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Match the words and their definitions. Think of their Ukrainian equivalents.
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| A | B |
| 1) persistent 2) articulate 3) creative 4) persuasive 5)patient 6)open-minded 7)advisable 8)versatile | acontinuing in a course of action or way of behaving; b having or showing ability to wait calmly for a long time; c sensible; wise d having many different kinds of skill or ability e having the power to influence others into believing or doing what one wishes; f producing new and original ideas and things; imaginative and inventive; g expressing or able to express thoughts and feelings clearly and effectively; h willing to consider new arguments, ideas, opinions etc.; |
Answer the questions.
1. What have the researchers studied?
2. What does it mean when negotiators are open-minded?
3. Why to be able to change is considered to be good?
4. What kind of agreement is a good one?
5. Why is it advisable to take a long-term view?
Think and discuss.
1. Being patient is a good quality of a negotiator. Do you agree? Why? Why not?
2. Comment on other qualities which are important to make a good negotiator.
Complete the sentences with the appropriate form of the words provided in capitals.
| 1. To establish a rapport is ____ important. 2. _____ of failures makes companies consider the problem of negotiations seriously. 3. Creative approach can’t be ______. 4. There is a ________ to underestimate their contribution into success. 5. When a suitable moment comes up you can ______ in stating your position. | PARTICULAR FREQUENT HARM TEND PERSISTENT |
5. 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. What word do the initial letters of the stages spell?
A Tie up loose ends
Confirm what has been agreed, summarize the details on paper.
B Explore each other’s needs
Build rapport. State your opening position. Learn the other side’s position.
C Ready yourself
Prepare your objectives, concessions and strategy. Gather information about the other side.
D Probe with proposals
Make suggestions and find areas of agreement.
E Close the deal
Bring the negotiation to a clear and satisfactory end.
F Signal for movement
Signal that you are prepared to move from your original position. Respond to signals from the other side.
G Exchange concessions
Give the other side something in return for something you need or want
6. Read seven extracts from a negotiation between two buyers from an exclusive department store in Moscow and an Italian supplier of leather goods. Match each extract (1 - 7) to one of the stages of Harry Mills’s list (A - G).