DISCUSSION. Exercise 1. Read the text above again and answer the questions.

Exercise 1. Read the text above again and answer the questions.

1. What situation can you observe in a win-win negotiation?

2. What do you mean by «probing»?

3. What question from B do you suggest for the following reply: «We’d prefer US dollars»?

4. What question from B do you suggest for the reply: «We’ll need the first 30 units in six months»?

5. What is the best translation for the following conjunctions:

6. When do we usually make a concession?

7. What is meant by «horse-trading»?

8. What two expressions do we use to describe long negotiations with a series of concessions?

9. What’s the difference between «to haggle» and «to make a concession»?

Part 3. BIDDING, BARGAINING AN D MAKING CONCESSIONS.

Unit 13

Exercise 1. Read the following extract. According to the writer, are these statements about negotiating True (T) or False (F)?

a) Decide on the most important and less important issues.

b) Try to guess what the other side thinks.

c) Note answer to the questions you ask.

d) Deal with issues in isolation, one at a time.

e) Make concessions and get a concession in return.

f) If there are problems, you have to accept or reject what is on offer.

g) Tough bargaining can combine with a spirit of cooperation.

Effective negotiating requires clear thinking and a constructive approach.

It is necessary to have a clear understanding of what for you are the most important issues and at the same time what for you are less important. Try to identify aspects in the second category where the other side will be happy to gain concessions. Give what is not so important for you, but is valuable for the other side.

To do this, you have to do the following:

Ø Check every item of what the other side wants. Ask how important items are and look for flexibility.

Ø Do not guess their opinions or motives – you could be wrong, or they won’t like your speculation.

Ø Note the other side’s answers, but don’t immediately say what you think.

Ø Avoid being forced into considering one issue alone, consider two or three at once – aim for an agreement to a package.

If there are big differences between the two parties, you have a choice of these opinions: to accept. To reject, or to carry on negotiating. If you decide to carry on, then the opinions in the next round are:

Ø to make a new offer;

Ø to seek a new offer from the other party;

Ø to change the shape of the deal (vary the quantity or the quality, or bring in third parties);

Ø begin bargaining.

Your bargaining should be governed by three principles: be prepared, think about the whole package, and be constructive. In preparing, you must identify the issues and prepare your bargaining position. You need:

Ø an essential conditions list – issues where you cannot concede anything;

Ø a concession list – issues where you can make concessions;

Ø to grade the concessions from the easiest to the most difficult, where you need most in return.

As for the package, you must look for agreement in principle on a broad front.

When the time comes for compromise, each party will concede on one issue if they win a concession on another.

Unit 13

The final principle is to be positive and constructive. You should be fair and cooperative, even during difficult bargaining. This approach is most likely to move the negotiation towards a settlement that both sides feel is to their advantage.

(From «Negotiating» by Bill Scott)