Ex.1. Give the English equivalents to the Ukrainian words and word combinations in the box.
1) бути присвяченим чомусь; 2) проводити переговори;
3) загальні інтереси; 4) запропонувати; 5) зайти у безвихідь; 6) поновлювати переговори; 7) нема сенсу; 8) на самому початку; 9) спільна користь; 10) отримати точку зору
Ex.2. Read the following sentences and decide if they are true or false. Use: You are mistaken, the text says…, It’s really so, As far as I know, etc.
1. The main purpose of most negotiations is to reach a compromise agreement.
2. It’s necessary to discuss business matters at once.
3. Most of negotiating time is devoted to non-business time.
4. First of all the talks get agreement covering the purpose, plan and agenda.
5. There are never differences of view between the parties.
Ex.3. Answer the questions.
1. What’s the main purpose of most negotiations?
2. What can help conduct negotiations?
3. What advice could you give to a negotiator?
4. How should problem points be solved?
5. What should you do if you are in a deadlock?
Negotiating: reaching agreement
Ex.4.Work in two groups, A and B. Look at the negotiating tips below.
a) Each group agrees on the 5 most important negotiating tips on their list.
b)Then form new groups with members from group A and B.
Agree on a single list of the 5 most important tips from both lists.
Negotiating tips group A
· Be friendly.
· Have clear aims.
· Tell the other side what you want.
· Listen carefully.
· Pay attention to other side`s body language.
· Don`t change your plan during the meeting.
· Never be the first to make an offer.
Negotiating tips group B
· Be strong and try to win.
· Prepare carefully before you negotiate.
· Ask a lot of questions.
· Have a lot of options.
· Summarise often the points you agree on.
· Change your strategy during the negotiation, if necessary.
· Never show any emotion.
Ex.5. You will read a negotiation between Michelle, the manager of a bookstore chain, and a website designer. Complete the chart below.
Text B
a) M: Let`s talk about the time for setting up the website. We want it in a month`s time. That`s the end of July
D: It`s a bit early. I was hoping to have 2 months to do the job. If I finish in one month, will you agree to reduce the number of pages?
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M: Yes, that`s no problem. Just do the best you can. Our priority is to have the website up and running as soon as possible.
D: OK then, agreed.
b) M: Now about payment. You want to charge us $50 an hour. That works out at $400 a day, I believe.
D: Yes, that`s the normal fee for the job.
M: Well, we`d prefer to pay you a fixed amount for the work. We can offer you $6,000.
D: I see. Do you mind if I ask you why you want to pay that way?
M: Well, you see, that way we can control the costs of the project. If we pay you per hour, the costs could become high. It could get out of control. This way, we know where we stand.
D: I see, $6,000. Mmm, that could be all right, I suppose, as long as I get some money in advance. How about paying me half when I start the work and half at the end?
M: Yes, I think we could arrange that. OK. I agree to that.
c) D: Now, the design of the website. Will we have book covers on it?
M:Absolutely. I`d like to display a large number of book covers on every page. They`d reallyattract people`s attention. What do you think?
D: It`s a bit too much. I`a say. A lot of pictures take too long to download. I`d prefer one big image.How about that?
M: Mmm, I don`t know. People like to see the book covers. It draws them into the website, believe me.
D: Maybe you are right. How about 2 covers per page, then?
M: Ok, that sounds reasonable. Now, what else do we need to discuss before you get started?
| Negotiating point | What`s Michelle wants | What the designer wants | What they agree | |
| Schedule for setting up the website |
| Two months |
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| Payment terms | Fixed amount: $6,000 |
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| Website design |
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| Two covers per page | |
Ex.6. Read again the third part of conversation. Note down all the expressions for agreeing and disagreeing. Decide whether they express a) strong, b) polite or c) hesitant agreement and disagreement.
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Ex.7. Role play this situation.
A representative of website maintenance company meets a company manager to negotiate a maintenance contract.
Website maintenance company representative.
You want:
1.A three-year contract.
This allows you to offer the best service to customers and it will be profitable for you.
2.To test the website each month.
This will give the best level of service to the client and increase your earnings.
3.Response time - 24 hours.
You want the company to contract you by e-mail if there is emergency. You want up to 24 hours to solve any problems.
Company manager
You want:
1.One–year contract
You want to see how well the company does the job and if they are reliable before giving them a long contract.
2.To have the website tested every 3 months
You want the maintenance costs to be as low as possible. However, you would like to have weekly checks on the security of the website.
3.Response time – 2 hours
You want to contract them at any hour by phone if there is an emergency. You want the maintenance company to solve any problems within 2 hours.
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