Part 2.
EXERCISE 1.
A. Check your understanding
Read and translate the text carefully, looking up any new words in a list below or in a dictionary. Then retell it.
terms of reference – круг полномочий
suspicion – подозрение
A Four Stage Process
The pre-negotiation process may be reviewed as a complex stage.
Defining the Problem. The first stage is defining the problem. How people define the problem begins to determine what they will do about it. Trying to negotiate without recognizing that the negotiation will be impossible until the parties share some common definition at the problem leads to failure. The point to that efforts to deal constructively with the problem must begin with efforts to establish a common enough definition of the problem to assure that parties to a negotiation would at least be addressing the same issues.
Commitment to negotiate. The second phase in the process is producing a commitment to a negotiated settlement. Before leaders will negotiate they first have to come to the judgment that the present situation no longer serves their interests. This judgment can be complicated by the introduction of a time factor for instance. In addition to judging that the status qui is unacceptable, each party must judge that the substance of a fair settlement is available. They also need to believe there is no possibility of overcoming suspicion and achieving a secure and peaceful relationship with their adversaries. A third factor contributing to a commitment to a negotiated settlement is a judgment that the balance of forces will permit such a settlement We need to understand a lot more about how to analyze the balance of forces in a pre-negotiating situation and how they can be charged.
Arranging the Negotiation. The third phase is arranging a negotiation. Whereas the commitment to negotiate is a real decision the effort to arrange a specific negotiation tends to focus on more detailed terms of reference for the negotiation. This phase, along with the fourth, has received far more attention in the literature on negotiation and requires less attention. The central aim in this phase is to reach agreement on the objectives and procedures for the negotiation. One can leave in this phase for months and even years.
Negotiation Itself. The final stage of the process is negotiation itself. Negotiation lies only as the forth phase in a prolonged process where the pre-negotiating phase may take much more time and effort than the negotiation.
B. Increase your vocabulary.
Work with the synonyms and the words with a close meaning:
In this section you should use your dictionary. Match the words in the given list (1-10) with their equivalents in the bubbles (a - q). Find out as many words as you can.
To charge; 2. An aim; 3. To solve; 4. A problem;
5. Negotiation process; 6. To recognize; 7. A definition;
8. To overcome; 9. To negotiate; 10. To permit;
П. Substitute the words in italics for the most suitable ones from the list of the equivalents mentioned above.
1. The central aim in this phase is to reach agreement.
2. A fair solving is available in such bargaining situation.
3. Now the point is to deal constructively with the problem.
4. The negotiation process tends to focus on more detailed terms to negotiate.
5. The other party has shared some common definition at the problem.
6. They may believe that there is no possibility of overcoming difficulties.
7. The balance of forces will permit such a settlement.
8. They were trying to negotiate without recognizing a very important information.
Ш. Work with the problems given below trying to use as many equivalents as you can.
1. Why is it important to establish a common enough definition of the problem?
2. What would the leaders first do before they start the negotiation?
3. What do the leaders need to believe?
4. What is the central aim in the phase of arranging a negotiation?
5. How long may the pre-negotiation period continue?
EXERCISE 2. Polish up your comprehension.
Complete the sentences of the text using the words in the box.
1. to cope with - справляться с чем-либо, преодолевать
2. to be aware - знать, сознавать, отдавать себе отчет в чем-либо
Anyone coping with the negotiations will be painfully aware that negotiation is not … … element in … conflict – getting to negotiation may be much more … than working toward agreement once actual … begins. Moreover, if we try to use only the techniques of the negotiating table in this phase we may well … the instruments of influence that could make a difference.
Removing … … to negotiation is … … first task in the process of moving towards negotiated … . That may … different approaches and instruments than those required at the … ... .
|
1. the critical; 2. negotiation; 3. require; 4. agreement; 5. the only; 6. the obstacles; 7. resolving; 8. overlook; 9. complex; 10. negotiating table; |
EXERCISE 3. Practice your abilities in discussion.
Read the article to find out the main ideas and make up a plan of it in written form. Discuss some points mentioned below the text in pairs, using agreements or disagreements, exclamations, additions as well as summarizing your ideas (for the purpose use the material of section 2). Then retell it using your plan.
1. to persuade - убеждать, уговаривать
2. to commit oneself - компрометировать себя, принимать обязательства
3. settlement - решение, урегулирование
4. acutely - остро, проницательно
5. hurdle - препятствие, барьер
6. buzz - жужжание, гул