6 Find the job that is the odd man out.

The Realistic type reporter, carpenter, factory worker.

The Investigative type detective, model, psychologist, researcher.

The Artistic type actor, computer programmer, photographer, writer.

The Social type doctor, nurse, writer, teacher.

The Enterprising type painter, manager, politician, businessman.

The Conventional type accountant, bookkeeper, inventor, secretary.

7 Add at least 2 examples of soft skills and professions to each type.

Have you chosen the right profession? Give reasons.

Improving your negotiating skills

1 Think about a time when you have had an argument or a disagreement with someone. How did you get over this problem? What did you do to resolve the argument?

2 Check the words and phrases.

party

objective

goal

counter proposal

to work out

solution

argument

to reduce

to suggest

to sign an agreement

strong-arm tactics

a favour

verbal agreement

to stand one’s ground

negotiatio

n

3 Read the text and be ready to answer the following questions:

• What’s negotiations?

• What do you have to remember to negotiate effectively?

• How do you know that the negotiations are coming to a close?

• What kind of tactics should you avoid and be aware of?

• What kinds of agreements are possible at the end of negotiations?

When we hear the word negotiation we often think of politicians or high-powered business people trying to work out the details of treaties or important business deals. However the ability to negotiate – in other words, to find a solution which is acceptable to both sides in a discussion or an argument – is important in all areas of life. Thus, no matter what your job is, you probably have to deal with difficult situations from time to time.

Here are 5 top tips to improve your negotiating skills:

1 Listen carefully to what is being said then repeat it in your own words. This shows that you are listening and gives you a chance to take control of the situation.2 Always offer to let the other party speak first. This is especially important if you are the one making a request for something such as a pay rise.

3 Be careful not to become angry if the person who is speaking to you becomes annoyed. Try to take a short break to allow things to calm down. 4 Try to negotiate for at least 15 minutes. Less time is not enough to consider everything carefully.5 Pay attention to your own and your counter partner’s body language. For example, if your party is avoiding eye contact it may mean lying, lack in interest or keeping the whole truth in secret. If you see that your opponent is touching their face, he/she may be nervous, unconfident or submissive. Serious eye contact can signal that your counter party is trying to threaten you or is showing anger.

Coming to a Close or Settlement. There are a number of signals that indicate that negotiations are coming to a close. For example, difference of opinion has been reduced and one party suggests signing an agreement; or one or both parties indicate that a pause for thinking is necessary.

Beware of last-minute strong-arm tactics. Be prepared to stand your ground firmly, yet cordially, especially in the last few minutes of the negotiations. This is the time when manipulative parties may try to make you lose focus or lower your standards. It can be walking out of the room, telling you to take it or leave, sudden change in tone (used to shock the other party into submission), adopting the Mr. Nice Guy persona (used to try to make it look like they are doing you a favour in hopes that you will lower your expectations), offering to think it over some other day.

In most business negotiations it is a good idea to get something down in writing. When an agreement has been decided, a formal contract may be required. On the other hand, depending on the seriousness of the decision, and the level of trust between the two parties, a simple handshake and verbal agreement may be all that is needed. However, even if nothing is put formally in writing, it is wise to send an e-mail or letter that confirms the agreement, especially when a specific number is decided on.