Vocabulary Tasks

Task I. Define the meaning of the following words and expressions, translate them into Russian :

1. to go along with smth/smb

2. to restart

3. a threat (to threaten)

4. to be non-negotiable

5. bargaining position

6. flexible

7. to examine smth on its merits

8. to underestimate

9. to overestimate

10. state-of-the-art technology*

11. a stick and carrot approach

12. arm bending

13. a take-over bid

14. to sell to the highest bidder

15. skilful negotiators

16. to emerge

17. link-up

18. patent*

* definitions are available in the glossary

Task II. Translate the sentences into Russian :

1. We must restart negotiations with Kamakura.

2. Global collaboration is the only answer to the Hyperscan threat.

3. I'd go along with you. In fact, I'd say that the R&D effort and the patents are non-negotiable.

4. If you ignore for a moment our new products, our bargaining position is not strong.

5. We must be flexible and examine each, of their proposals on its merits.

6. Let's not underestimate ourselves here. We have state-of-the-art technology. We will help Kamakura to stop a damaging take-over bid in one of their main markets. Besides, we can always threaten to sell the licences to the highest bidder.

7. These people are very skilful negotiators. A stick and carrot approach will not work. - I agree. Arm bending isn't going to help anyone.

8. Over a working lunch, the outline of a strategy began to emerge. It was obvious, that a global linkup against Hyperscan was necessary.

9. Let's show them our first half figures.

Task III. Translate the sentences into English :

1. Нам нельзя недооценивать этих людей. У них очень большой опыт ведения переговоров.

2. Если мы не будем оценивать все возможные варианты по достоинству, мы никогда не сможем принять правильное решение.

3. Наша позиция при торгах была довольно сильной, что позволило нам возобновить отношения с несколькими выгодными партнерами.

4. Когда нам пригрозили применить политику силы, нам пришлось принимать срочные меры для спасения компании.

5. Мы избрали неверную тактику ведения переговоров. Политика кнута и пряника принесла результаты, противоположные тем, что мы ожидали получить.

6. Я считаю, что этот вопрос не подлежит обсуждению.

7. Если мы не можем сами использовать свою передовую технологию, давайте хотя бы продадим ее покупателю, предлагающему самую высокую цену.

8. Необходимо убедить акционеров в том, что это предложение цены за акции - попытка захвата компании.

9. Я согласен с правилом, что иногда на переговорах нужно быть гибкими, чтобы достигнуть выгодного союза с партнерами.

10. Во время подготовки к презентации у нас возникло множество проблем.

11. Данные за первое полугодие показали, что патенты составили основную статью дохода компании.

Task IV. Make up your own sentences using the vocabulary of the unit.

Video Tasks

Task I. Answer the questions:

1. What three decisions has the board arrived at ?

2. What is Chapman’s last point ?

3. What advantages, according to Parker, will Kamakura get from collaboration with Visitron ?

4. According to Parker, what final threat can Visitron make in its negotiations with Kamakura ?

5. What is the alternative to the strategy suggested by Parker ?

6. How is the team divided concerning the negotiation strategy ?

7. Who is going to lead the negotiations ?

Task II. Study Parker's annotated copy of the agenda and answer the questions :

From: HP. Tо : R.H. / D.H. / D.C. Subject: Management Meeting 17/8 Agenda - R.H. to revise I Press release - R.H. - mention HHS - give first half figures II Revised R&D programme - D.C. - 111m over 3 years - finance III Strategy and action plan potential bid - !* profit targets - 75m shortfall by 2000 original collaboration plans - no! current collaboration options - global j.v. finance strategy - offer HHS - keep R&D Item III decisions 1. Reopen negotiations with К 2. Global link-up against H 3. Long-term = HHS and 4th sector programme * R.H. to lead N.B. separate D.C. and D.H. ! Restrict D.C. in negotiations

1. What decisions have been taken on item I of the agenda ?

2. What are the main problems that have emerged from item II of the agenda?

3. What are the main problems and opportunities that Parker sees in item III?

4. What decisions has Parker taken about Visitron's negotiating team ? What are his decisions based on ?

5. How have Visitrons collaboration plans changed ?

Task III. You've been given a task by the board to analyse the strengths and weaknesses of Visitron and Kamakura. Write a report with a comparative analysis and your conclusions.