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Unit 24 Business Negotiations 171
9. Is there a bank near here? – Can you tell me …?
10. What do you want? – Tell me ….
11. Why didn’t Kay come to the party? – I don’t know …?
12. Do you have to pay to park here? – Do you know …?
13. Who is that woman? – I’ve no idea ….
14. Did Ann receive my letter? – Do you know …?
15. How far is it to the airport? – Can you tell me …?
Ex. 8 Sonia Schmidt is phoning to book a hotel room. Complete the
conversation by putting the words in brackets in the correct order (See
“Grammar”, G.25.2).
Receptionist: Good morning. Blakeney Hotel.
Sonia: Hello. My name’s Schmidt. I’d like to book a room please.
Receptionist: Certainly. (staying / how many nights / you / be / will?)
Sonia: Three. Starting next Thursday.
Receptionist: Yes, we have rooms available. Double or single?
Sonia: Double please. (available / is / one / with a sea view?)
Receptionist: Yes. By the way, (have / about / the special offer / we are run-
ning / you / at the moment / heard?)
Sonia: No.
Receptionist: It’s four nights for the price of three. (don’t / take / it /
advantage / you / why / of?)
Sonia: (have / for it / what / I / to / do / to qualify / do?)
Receptionist: Just confirm your reservation in writing and pay a ten per cent
deposit.
Sonia: (be / much / would / that / how?)
Receptionist: £15.
Sonia: Yes. I think I’ll do that. (to / make / the cheque / who / I /
should / payable?)
Receptionist: The Blakeney Hotel.
Sonia: OK. I’ll post it today.
Receptionist: Thank you very much. We’ll look forward to seeing you.
Sonia: Thank you. Goodbye.
Receptionist: Thank you.
Ex. 9 Complete the sentences with the auxiliary verbs (do, was, could,
should, etc.). Sometimes the verb must be negative (don’t, wasn’t, etc.).
1. I wasn’t tired but my friends ....
2. I like hot weather but Ann ....
3. Is Colin here? – He ... five minutes ago but I think he’s gone home now.
4. She might phone later this evening but I don’t think she ....
5. Are you and Chris coming to the party? – I ... but Chris ....
6. I don’t know whether to apply for the job or not. Do you think I ...?
172 Section 6: Business Communication
7. Please don’t tell anybody what I said. – Don’t worry. I ....
8. You never listen to me. – Yes, I ...!
9. Can you play a musical instrument? – No, but I wish I ....
10. Please help me. – I’m sorry. I ... if I ... but I ....
Ex. 10 You never agree with Sue. Answer in the way shown.
Pattern: I’m clever. – Are you? I’m not.
1. I’m hungry.
2. I’m not tired.
Sue: 3. I like football.
4. I didn’t enjoy the film.
5. I’ve never been to South America.
6. I thought the exam was quite easy.
Ex. 11 You are talking to Tina. Ask true sentences about yourself. Reply with
So ... or Neither ... if suitable. Study the two examples carefully.
Pattern: I’m happy. – So am I.
I feel unhappy. – Do you? I don’t.
1. I feel really tired.
2. I’m working hard.
3. I watched television last week.
Tina: 4. I won’t be in London next week.
5. I live in a small town.
6. I’d like to go to the moon.
7. I can’t play the trumpet.
Ex. 12 In these conversations, you are B. Read the information in brackets
and then answer with I think so, I hope not, etc.
1. You don’t like rain.
A: Is it going to rain?
B: (hope)
2. You need more money quickly.
A: Do you think you’ll get a pay rise soon?
B: (hope)
3. You think Diane will probably get the job that she applied for.
A: I wonder if Diane will get the job.
B: (expect)
4. You’re not sure whether Jill is married – probably not.
A: Is Jill married?
B: (think)
Unit 24 Business Negotiations 173
5. You are the receptionist at a hotel. The hotel is full.
A: Have you got a room for tonight?
B: (afraid)
6. You’re at a party. You have to leave early.
A: Do you have to leave already?
B: (afraid)
7. Ann normally works every day, Monday to Friday. Tomorrow is Wednesday.
A: Is Ann working tomorrow?
B: (suppose)
8. You are going to a party. You can’t stand John.
A: Do you think John will be at the party?
B: (hope)
9. You’re not sure what time the concert is – probably 7.30.
A: Is the concert at 7.30?
B: (think)
Ex. 13 Brian has decided to join a Health Club, first, the instructor helps
him to plan his fitness programme. Complete their conversation by writing the
instructor’s questions (See “Grammar”, G.25.2). You should read the whole
conversation before you begin.
Instructor: OK, Brian. Let’s find out how fit you are. First of all, how old are
you?
Brian: I’m thirty-two.
Instructor: And ...?
Brian: About seventy-five kilos.
Instructor: And ...?
Brian: One metre eighty.
Instructor: ...?
Brian: I’m a bus driver.
Instructor: Really? So, ...?
Brian: Well, I take some exercise, but it’s not regular.
Instructor: ...?
Brian: No, I haven’t done any sport since I left school. I just work in the gar-
den and sometimes go for a walk on my day off.
Instructor: I see. ...?
Brian: Well, yes. I admit I do. Not more than a packet a day, though.
Instructor: That’s quite a lot, actually. ...?
Brian: I tried once, about a year ago, but I got so impatient I nearly crashed
my bus.
Instructor: Well, perhaps we can give you some help. It’s really important, you
know. Come with me and I’ll do a few checks and then we’ll make a
plan for you.
Brian: OK. Thanks.
174 Section 6: Business Communication
Ex. 14 Put a tag question on the end of these sentences (See “Grammar”,
G.25.2).
1. Tom won’t be late, will he? – No, he’s never late.
2. You’re tired, ...? – Yes, a little.
3. You’ve got a camera, ...? – Yes, why? Do you want to lend it?
4. You weren’t listening, ...? – Yes, I was!
5. Sue doesn’t know Ann, ...? – No, they’ve never met.
6. Jack’s on holiday, ...? – Yes, he’s in Portugal.
7. Ann’s applied for the job, ...? – Yes, but she won’t get it.
8. You can speak German, ...? – Yes, but not very fluently.
9. He won’t mind if I use his phone, ...? – No, of course he won’t.
10. There are a lot of people here, ...? – Yes, more than I expected.
11. Let’s go out tonight, ...? – Yes, let’s.
12. This isn’t very interesting, ...? – No, not very.
13. I’m too impatient, ...? – Yes, you are sometimes.
14. You wouldn’t tell anyone, ...? – No, of course not.
15. Listen, ...? – OK, I’m listening.
16. I shouldn’t have lost my temper, ...? – No, but never mind.
17. Don’t drop that vase, ...? – No, don’t worry.
18. He’d never met her before, ...? – No, that was the first time.
Ex. 15 Read the situation and ask a sentence with a tag question (See
“Grammar”, G.25.2). In each situation you are asking your friend to agree with
you.
Pattern: You and a friend are walking over a wooden bridge. It is very old and
some parts are broken. What do you say? (not / very safe) – This
bridge isn’t very safe, is it?
1. You look out of the window. The sky is blue and the sun is shirting. What do
you say to your friend? (beautiful day)
2. You’re with a friend outside a restaurant. You’re looking at the prices, which are
very high. What do you say? (expensive)
3. You’ve just come out of the cinema with a friend. You really enjoyed the film.
What do you say to your friend? (great)
4. You and a friend are listening to a woman singing. You like her voice very
much. What do you say to your friend? (a lovely voice)
5. You are trying on a jacket. You look in the mirror and you don’t like what you
see. What do you say to your friend? (not / look / very good)
6. Your friend’s hair is much shorter than when you last met. What do you say to
her / him? (have / your hair / cut)
Unit 24 Business Negotiations 175
Ex. 16 In these situations you are asking for information and asking people
to do things. Make sentences like those in the model.
Model: You need a pen. Perhaps Jane has got one. Ask her.
– Jane, you haven’t got a pen, have you?
1. Jack is just going out. You want him to get you some stamps. Ask him.
Jack, you ...?
2. You’re looking for Ann. Perhaps Kate knows where she is. Ask her. Kate, ...?
3. You need a bicycle pump. Perhaps Helen has got one. Ask her. Helen, ...?
4. You’re looking for your keys. Perhaps Robin has seen them. Ask him. …?
Ex. 17 Complete the conversations using the words given in brackets (See
“Grammar”, G.25.2).
1. Graham: Do you know where …? (football boots)
Andrew: In your sports bag, I expect.
2. Customer: Can you tell me ...? (this jacket)
Assistant: £59.99.
3. Elizabeth: I’d like to know ...? (books about Russia)
Librarian: They’re on the third shelf, beside the window.
4. Kenneth: Do you happen to know ...? (the last bus)
Maureen: I think it leaves at half past ten.
5. Alexander: Could you explain ...? (this coffee machine)
Elizabeth: It’s quite simple. You put a coin in here and press the red
knob.
6. Teresa: I can’t understand …? (the car)
Andrew: You’ve run out of petrol, that’s why!
7. Kenneth: Please could you tell me ...? (the manager’s office)
Receptionist: It’s on the first floor, at the end of the corridor.
8. Philipp: Do you know ...? (the first Olympic Games)
William: 776 BC.
9. Duncan: I can’t remember …? (your sister)
Catherine: She was seventeen last March.
24.2 Listening
Ex. 18 Get acquainted with the unknown words.
concession = conceding – уступка
downplaying – принижение значения
exploring ideas – проработка идей
Ex. 19 Listen to the text “At the Negotiating Table”.
176 Section 6: Business Communication
Ex. 20 Retell the text.
24.3 Speech Pattern
24.3.1 Active Vocabulary
Ex. 21 Learn the words from your active vocabulary.
merger = takeover – слияние
tough – жесткий
to be acceptable – быть приемлемым
to estimate – оценивать
fallback – аварийный
venue – место встречи, сбора
to allocate – распределять
agenda – повестка дня
win-win situation – ситуация, в которой каждый получает свою выгоду
outcome – результат
benefit – выгода
probing – зондирование
proposal – предложение
counter-proposal – контрпредложение
trade-off = concession – компромисс, уступка
horse-trading – обсуждение условий сделки, сопровождаемое вза-
to argue
– спорить
имными уступками
to haggle – торговаться
to issue – выдавать, издавать
threat – угроза
obstacle – препятствие
to postpone – откладывать, отсрочивать
to clinch – договариваться, окончательно решать
24.3.2 The Text “Negotiations”
Ex. 22 Get acquainted with the word- combinations with negotiations,
bargaining and contract. Translate them into Russian.
Negotiations:
intense = intensive – are very difficult and tiring, with a lot being discussed;
delicate = tense – are very difficult and could easily fail;
eleventh-hour = last-minute – take place at the last possible moment of the time
available;
protracted – take a very long time.
Unit 24 Business Negotiations 177
Bargaining:
ploy = tactic – a particular technique used by a negotiator;
chip = tool – an issue that a negotiator uses in order to gain an advantage;
point = power – a particular issue that a negotiator discusses the degree to which
one side is strong enough to obtain what it wants;
process – the way that negotiations develop.
Contract:
an (a) employment (labour) – is about what someone has to do in their job, or
about what a particular group of employees have to do;
an oral / a verbal – is not written down;
a binding / a legal – forces both sides to carry out the actions that they had
promised to carry out, by law;
a commercial – is about buying or selling a product.
Ex. 23 Read the text “Negotiations” and translate it with the help of
dictionary if necessary.
NEGOTIATIONS
1. Types of negotiation and bargaining
If people negotiate (with each other), they talk in order to reach an
agreement which is to their mutual advantage (good for them both). For example:
customer – supplier negotiations, merger or negotiations, wage negotiations,
trade negotiations.
Negotiations also take place to settle disputes (decide arguments) such as:
contract disputes, labour disputes, trade disputes.
Someone who takes part in negotiations is a negotiator, and someone who is
good at getting what they want is a tough negotiator.
Another word for ‘negotiate’ is bargain. This is also used to talk specifically
about discussing and agreeing the price of something. Another name for
‘negotiator’ is bargainer.
Another word for ‘negotiation’ is bargaining, used especially in phrases like:
collective bargaining, pay bargaining, wage bargaining (discussions between
groups of employees and their employers about pay and conditions).
2. Preparing to negotiate
Before negotiations begin, preparing and planning are very important:
¾ Get as much information as possible about the situation. If dealing with people
from another culture, find out about its etiquette and negotiating styles: the way
people negotiate, what they consider to be acceptable and unacceptable
behaviour, and so on.
¾ Work out your initial bargaining position: what are your needs and objectives
(the things that you want to achieve)? Decide your priorities (the most important
objectives).
178 Section 6: Business Communication
¾ Try to estimate the needs and objectives of the other side.
¾ Prepare a fallback position: conditions that you will accept if your original
objectives are not met.
¾ Perhaps you are in a position to influence the choice of venue: the place where
you are going to meet. If so, would you prefer to:
• be on your own ground / on home ground (in your own offices);
• go to see the other side on their ground (in their offices);
• meet on neutral ground, for example in a hotel?
¾ If you are negotiating as part of a negotiating team, consult your colleagues
about all the above points, and allocate roles and responsibilities.
3. Negotiating scenario and styles
At the beginning of a negotiation, follow these steps:
9 Meet and greet representatives of the other company and introduce your
colleagues.
9 Offer coffee and small talk. Try to create a relaxed atmosphere.
9 Go to the meeting room and suggest that you get down to business.
9 Have a clear agenda and a timetable.
9 First, give the background to the negotiations. Talking about the situation is a
good way of reminding people of key facts and issues.
9 Then kick off the negotiations themselves, perhaps by finding out more about
the priorities of the other side (the things they think are most important) or
talking about your own requirements.
When you’re negotiating with people from other cultures, it’s important to
think about what they consider as ‘normal’ behaviour. You’ll need to think about
the negotiating style expressed in the following: body language, conversational
rules, hierarchy, physical contact, relationship building, and attitudes to time.
4. Win-win
In a successful negotiation, everyone should leave the negotiating table
happy with the outcome: there shouldn't be winners and losers. The negotiators
should try to reach a win-win solution: an agreement of equal benefit to both sides.
This can be achieved in a number of ways.
One way of furthering negotiations is probing. Probing means to ask the
right questions and listen carefully to the answers.
Through a series of proposals or offers from one side and counter-proposals
or counter-offers from the other side, the two sides work towards an agreement
which will benefit them both.
5. Trade-offs
When you offer to change your position to one that is less favourable to
yourself, you make a concession. Perhaps this is in exchange for a concession from
the other side, although there is no guarantee of this. Your concession may be a
goodwill gesture: a concession that you make hoping that the other side will see
this as friendly and make a concession in return.
Unit 24 Business Negotiations 179
Even in a friendly negotiation, there may be horse-trading, with each side
making a series of concessions in return for concessions from the other side. If you
argue about something for a long time, especially about the price of something,
you haggle.
A series of concessions in exchange for concessions from the other side is a
series of trade-offs. If you make a concession, you may not get anything back. If
you make a trade-off, you give something away and get something in return.
6. Difficulties
Sometimes one side is in a stronger position than the other: they have more
bargaining power.
Although using tricks isn’t recommended, there are negotiators who:
• issue threats, final offers or ultimatums: they say that the other side must accept
something, with very bad consequences for them if they refuse;
• lie and bluff: they threaten to do something that they do not intend to do, or are
able to do.
Of course, you can always call someone’s bluff: pretend to believe them,
when you know they are bluffing.
When negotiations get stuck, and don’t progress, there are a number of
things you can do.
Underline common ground: the areas where agreement has been reached.
Reassure the other side on key points that have been decided: confirm that you
have not changed your mind.
Be willing to compromise on your original objectives: be ready to accept less
than you wanted in exchange for compromises from the other side.
Identify the exact obstacles or sticking points: the problems that are causing
negotiations to become difficult.
Postpone discussions until later so that each side can reconsider its position.
7. Agreements and contracts
An agreement of any kind is a deal. When you reach an agreement, you can
talk about clinching a deal or closing a deal.
A bargain is also an agreement reached through negotiation. People who get
what they want in a negotiation are said to drive a hard bargain.
An agreement may be in the form of a contract. It’s important to check the
points of an agreement to avoid misunderstandings. You could say:
• Let me just go / run over (repeat and summarize) the main points.
• On A, we agreed that ....
• As far as В is concerned (in relation to B), we agreed ....
• We still have the question of С to settle (decide and agree on).
• And there’s still the outstanding (remaining undecided) issue of D.
• We’ll send you a written proposal.
• We’ll draw up (write) a contract based on those points.
• I think that covers everything.
180 Section 6: Business Communication
24.3.3 Drilling
Ex. 24 Relate these headlines to the situations concerning the types of
negotiations.
1. Car workers in two-year pay deal talks with “Ford”.
2. Eurotunnel attacks construction companies for late completion.
3. France bans us films following talks breakdown.
4. World trade organization members in wide-ranging discussions.
5. Pharmaceutical giants say that combining would be ‘to their mutual advantage’.
6. Education ministry and “Compaq” in ‘computer on every desk’ talks.
7. Employers refuse to negotiate with striking miners.
Ex. 25 Match the sentence beginnings (1-8) with the correct endings (a-h)
using the information from the ex. 22.
1. After 48 hours of intensive negotiations in which he slept for …
2. One of the problems of protracted negotiations is that achieving agreement can
come …
3. After tense negotiations between the hijackers and air traffic control in Cyprus,
…
4. The agreement on limiting television violence represents the climax of several
months of intense …
5. The painting has been withdrawn from sale and acquired by the National Gallery
…
6. Then violence broke out, and it took six months …
7. The deal was struck only after eleventh-…
8. He’s a tough negotiator …
a) … the plane was allowed to land at Larnaca airport.
b) … hour negotiations between the US, the European Union and Japan.
c) … only one hour, Mr. Prescott said, “It has been both tough and incredibly
complicated.”
d) … of delicate negotiations to put the process back on track.
e) … negotiations between television executives and the National Parent Teacher
Association.
f) … to be more important than anything else, including the final decision.
g) … and likes bargaining about everything.
h) … after last-minute negotiations with the auctioneers, Sotheby’s.
Ex. 26 John Olive is head of “EastWings”, an American aircraft
manufacturer. He is preparing for negotiations with “Motor”, an engine supplier.
Match each point (1-6) in John’s notes with one of the tips in the text
“Negotiations” the part 2.
1. Organize preparatory meeting with head of manufacturing and head of
purchasing to discuss strategy.
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