Useful words:

to outline - наметить в общих чертах

to summarise - суммировать

to clarify - вносить ясность

to propose - предлагать

to compromise - идти на уступки

to pick smb. up on a point - поймать к-л на слове

to accept - принимать

to concentrate on - сосредоточить внимание на чем-либо

Task 5. Language points

During a negotiation, you're likely to hear "if" sentences, as the negotiation moves from the stage of exploring issues to the stage of making a deal.

If you increased the order size, we could / would reduce the price. (2nd conditional – exploring the issue). So, we'll reduce the price by 5% if you increase the order by 5%. (1st conditional – making a deal)

You might also hear "unless" (=if not), "as long as" and "provided (that)" instead of if:

As long as you increase your order, we can give you a greater discount. Unless you increase your order, we won't be able to give you a bigger discount. Provided you increase your order, we can give you a bigger discount.

Task 6:

1. Read the information given below;

2. How do Russian people normally behave when negotiating?

CROSS-CULTURAL NEGOTIATING:

1. Mexicans, like the Japanese are very reluctant to say no in negotiations. They convey negative messages primarily through body language.

2. Silence from a Japanese negotiator should not be interpreted as stubbornness, but rather as a defensive technique to encourage harmony.

3. The Chinese place a very high value on calmness, which signals sincerity, seriousness, and competence.

4. Staring at Japanese negotiators is considered hostile, rude, and aggressive.

5. Arabs do business through giving their word, and are likely to be insulted if contracts are mentioned.

6. Asians often “poor mouth” their company’s competitive strength (financial standing, small size, etc.) in an attempt to extract bargaining leverage.

7. Time is not money to Asians. It is negotiating power.

8. The Japanese insist on personal relationships in doing business, not as a means to manipulate, but as a way to minimize social conflict.

9. Asians and Latins often pressure those they do business with to grant “off-the-books” special deals (sharing technology, deadline leeway, etc.) as a token of friendship.

10. Italians are very much impressed by style. They sometimes act disinterested in negotiating to see how desperate the other party is to close the deal.

11. The French prefer to talk (analyze) decisions more than actually make them.

12. The Japanese aren’t crazy about making decisions either, preferring that a consensus evolve naturally. They need lots of time, but once they make the decision (or the decision makes itself!), they are instantly ready to implement.

13. Anglo-Saxon cultures tend to want to continuously modify negotiation stances via give and take. This creates the appearance of steady progress and a hard fought victory.

14. The Japanese approach meetings as the opportunity to present decisions (derived previously by consensus) rather than as a forum to debate.

15. Germans usually start negotiating with guns blazing by asking technically difficult questions.

16. Spaniards don’t normally sweat the details in negotiating documents.

17. Scandinavians are not into negotiation subtlety or social nuances. They are very straight forward and uncomplicated.

18. Germans want max information and thoroughness of discussions as a condition of negotiation.

19. US negotiators easily fall prey to simplistic stereotyping (the Japanese don’t know how to make decisions; Latins get carried away emotionally; Asians don’t experience many emotions, etc.).

Task 7. Answer the questions.

1. Are there any instructions or rules for negotia­tors?

2. What atmosphere promotes successful results of negotiations?

3. Why should negotiators take into account the in­terests of the other side?

4. Should negotiators be ready to compromise?

5. Do skilful negotiators always have in an alter­native option?

6. Why should negotiators be good listeners?

7. Can a good rapport influence the results of ne­gotiations?

8. What kind of language is recommended for ne­gotiations?

9. Do you agree that negotiation is an art?

Task 8. Formulate the questions so that the follow­ing sentences are the answers.

1. Yes, there has been a great deal of research into the art of negotiation.

2. Because meeting the interests of the other side leads to successful

results of negotiations.

3. Successful negotiators suggest ways to solve problems as soon as they arise.

4. Because real benefits of a deal may come much later.

5. Good negotiators don't lose face if they have to compromise.

6. No, only poor negotiators want to get immediate gains.

7. A good negotiator uses simple and clear lan­guage.

8. Because persuasive people give a number of ar­guments to achieve their goals.

9. Yes, skilled negotiators always work out an alternative option.

10. No, only poor negotiators look for immediate gains.

11.Yes, you should try to establish a good rapport with your partner from the very beginning of the ne­gotiations".

Task 9. Match the synonyms.

1.environment	a. party
2. goal	b. help
3. convenient	c. short
4. dwell (on)	d. comfortable
5. remember	e. objective
6. offer	d. get things rolling
7. provide	e. keep in mind
8. transport	f. deal (with)
9. assist	g. shipping facilities
10. brief	h. atmosphere
11. launch	i. ensure
12. side	j. suggest

Task 10. Rewrite each sentence so that the meaning is the same.

1. He stood to deliver the presentation. When ________

2. For a start I'll speak about the background. I'd like ________

3. If you listen to your partner attentively it will help you to avoid misunderstanding. Attentive ________

4. During negotiations you should take into consideration the personality and position of your opposite number. When _______

5. They decided to make us an offer for 20 machines. Their ______

6. When everybody was ready, they made a start. Everybody ________

7. He said he was not authorized to discuss the discount. Discussing____

8. Giving you some background of my subject is my first item.Firstly________

9. As the new model met our requirements we de­cided to order 5 more units of it. The new model ________

10. After signing the contract the partners left the conference room. Having _

11. They were discussing the problem for three hours. It_____

12. He was a poor negotiator so he looked for immediate gains.

Being _____

13. Establishing a good rapport with the opposite number is necessary.

To ______

14. Having established a good rapport with the oth­er party he raised an

important problem. After ______

Task 11. Complete the sentences.

1. Before negotiation ...

2. If you listen to your partner carefully ...

3. If you want to be successful in negotiating ...

4. Some general social talk before getting down to business ...

5. After negotiation we decided to place ...

6. They were heavy with orders, so ...

7. They promised to deliver the goods ...

8. The customer asked if ...

9. The manager said he was not authorized ...

10. They guaranteed that...

11. After carrying out market research ...

12. Establishing a good rapport with the opposite number...

Task 12. Translate into English

1. Для того чтобы переговоры прошли успешно, нужно к ним хорошо подготовиться.

2. Они не подписал договор, так как возникли непредвиденные обстоятельства.

3. В конце переговоров мы уточнили, какие вопросы нужно решить в первую очередь.

4. Нам пришлось пойти на компромисс и сделать некоторые уступки нашим партнерам.

5. Они настаивали на продлении гарантийного периода.

6. Нам удалось установить хорошее взаимопонимание с партнерами, поэтому переговоры длились недолго.

7. Очень важно во время переговоров внимательно слушать партнера.

8. Иногда во время переговоров возникают неожиданные проблемы.

9. Он видел, что его партнер спешит, и опасался, что они ни о чем не успеют договориться.

10. Мы внимательно изучили предложение наших партнеров и нам нужно встретиться и обсудить некоторые вопросы.

Task 13. Act out. Hotel negotiations

Role play card - Student A 

Your company is planning to take the whole company away for a weekend in a hotel.

You work for the HR (Human Resources) department, so for you the most important thing is making the employees happy. You therefore think is it vital to book an expensive hotel with all the best facilities. Negotiate with your partner and agree on every detail of the hotel you are going to look for.

Things you might want to talk about include:

- A luxury hotel with big individual bedrooms

- Being in a picturesque and/ or exotic location where no one has ever been before

- Exciting and unusual things to do in the local area

- Delicious food and drink

Role play card - Student B

Your company is planning to take the whole company away for a weekend in a hotel.

You work for the Finance department, so for you the most important thing is keeping the cost down. Negotiate with your partner and agree on every detail of the hotel you are going to look for.

Things you might want to talk about include:

• Being in a location close to your company to cut down on travel costs

- Making employees share hotel rooms

- Choosing a reasonably priced hotel

- Cutting down on the cost of food and drink

- Arranging cheap or free day trips and other activities