain objective allow ourselves to see the other person’s point of view, things start to look quite different. The third principle is to look for the solution that benefits both people: the win-win agreement.

So what does this mean in practice? What can you do to create a win-win solution? The most important techniques are these: To stop things becoming too personal, you should show that you understand their interests. Stay calm, empathize with their concerns by saying things like ‘I understand' or ‘I see’. Show that you want to reach a positive solution by saying things like 'Let's see if we can work this out' or ‘I think we can reach agreement'.

In order to concentrate on the real issue, you need to check what that real issue is. Find out from the other person what their concerns are. Often the best way to do this is to tell them what you think their concerns are and then ask them if you've got it right. They will either agree with you or, more importantly; tell you the truth. When you know what their concerns are, you can then be honest about your own interests. By being open, you start to develop trust and it becomes easier to work together.

Once you start to develop an agreement, you need to check that both you and they are happy at each stage. You might spend a lot of time identifying what each person can do to help the situation. This needs to be balanced, with each person agreeing to do one thing in exchange for another. So you'll say things like 'If I did this, would you be prepared to do that?' and so on.

Eventually, you'll find that you have come to an agreement. Don't stop there. Summarize with each other precisely what each person has agreed to do. We don't want any misunderstandings later on. As you can see, negotiation isn't a simple process. It can take time and care. But the key principles are: Don't make it personal - stay in control of your emotions. Concentrate on the real issue. Finally, look for the mutual solution. Make it win-win, not win-lose.

LESSON 2

2.1. Грамматическое время Past Perfect / Past Perfect Continuous

a) Past Perfect He could see the cow only dimly because he had lost his glasses. (1: he lost his glasses; 2: he saw the cow.) He realised that he had made a blunder. (c. f. "I realise I have made ... ") They arrived at 3p.m., but the match had started at 2. 30p.m. This tense is used for an action completed before another action, or a specified time, in the past. (c. f. the Present Perfect. Programme 2 Note 1 (a).)

b) Past Perfect Continuous He had been walking for five minutes when he fell over again. (1: he began walking; (5 min. Later) 2: still walking, he fell.) He had been writing reports all day, and he was asleep when I came home. (1: he began early; 2: he finished late and fell asleep; 3: I came home and saw him.) The Continuous form usually indicates an action which began in the past and continued for a period up to a second action in the past. Sometimes the first action was complete before the second took place, but the effects were still apparent.