Exercise 4. Read the text and underline the main points as a list of guidelines on negotiating.

There has been a great deal of research 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 negotiators try to create harmonious atmosphere at the start of a negotiation. They make an effort to establish a good rapport with their opposite number, so that there will be a willingness - on both sides - to make concessions, if this should prove necessary.

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

Skilful negotiators are flexible. They do not “lock themselves” into a position so that they will lose face if they have to compromise. They have a ranget of objectives, thus allowing themselves to make concessions, for example, “I aim to buy this machine for £2,000” and not “I must buy it for £2,000”. Poor negotiators have limited objectives, and may not even work out a “fall-back” position.

Successful negotiators do not want a negotiation to break down. If problems 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 tenacity is an important quality.

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

Exercise 5. Fill in the gaps.

Negotiating scenario

Small, get down, representatives, relaxed, agenda, kick, background

1. Meet and greet ……..of the other company and introduce your colleagues.

2. Offer coffee and ……. talk.Try to create a …… atmosphere.

3. Go to the meeting room and suggest that you …… to business.

4. Havea clear … and a timetable.

5. First, give the ….. to the negotiations. Talking about the situation is a good way of reminding people of key facts and issues.

6. Then …. offthe negotiations themselves, perhaps by finding out more about the priorities of the side (the things they think are most important) or talking about your own requirements.

GRAMMAR SECTION

PASSIVE VOICE

In English passive structures are used more often in formal and written language.

We use Passive:

a) when the person who carries out the action is unknown, unimportant or obvious from the context

e. g. You are ordered to report to General Hillard.

b) when the action itself is more important than the person who carries it out, as in news headlines, newspaper articles, formal notices, instructions, advertisements, processes, etc.

e.g. Water is evaporated carefully by the chemist.

When we change a sentence from Active to Passive:

- the object of the active sentence becomes the subject in the passive sentence.

- the active verb remains in the same tense, but changes into a passive form

We use by when we need to say who or what is responsible for the event. We make passive forms by putting the verb to be into the correct tense and adding the Past Participle of the main verb.

PRACTICE

Date: 2016-04-22; view: 986