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Reading comprehension

Exercise 1

Answer the questions

1. What is the most important step in negotiation process? Why?

2. Can you give the synonyms to the following words: vendor, tenet, counterpart, bargain, to ramp up.

3. What should you do at the preparation level?

4. What are 3 most important negotiation techniques? Why?

5. How do you understand the technique: “Go high, or go home”?

 

Exercise 2

Match the adjectives with the nouns to match word combinations from the text. Use them in your own sentences.

1 precise 2 desired 3 real 4 creative 5 successful 6 alternative 7 quiet 8 justifiable 9 guiding 10 low 11 final 12 loose a) eye-opener b) vendor c) deal d) objectives e) listeners f) ends g) results h) price i) bargain j) budget k) principle l) solutions

Exercise 3

Complete 5 sentences starting with

Every great negotiator needs to know …

Exercise 1

Here is a formula for starting negotiations. Read and complete it.

a) less b) greedy c) ruin d) script e) person f) drop g) destroy h) profit i) blow j) want

Get the other …..1…..to answer this question: ”Look if you could write the …..2…..for the deal that you want, what would you …..3…..?” Sometimes that person will ask for …..4…..than what you are willing to pay.

Don’t be …..5…… That’s trying to wring the last …..6…..of blood out of someone in negotiation. It can …..7…..deals, …..8…..relationships, and …..9…..businesses. It’s totally unnecessary too. If there’s not enough fair …..10…..in the deal for both, move to something else.

 

Exercise 2

Choose the best heading for each negotiation technique.

Attitude Flexibility Rapport Parameters Approach

1. ………………..

Try to establish a good rapport with your opposite number from the moment you firstmeet, whether or not you already know each other. Some general 'social talk' is good ice-breaker and bridge-builder in this respect.

2. ………………..

Confirm the subject/purpose of your negotiation early on and try to establish areas of common ground and areas of likely conflict before you move on to the bargaining/trading stage.

3. ………………..

Be constructive not destructive - treat your opposite number with respect, sensitivity and tact, and try to avoid an atmosphere of conflict. This will create a feeling of harmony and goodwill, which should encourage a willingness to compromise and ultimately lead to a productive negotiation.

4. ………………..

Keep your objectives in mind - and try to keep a clear head. This will help you to concentrate on your key points. Try to resist the temptation to introduce new arguments all the time. Use the minimum number of reasons to persuade your opposite number, coming back to them as often as necessary.

5. ………………..

Be prepared to consider a range of alternatives and try to make creative suggestions for resolving any problems. Be prepared to make concessions and to compromise, if necessary, to avoid deadlock - but don't be pushed beyond your sticking point.



Exercise 3

Before ‘entering the arena’ of any negotiation you need some strategies. Strategies are those game plans that decide how you will approach, participate in and conclude the negotiation. Start the sentences with Door Don’t to form 4 negotiation strategies Compare your answer with your partner’.

a. …accept the first offer.

b. …walk away if you cannot get an acceptable deal.

c. …ask for one or two small extras just when they are ready to sign

d. …give concession without asking something in return.

Exercise 4

Draw a line from each word on the left to a word on the right to make a word pair. (There is one extra word that you don’t have to use). Then use word pairs to complete the sentences below.

1. neutral 2. fallback 3. relaxed 4. negotiating 5. small 6. kick a) ground b) priority c) talk d) off e) atmosphere f) position g) team  

 

1. We will hold talks on ………………..so neither side has an advantage.

2. We’ll ……………….the discussion by setting out our needs.

3. Our ……………….is very experienced and fully understands the process.

4. We believe the talks will be held in a ………………..with no real arguments.

5. We start with ………………..over coffee, but then it gets serious.

6. We have asked for 10%, but we do have a ………………..if that is turned down.

 

 

Exercise 5

Arrange the sentences in the correct order.The first and the last statements have been done for you.

a) The other side may be richer, better connected, with a larger staff, or have more powerful weapons.
b) 12 It can create the impression of a stalemate, which the other side will be impelled to break by offering something different.
c) You can’t change that, but you can protect yourself from making bad agreement.
d) 1 Sometimes you’re not negotiating on a level-playing field.
e) Know what you’ll do if the negotiations fail.
f) Before negotiations start, know the worst outcome you’ll accept.
g) At the same time make the most of your assets
h) Keep that in mind as your bottom line.
i) Silence is your best weapon
j) Don’t push back
k) You may encounter opponents who won’t budge from their positions.
l) Be willing to break off negotiations if you can’t reach an acceptable agreement.

Exercise 6

Look at the cartoons below. Give your comments. Discuss with your partner what negotiations techniques are used?

 

 

 

 

Exercise 7

Fill in the gaps with a suitable word from the box.

 

relationship listener objectives interests gains face view position problems tenacity hand negotiators atmosphere research concessions rapport

 

 

What makes a good negotiator?

There has been a great deal of …1… into the art of negotiation, and, in particular, into what makes a ‘good’ negotiator.

One point most researchers seem to agree on is that good …2… try to create a harmonious …3… at the start of a negotiation. They make an effort to establish a good …4… with their opposite number, so that there will be a willingness – on both sides – to make …5…, if this should prove necessary.

Good negotiators generally wish to reach an agreement, which meets the …6… of both sides. They therefore tend to take a long-term …7…, ensuring that the agreement will improve, or at least, not harm their …8…with the other party. On the other …9…, a poor negotiator tends to look for immediate …10…, forgetting that the real benefits of a deal may come much later.

Skilful negotiators are flexible. They do not ‘lock themselves’ into a …11… so that they will lose …12… if they have to compromise. They have a range of …13…, thus allowing themselves to make concessions. Successful negotiators do not want negotiation to break down. If …14… arise, they suggest ways of resolving them. The best negotiators are persuasive, articulate people, who select a few key arguments and repeat them. This suggests that …15… is an important quality.

Finally, it is essential to be a good …16… and to check frequently that everything has been understood by both parties.

 

Exercise 8


Date: 2016-01-14; view: 930


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