Exercise 10 Make conditional sentences which include concessions based on the prompts below. The first is done for you as an example.

a) a better warranty / quicker payment terms

We could offer a better warranty if you would agree to quicker payment terms.

b) free delivery / larger order

c) free on-site training / small increase in price

d) 5% discount / payment on delivery

e) extra £50,000 compensation / agreement not to go to law

f) promise to improve safety for staff / agreement on new contracts

g) better working conditions / shorter breaks

Exercise 11 Which of the following words indicate rejection is coming? Mark them with an R (rejection). Mark the others with an A (agreement).

1. Unfortunately … _________7. It’s a pity, but … _________

2. Sadly …________________8. We don’t think …_________

3. We regret that …_________9. We cannot possibly …_____

4. I’m pleased to say …______10. I’m sorry, but …_________

5. Fortunately …____________11. It’s possible that …_______

6. I’m afraid …_____________12. Happily … ___________

Dealing with conflict

Exercise 12 Read the text below. How many ways are suggested to reduce conflict in a negotiation? Suggest your own ways to avoid conflict. Entitle the text.

Conflict may sometimes be an unavoidable step on the road towards agreement. However, in some cases conflict leads to the breakdown of negotiations as one or both sides realize that agreement is not possible. In many cased this is better than agreeing to something which would be against the interests of the people concerned.

When conflict arises, there are several possible actions which may help to resolve conflict in a negotiation:

· leave the problem, go on to a different topic and return later to the point at issue

· summarize progress and areas of agreement

· emphasize the benefits available to both sides

· emphasize the loss to both sides of not reaching agreement

· restate the issue and wait for a response

· change the package

· invent the options for mutual gain

· offer conditional concessions

· adjourn to think and reflect

· set up an off-the-record meeting

· change location

· change negotiator (personal chemistry?)

· bring in a third party (mediator?)

· consider walking away.

Exercise 13 Read five different statements. All of these are ways of dealing with conflict. Match each statement with one of the following strategies.

1) Adjourn to think and reflect.

2) Summarise progress and areas of agreement.

3) Leave the problem, discuss something else, come back later to the problem.

4) Emphasise the loss to both sides of not reaching agreement.

5) Offer a conditional concession.

Extract 1

I think we’re not really making much progress. Perhaps it would be better to leave this point for a while and come back to it later. Could we talk about a different aspect to the deal, perhaps the question of delivery?

Extract 2

I think it is important to think about what could happen if we do not reach agreement. The most obvious consequence will be that we will both lose market share. The only winners will be our competitors. It could be serious for both of us.

Extract 3

There seem to be a number of problems, but I’d like to summarise the positive elements - issues where we have made progress. First, we agree that we have to settle the dispute between us, we understand how important this is. Second, we agree that the terms of our original agreement need to be changed. Third, we also agree that the change will depend on the different market conditions which affect our products ... These are important points of progress.

Extract 4

Can I suggest we take a short break here? I think it will help if we look at some of the issues that are dividing us. Perhaps we will see areas where we can make a fresh offer.

Extract 5

The point at issue, Mr Cinis, is quite simple. We can offer you an extra 5% discount, but only if the order is increased by 20% over the next three years.

Ending / Breaking off negotiations

Exercise 14 Emily Schmidt, a conference organizer, is coming to the end of her negotiation with a soft-drinks supplier. Read and decide if these statements are true or false.

1. Emily has ordered over 400 bottles of mineral water.

2. The supplier will deliver the order to the conference venue.

3. Emily will pay the supplier by the end of the month.

4. Emily and the supplier still need to discuss the details of the delivery.

Emily: So, can I just go over what we’ve agreed? You’re going to supply us with 100 bottles of still and 200 bottles of sparkling water, to be delivered directly to the Hotel Splendido in Milan on the 15th of March. The total cost to us will be €456, which we have agreed to pay in full within 25 working days of receiving the delivery. Have I missed anything out?

Supplier: No, I think that’s all. Emily ... oh, one final point we need to agree. I think, is a suitable delivery time.

E: Oh, yes, as I said before, the earlier the better! Shall we speak on the phone next week?

S: Good idea. Emily. I’ll ring you on Thursday.

E: OK. I look forward to speaking to you again then. By the way, good luck with your tennis match on Saturday!

S: Oh, thanks. I'd almost forgotten about that. Goodbye!

Date: 2015-12-24; view: 1173