Video Tasks

Task I. Answer the questions:

1. What is Kamakura’s position on R&D and patents?

2. What is Visitron’s current position on R&D and patents?

3. What is Kamakura’s position on licences and the HHS?

4. What is Visitron’s position on licences?

5. What is Kamakura’s target package?

6. What is Visitron’s target package?

7. What concessions has Kamakura made so far?

8. What concessions has Visitron made so far?

Task II. Listen and fill in the gaps with the right words:

Hamilton tries to end the …………………… by suggesting that both sides make clear …………………… about their positions. While the ………………… are being made, a ……………….. …………………… a development in the Hyperscan …………… arrives and Parker …………….. strongly.

Communication Tasks

Task I. Translate the following expressions into Russian, memorise them:

5.1 Identifying obstacles (If negotiations get bogged down, identify the obstacle that is blocking progress)

The main sticking point seems to be…

The main hurdle is clear…

The thing that’s getting in the way of a solution is…

…. price.

………………………………………………………………………………………………………………………………………………………………..

5.2 Analysing an obstacle (Having identified the obstacle, signal the need to analyse it)

What’s the underlying problem here?

Let’s go to the root of this problem.

What’s the key to this problem?

………………………………………………………………………………………………………………………………………………………………..

5.3 Asking for concessions (Signal the need for movement from the other party to overcome an obstacle)

We would expect you to reciprocate here.

We would expect a quid pro quo here.

We’re looking for some kind of gesture.

………………………………………………………………………………………………………………………………………………………………..

5.4 Declining an offer (Justify a rejection with tact and sensitivity)

We’re grateful for your offer. Unfortunately, it doesn’t go far enough.

I’m afraid this doesn’t solve our problem.

I’m sorry but I don’t think we could agree to that.

………………………………………………………………………………………………………………………………………………………………

5.5 Threatening (Disguise or soften any ‘leverage’ that has to be used)

In this case, we would have no alternative but to …

I’m sorry but, in that event, we would be forced to …

It’s in all our interests to avoid a situation where we would have to …

………………………………………………………………………………………………………………………………………………………………..

5.6 Mediating (The ‘honest broker’ in the team may have to intervene to suggest a bridge between positions)

I’m certain we can find a way to reconcile our differences.

I’m sure we can find a compromise here.

I think both sides have got to give a little ground here.

………………………………………………………………………………………………………………………………………………………………..

5.7 Asking for further information (Ask the other side to expand on things they may have said)

Could you expand on what you’ve just said?

Would you like to explain that in more detail?

Could you develop that idea a little, perhaps?

………………………………………………………………………………………………………………………………………………………………

Task II. Write your variants of continuing the phrases.

Task Ш. Find in the unit phrases, illustrating the above-mentioned steps.

Task IV. Simulation

Student 1: You are discussing with your potential partner your future collaboration. Your partner is interested in buying your production (TV sets) and selling it on his market. All the problems have been settled but for the price. At the previous meeting your partner made his proposal.

He offered buying your TV sets at a price of 200 $ per unit FOB Vladivostok.

However, it’s not profitable for you to pay for the delivery, so your offer is 180$ per unit ex- works. You will not agree to change the terms of delivery but you can decrease the price. You’d like the discount not to be more than 5$ per unit but you are ready to find a compromise.

Your agreements should include the following steps:

• Signalling the start of bargaining

• Responding to proposals

• Making concessions

• Analysing an obstacle

• Mediating

Student 2: You are discussing with your potential partner your future collaboration. You are interested in buying your partner’s production (TV sets) and sell it on your market. All the problems have been settled but for the price. At the previous meeting you made your proposal. You suggested buying TV sets at a price of 200$ per unit FOB Vladivostok. However, you expect that your partner will prefer ex-works price.

You are ready to accept his terms of delivery but by your estimations it will cost you 25$ per unit to deliver the goods to Vladivostok. Your target is to achieve 170$ ex-works.

Be ready to find a compromise!

Your arguments should include the following steps:

• Restating a position

• Identifying obstacles

• Asking for concessions

• Qualifying a concession

• Declining an offer