2. Guess the word — the first and the last letters are given, e.G.

m r for n n = matter for negotiation

1. What's the best way to strike a d l?

2. This is definitely a matter for n n between

the landlord and you.

3. We need to r w our o s

before we decide.

4. He is trying to p e local and foreign businesses

to invest in the project.

5. What is the expansion s e of your company for a

10 year period?

6. There is no point in d g this negotiation out.

2. Read, translate and act the dialogues.

Language to use to show understanding/agreement on a point:

I agree with you on that point.

That’s a fair suggestion.

So what you’re saying is that you...

In other words, you feel that...

You have a strong point there.

I think we can both agree that...

I don’t see any problem with/harm in that.

Language to use for objection on a point or offer:

I understand where you’re coming from; however,...

I’m prepared to compromise, but...

The way I look at it...

The way I see things...

If you look at it from my point of view...

I’m afraid I had something different in mind.

That’s not exactly how I look at it.

From my perspective...

I’d have to disagree with you there. I’m afraid that doesn’t work for me. Is that your best offer?

1

A: So, Let’s get down to business. As you know the Ministry of Posts & Telecommunications of Japan (“MPT”) has an- nounced its intention to award a license for the broadband digital communications channel for packet-data communica- tions in Eastern Japan (including Tokyo). This channel would allow the communication anywhere within the region of data in digital form for portable digital communications (“PDC”) uses such as warehouse to delivery truck, PC to PC and of- fice to home data transmissions. The channel will have the ca- pacity to handle over 1,000,000 separate digital communica- tions signals simultaneously and will have authority to tie into international data communications networks including the commercial portion of the Internet. We were wondering what will be the advantages to the public interest which would re- sult in permitting your company to operate a channel.

B: They are self-evident. Central uses DSC (Direct Signal Checking) system which is based on the up-to-date technol- ogy. It is convenient and reliable in high volume applications. The system is also healthy for subscribers. We’d like to stress that due to Central you’ll have a world class competitor in the market to improve offerings to the public.

A: Okay. And what is Central’s financial commitment to build- ing the required PDC infrastructure facilities?

B: Our company can commit $1 billion including $800 million provided by members of its consortia. Our financial planners believe $800 million will be needed within the first two years.

A: That’s a fair suggestion. We’d like to know how long you are going to implement the basic two-way data communications service.

B: One year.

A: Is that your best offer? We had something different in mind. This schedule time isn’t acceptable. What we need is 6 months for your solving this problem.

B: Our company is prepared to compromise, but your offer isn’t feasible. We need at least 9 months to commence the service. We expect your understanding of our good will and of the fact PDC infrastructure facilities are required more time to be built.

A: Right. Let’s proceed to the next point of our negotiation. What is your expansion schedule?

B: Central conservatively expects to have 100,000 subscribers the first year, 1,000,000 subscribers within 3 years, 2 million subscribers within 5 years, and 6 million subscribers within 10 years. So we’d like MPT to award a license for a 20 year period. Do you agree with us on this point?

A: We understand where you’re coming from; however the nor- mal statutory term for the license of this type is 10 years. Then MPT could renew it if Central provided telecommuni- cations of top quality.

B: We see how you look at this problem but 20 years are neces- sary for Central to feel that it could recover its investment. Would you take risks and grant a license for a 20 year peri- od?

A: We’d have to disagree with you there. Unfortunately it is out of question. It’s not allowed in our country.

B: Oh, we see. In these terms we need to renew our options be- fore we decide. Of course Central is ready to meet MPT half- way. In two days it will be ready to refer back to an agree- ment. We hope that you’ll approve our project.

N o t e s:

broadband — широкополосный

packet-data communications — передача данных пакетами

to commence — начинать(ся)

subscriber — абонент

A: We put forward a number of possible options for an agree- ment. Now we need you to make a decision.

B: None of them seem to us completely satisfactory. We’d like to explore other possibilities.

A: Look, there’s no point in dragging this negotiation out, and we need a decision by the end of the day.

B: We would like to consider all possible options.

A: You considered all the realistic ones. It’s time to put your cards on the table and make your position clear.

B: At this point I think our side had better take some time out so that we can discuss among ourselves.

3

A: That was a really hard negotiation.

B: I can see; you look really exhausted. What was the problem?

A: They were very inflexible and just stuck to their original po- sition.

B: So there was no give-and-take at all.

A: No, none at all, because they knew they were in a very strong position.

B: No wonder you had such a hard time.