Unit 6. Negotiations

Task1. Read and retell the tips.

Before negotiations you should prepare properly:

• Plan your negotiating tactics and strategy.

• Try to find out as much as you can about the company of your opposite number.

• Decide what your sticking points must be.

• Take into consideration the personality and po­sition of your opposite number, his/her strengths and weaknesses.

• Don't forget about general social talk before negotiations, it establishes a good rapport with your opposite number.

• To be successful in negotiating you actually need to listen to the other party. It will help you to avoid misunderstanding and create the spirit of cooperation and confidence.

• Keep your goals and objectives in mind.

• Be prepared to make concessions and compromise.

• When you have reached an agreement, close the deal firmly and clearly. Confirm exactly what you have agreed to.

— Keep your language simple and clear. Take your time and use short words and sentences which you are comfortable with and which are understandable for your partner (opposite number).

— If necessary, ask questions and if there is any­thing you don't understand, ask for it to be repeated.

Task2. Match the words (left column) to their English equivalents

properly negotiation successful opposite weaknesses strengths to establish misunderstanding confidence goal concession compro­mise agreement

слабые стороны недоразумение соглашение уверенность компромисс должным образом переговоры уступка успешный сильные стороны учреждать противоположный цель

Task 3. Small talk before getting down to business Read the dialogue. Act it out.

- Good morning! I'm ... , Marketing Manager. Here is my card.

- Glad to meet you, Mr ... . Will you take a seat, please.

- Thank you.

- Did you have a good trip?

- Yes, it was quite nice, thank you.

- Would you like coffee or mineral water?

- Mineral water, please.

- Here you are.

- Thank you.

- Well, shall we get things started?

(Shall we get down to business?

Let's get (straight) down to business.

Let’s discuss business now.

Let’s get into negotiation.

Well, let’s get things rolling.)

Task 4Try and memorise the following phrases:

Starting and outlining your position

I'd like to begin by saying

I’d like to outline our aims and objectives.

There are two main areas that we'd like to concentrate on / discuss.

Agreeing

We agree.

This is a fair suggestion

You have a good point.

I can't see any problem with that.

Provided / As long as you….. we will….

Disagreeing

I'm afraid that's not acceptable to us. I'm afraid we can't agree with you there. Can I just pick you up on a point you made earlier. I understand where you're coming from / your position, but…We're prepared to compromise, but…If you look at it from our point of view,… As we see it…That's not exactly as we see it. Is that your best offer?

Clarifying

Does anything I have suggested / proposed seem unclear to you? I'd like to clarify our position. What do you mean exactly when you say….Could you clarify your last point for me?

Summarising

Can we summarise what we've agreed so far? Let's look at the points we agree on. So the next step is…