IV. Complete these sentences using word combinations from the text and translate them into Russian.

1. Buyer and seller enter into a legally ________________contract once an offer has been accepted.

2. DAF is bidding for a ___________contract to supply trucks to the British army.

3. If two people have agreed on something and signed a sheet of paper, is that a _________ contract?

4. Peters claimed that Schaffer was only an employee in his company, but Schaffer asserted that an unwritten, ___________ contract made them partners.

5. She had an ___________ contract due to expire later in the year and wanted to take time off work to have children.

V. Answer the following questions.

1. Why do they say a negotiation in a foreign language is a complex activity?

2. What is necessary to do in order to reach an agreement?

3. What should one do preparing for a negotiation?

4. How should one behave while negotiating?

5. What are the major guidelines to follow?

6. What are the ways of furthering the negotiation?

7. What problems can arise while negotiating?

8. How should one deal with them? Why?

VI. Useful words and expressions

Opening a negotiation:

ü I’d like to start with…

ü The first thing I would like to discuss is…

ü It seems best to start with…

ü I’m sure/confident we can reach agreement. (optimistic)

ü I’m sure there’s room for negotiation.

ü We have a lot to discuss.

ü Let’s see how we get on. (cautious)

Putting forward a proposal:

ü What we are proposing is…

ü We are offering…

ü I think we could give you…

Agreeing with a proposal:

ü That’s fine/ OK by me…

ü I would accept…

ü That’s exactly what we are looking for…

Suggesting a compromise:

ü May I make a suggestion?

ü If you… then we may be able to…

ü We may be able to… but only if you…

ü Unless you… there is no question of our being able to…

Disagreeing with, or refusing a proposal:

ü I’m afraid that’s not exactly what I had in mind.

ü That’s not how we see it.

ü I can’t accept that.

ü That’s out of the question.

Imposing conditions:

ü We would agree to that but only if…

ü We can’t accept that unless…

ü That would be on condition that…

ü We would be prepared to… provided…

Asking for clarification:

ü Could you be more specific?

ü What exactly are you proposing?

ü Can you be more precise?

Summarizing what has been said:

ü So, what you are saying is that…

ü If I’ve got this right, you are suggesting…

ü Correct me if I’m wrong but are you saying that…?

ü Am I right in thinking that…?

Postponing a decision or playing for time:

ü I’m afraid we will need more time before we can make a decision.

ü I’ll have to get back to you on that.

Concluding a deal:

ü It’s a deal.

ü You’ve got yourself a deal.