Focusing on Words

Exercise 3. Match the follow word partnerships as they appear in the texts.

1) unfriendly a) objectives

2) the opening b) information

3) party’s c) relations

4) competitive d) disputes

5) sign of e) bid

6) assertiveness f) agenda

7) a great deal of g) skills

8) individual h) situation

9) long-term i) atmosphere

10) the meeting’s j) weakness

Exercise 4. Complete the sentences with the correct form of a word from the box.

cooperative deal assertiveness negotiation

weakness defeat benefit losers competitive

control concessions

a) During competitive negotiations each party tries to get the best….

for themselves.

b) Conceding in a competitive situation is seen as a sign of ….

c) In case of conflicts a negotiator need to use …. skills to keep a prime

position.

d) Many people see … as a battle where the stronger party … the weaker party.

e) In industrial disputes which results in strikes there are only ….

f) In …. negotiation conflict is minimized and the idea is to reach a solution.

g) In cooperative negotiation, the whole idea is to reach an agreement where

everybody ….

h) In … negotiation try not to tell the other party too much.

i) In competitive negotiation you should keep ….. of the meeting’s agenda.

j) Both parties should be ready to make …. if necessary aiming to trade things.

Exercise 5. Give the English equivalents to the following Russian words or word combinations:

a) делать уступки …………………………………………………..

b) избегать участия в переговорах ………………………………..

c) осуществлять контроль …………………………………………

d) сторона переговоров ……………………………………………

e) большое количество информации ……………………………..

f) торговать чем-либо в обмен на что-то………………………….

g) умение убеждать ………………………………………………..

h) слабость …………………………………………………………..

i) цель ………………………………………………………………..

j) долгосрочные отношения ………………………………………..

Exercise 6. Read the following three extracts describing three different types of

negotiations. Match each one to the right type.

The types of the negotiations may be described as:

a) agreement – based negotiation sometimes referred to an a win-win negotiation

b) independent advantage negotiation (lose – lose negotiation?)

c) win – lose negotiation

A. A business negotiation is similar to a discussion between friends arranging a social engagement. Two parties have a shared objective: to work together in a way which is mutually beneficial. Proposals and counter-proposals are discussed until agreement is reached. Both sides hope for repeated business.

This is an …………………………………………………………………..

B. This type of negotiation is less founded on mutual interests or benefits, but on gaining the best deal possible for your side. Both teams negotiate to independent advantage. This means that each team thinks only about its own interests. In this type a seller typically seeks to sell a product but is less concerned about repeat business.

This is ………………………………………………………………………..

C. A third type is the negotiation to resolve conflicts, for example in a contractual dispute. Here, it is possible that each party regards the other as an opponent and seeks to win the negotiation.

This is …………………………………………………………………………..

Exercise 7. Read the following three negotiations and answer the questions:

a) Where are the people and what is being negotiated?

b) Which negotiation is win-win, which is lose-lose and which is win-

lose?

Negotiation 1.

Negotiation 2.

This is ________________________________________

Negotiation 3.

This is _______________________________

Negotiating techniques.

Exercise 8. What is the best approach to negotiation? The win-win approach, where both you and the other person can feel happy with the outcome, or the “I win - you lose” approach, where the strongest person gets the bigger share? In a successful negotiation, everyone should leave the negotiating table happy with the outcome: there shouldn’t be winners or losers. The negotiators should try to reach a win-win solution: an agreement of equal benefit to both sides. Which of these strategies are best for finding a win-win solution in a negotiation?

a) If you don’t agree, say “no”.

b) Support your proposal with reasons and arguments.

c) Ask questions to find out what your partner‘s position is.

d) Keep repeating your demands.

e) Look for alternative solutions.

f) Take time to think

Exercise 9. Kevin Warren, an Executive Vice President at Coca-Cola (UK), is talkingabout negotiating. Read the first part of the interview to find the answers to the following questions:

1) What do the letters L-I-M stand for? …………………………………

2) What was his L-I-M …………………………………………………

3) What example does she give as an illustration of L-I-M?....................

…………………………………………………………………………

Exercise 10. Read the second part of the interview to find out what three negotiating

tips Warren gives. Write them down below.

Tip 1 ………………………………………..

Tip 2 ………………………………………….

Tip 3 …………………………………………..

Exercise 11. Kelvin uses the words below. Choose the correct definition

for each.

1 classic errors a) typical mistakes

b)old mistakes

2 go straight into point a) move towards the end

b)state your purpose directly without delay

3 long-term relationship a) a business contact over a long period

b)a friendship over a long period

4 switch a) change

b)turn on

5 shut up a) stop talking or making noise

b)stop your business activity for some time

Exercise 12. Read the text again carefully and

a) define

the topic __________________________________________

the main idea _______________________________________

supporting details ___________________________________

__________________________________________________

b) Answer the following questions about the text.

1) Who is the text directed at?

2) Is the style of the text appropriate for science?

3) Does the text sound interesting? Why? Why not?

Exercise 13. In his book ‘The Art of Winning’ Harry Mills says that most negotiations have seven stages. These are listed below, but in the wrong order.

Put the stages in order.

· Probe with proposals