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Focusing on Words






Exercise 3. Match the follow word partnerships as they appear in the texts.

1) unfriendly a) objectives

2) the opening b) information

3) party’s c) relations

4) competitive d) disputes

5) sign of e) bid

6) assertiveness f) agenda

7) a great deal of g) skills

8) individual h) situation

9) long-term i) atmosphere

10) the meeting’s j) weakness

 

Exercise 4. Complete the sentences with the correct form of a word from the box.

cooperative deal assertiveness negotiation

weakness defeat benefit losers competitive

control concessions

a) During competitive negotiations each party tries to get the best….

for themselves.

b) Conceding in a competitive situation is seen as a sign of ….

c) In case of conflicts a negotiator need to use …. skills to keep a prime

position.

d) Many people see … as a battle where the stronger party … the weaker party.

e) In industrial disputes which results in strikes there are only ….

f) In …. negotiation conflict is minimized and the idea is to reach a solution.

g) In cooperative negotiation, the whole idea is to reach an agreement where

everybody ….

h) In … negotiation try not to tell the other party too much.

i) In competitive negotiation you should keep ….. of the meeting’s agenda.

j) Both parties should be ready to make …. if necessary aiming to trade things.

 

Exercise 5. Give the English equivalents to the following Russian words or word combinations:

a) делать уступки …………………………………………………..

b) избегать участия в переговорах ………………………………..

c) осуществлять контроль …………………………………………

d) сторона переговоров ……………………………………………

e) большое количество информации ……………………………..

f) торговать чем-либо в обмен на что-то………………………….

g) умение убеждать ………………………………………………..

h) слабость …………………………………………………………..

i) цель ………………………………………………………………..

j) долгосрочные отношения ………………………………………..

 

Exercise 6. Read the following three extracts describing three different types of

negotiations. Match each one to the right type.

The types of the negotiations may be described as:

a) agreement – based negotiation sometimes referred to an a win-win negotiation

b) independent advantage negotiation (lose – lose negotiation?)

c) win – lose negotiation

A. A business negotiation is similar to a discussion between friends arranging a social engagement. Two parties have a shared objective: to work together in a way which is mutually beneficial. Proposals and counter-proposals are discussed until agreement is reached. Both sides hope for repeated business.

This is an …………………………………………………………………..

 

B. This type of negotiation is less founded on mutual interests or benefits, but on gaining the best deal possible for your side. Both teams negotiate to independent advantage. This means that each team thinks only about its own interests. In this type a seller typically seeks to sell a product but is less concerned about repeat business.

This is ………………………………………………………………………..

 

C. A third type is the negotiation to resolve conflicts, for example in a contractual dispute. Here, it is possible that each party regards the other as an opponent and seeks to win the negotiation.

This is …………………………………………………………………………..

 

Exercise 7. Read the following three negotiations and answer the questions:

a) Where are the people and what is being negotiated?

b) Which negotiation is win-win, which is lose-lose and which is win-

lose?

Negotiation 1.

Husband: What about Majorca this summer? We should start planning or everything will be booked.
Wife: Oh, not another beach holiday? You want to go to Majorca although you know I hate lying and doing nothing. I’d like to suggest something active like trekking in the Alps.
Husband: Walking up and down mountains. You can’t be serious!
Wife: You don’t know anything about it! Come and have a look at the brochure. There’s a lot of sun too in the Alps.
Husband: I don’t want to know anything about it. I need two weeks to relax, eat too much and do nothing. There’s no way I’ll walk around mountains, in spite of the sun.
Wife: I’ll go to Majorca for a week provided we go to the Alps for a week.
Husband: No way!
Wife: We do what you want every year. Can’t you compromise this time?
Husband: I can meet you half way. Let’s find an island with a mountain on it. That way you can wander around on it and I can lie on the beach. Can you go along with that?
Wife: That’s out of the question! Either we do something together or I don’t want to go. That’s my bottom line.
Husband: That’s makes two of us. That means that neither of us is going on holiday this year. Great! This is ________________________________

Negotiation 2.

Man: Thank you for showing me round. It’s a beautiful house.
Seller: Yes, I know. I don’t want to sell it, but my husband has got a job in New York so we have to move.
Man: So, how much are you asking for it?
Seller: I’d like $600, 000.
Man: Frankly, I think that’s a lot for this house. Is that your best offer?
Seller: I think it’s a fair price. Remember there is a very big garden and a new garage.
Man: True, but look at the windows. You need to replace all of them. And the floor downstairs doesn’t look good. I would only pay that price on condition that you do all the repairs.
Seller: You have a point there. I should repair the windows. However, I don’t have time to do all of the work. If I understand you correctly. You will take the house if I lower the price because of renovations?
Man: Exactly. Look, you want a quick sale, and I really like the house. If you go down to $550, 000 I’ll take it and you’ll have your money at the end of the week.
     

 

Seller: Done! Let’s draw up the contract.

This is ________________________________________

 

Negotiation 3.

Modelling agent: If you want Tania to model your winter collection, it will cost $10, 000 an hour.
Shop owner: That’s far higher than I expected. We only need her for two hours.
Modelling agent: Fine. That’ll cost $20, 000 for the evening. It’s at your new shop in the centre of town, isn’t it? Nice location.
Shop owner: Look, the model I booked can’t make it. Our new shop opens on Friday and I really need a model but we talk about the price again?
Modelling agent: No, I don’t want to discuss this. You know Tania is almost a top model. $10, 000 is the pie if you want a famous face. I can’t go any lower than that. Take it or leave it.
Shop owner: I have no choice. But can’t we take a long term view? If Friday is a success then I’ll book Tania for the spring and summer collection. Surely you can give me a discount for three firm bookings?
Modelling agent: Afraid not. As I said, Tania is in demand at the moment.
Shop owner: Look, I’ll pay the 20, 000 as long as she stays for extra hour and chats to my regular customers.
Modelling agent: So what you’re saying is you want some more than two hours work. No deal! You can have Tania for two hours and not a second longer. If you want extras, you have to pay for them.
Shop owner: I think that’s very unreasonable, but, OK, it’s deal. $20, 000 for two hours, but, I won’t do business with you again.

This is _______________________________

Negotiating techniques.

Exercise 8. What is the best approach to negotiation? The win-win approach, where both you and the other person can feel happy with the outcome, or the “I win - you lose” approach, where the strongest person gets the bigger share? In a successful negotiation, everyone should leave the negotiating table happy with the outcome: there shouldn’t be winners or losers. The negotiators should try to reach a win-win solution: an agreement of equal benefit to both sides. Which of these strategies are best for finding a win-win solution in a negotiation?

a) If you don’t agree, say “no”.

b) Support your proposal with reasons and arguments.

c) Ask questions to find out what your partner‘s position is.

d) Keep repeating your demands.

e) Look for alternative solutions.

f) Take time to think

 

Exercise 9. Kevin Warren, an Executive Vice President at Coca-Cola (UK), is talkingabout negotiating. Read the first part of the interview to find the answers to the following questions:

1) What do the letters L-I-M stand for? …………………………………

2) What was his L-I-M …………………………………………………

3) What example does she give as an illustration of L-I-M?....................

…………………………………………………………………………

 

Interviewer: When you go into a negotiation, do you always expect to win?
Kevin Warren: I guess the honest answer is that I always have a clear expectation of what I expect to achieve, I guess I would like to always win. Let me illustrate that for you. Something that was sort of shared with me early in my career was the mnemonic L-I-M and that’s Like, Intend, Must. What would I like to do, what would I intend to do, and what must I do? And this is probably well illustrated by a recent contract that we negotiated in the UK with a major leisure company. And, I guess our «like» was, we would like to win the business there and then, in the negotiation on that day. I guess our «intend» was that we must leave that group thinking that we are a very professional and competent outfit who can best meet their needs. And I guess our «must» was, we must have done enough to keep the dialogue open and ensure that our competitor didn’t win the business on that day. So, the short answer is you don’t always win. I always want to win, but I don’t always expect to win –but I certainly expect to deliver the objective that we went in to achieve Exercise 13. Read the first part again and complete the sentences with words and phrases from the text. 1) I don’t always win, I always ……………………. 2) L-I-M is …………………………………………… 3) In other words, L-I-M is what I would …………………….. what I would ………………………., and what I ………….. 4) When you go into a negotiation do you always ………………? 5) You should always have ……………………. of what you ……………………………….. 6) We must have done enough to keep ……………………….  

Exercise 10. Read the second part of the interview to find out what three negotiating

tips Warren gives. Write them down below.

Tip 1 ………………………………………..

Tip 2 ………………………………………….

Tip 3 …………………………………………..

Interviewer: Could you give me some tips for negotiating?
Kevin Warren: Yes. I think everybody has their own tips. But these are things that have worked for myself and the people I’ve worked with, and it’s more around avoiding classic errors. And I guess the first one is to identify who the decision maker is. I’ve lost count of theoccasions a t every level, from first-line salesman through to board director, board to board negotiations where I’ve seen fantastic presentations, superb dialogue and the person that’s been sitting across the table, so to speak, is not the decision maker. So that’s the first tip, make sure you know who you’re talking to. The second one is that all salesmen, if they’re good salesmen, tend to be very enthusiastic about what they’re selling. That could be a product or a service, or even a social occasion. And in their enthusiasm they focus on their need, rather than the buyer’s need. For example, in our own case I’ve seen on many occasions people basically go straight to the point – ‘We’re here to sell you Coca-Cola, it’s the world’s number one brand, you must want it.’ What they haven’t done is to establish the buyer’sneed. The important thing is to understand the buyer’s need. Now, it’s not impossible to sell without establishing that need. But it tends to mean you’ll never have a long-term relationship. For example, because I never established your need, if another soft drinks supplier walks through the door and just offers you more money, you’ll probably switch. So I think it’s very important.
Kevin Warren: My favourite one, and I’m probably in danger of doing it myself now, is once you’ve made the sale, shut up. I think it’s very important: close the sale, reinforce the buyer’s decision– everybody likes to feel they’ve made a good decision – and then leave.  
     

Exercise 11. Kelvin uses the words below. Choose the correct definition

for each.

1 classic errors a) typical mistakes

b)old mistakes

2 go straight into point a) move towards the end

b)state your purpose directly without delay

3 long-term relationship a) a business contact over a long period

b)a friendship over a long period

4 switch a) change

b)turn on

5 shut up a) stop talking or making noise

b)stop your business activity for some time

 

Exercise 12. Read the text again carefully and

a) define

the topic __________________________________________

the main idea _______________________________________

supporting details ___________________________________

__________________________________________________

b) Answer the following questions about the text.

1) Who is the text directed at?

2) Is the style of the text appropriate for science?

3) Does the text sound interesting? Why? Why not?

 

Exercise 13. 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.

· Probe with proposals

Make suggestions and find areas of agreement

· Close the deal

Bring the negotiation to a clear and satisfactory end.

· Signal for movement

Signal that you are prepared to move from your original position.

Respond to signals from the other side.

· Exchange concessions

Give the other side something in return for something you need or want.

· Tie up loose ends

Confirm what has been agreed. Summarise the details on paper.

· Explore each other’s needs

Build rapport. State your opening position. Learn the other side’s position.

· Ready yourself

Prepare your objectives, concessions and strategy.

Gather information about the other side.






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