Compare sentences with other people in the class.
I. Listen to four business people sharing their views on how to negotiate and answer the questions below.
A. Put the following stages in a negotiation into the order Speaker 1 mentions them.
have lunch q
agree on a procedure q
listen and take notes q
create a rapport q
set out proposals q
agree terms q
make counter-proposals q
B. Speaker 2 refers to the following acronyms. What do they mean?
c. According to Speaker 3, why doesn’t ‘win-win’ usually work?
D. What five pieces of advice does Speaker 3 offer?
E. According to Speaker 4, what’s the worst thing you can do to a negotiator?
What’s the difference between tactics and dirty tricks?
What examples does he mention?
I. Make up the following collocations.
II. Translate the collocations above into Russian. Explain their meanings. Use them in the sentences of your own.
III. Give your definitions to each word from the box below. What of them are meant by the following statements?
a. You can address them. You can deal with them. You can foresee them. You can solve them.
b. You can develop them. You can share them. You can come up with them. You can brainstorm them.
c. You can make them. You can consider them. You can put them forward. You can withdraw them.
d. You can look at them. You can go through them. You can quote them. You can round them up.
e. You can make them. You can question them. You can reach them. You can put them off.
f. You can support them. You can attack them. You can back them up. You can chat with them.
g. You can air them. You can share them. You can express them. You can exchange them.
h. You can make them. You can look for them. You can invent them. You can refuse to accept them.
Lesson 4. The language of Negotiations
I. Answer the following questions. Discuss your answers with the rest of the group.
a. Do you think you are a good negotiator? Why or why not?
b. Do you know someone who is a good negotiator? What makes him/her such a good negotiator?
c. Have you ever negotiated for something?
II. Look at the picture below. Do you think these people are good negotiators? Why?
I. Read the joke. Is there a lesson to be learnt from it?
II. How direct you want to be in a negotiation is a matter of both cultural and personal choice. In which side on the line below would you place people from your own culture? How about you personally?
prefer the diplomatic approach ß--------------------|------------------à prefer straight-talking
III. Find someone in your group who put themselves on the other side of the line from you. Try to persuade each other that your side is better.
I. The following thoughts passed through the minds of two negotiators during a negotiation. Use the words and phrases in brackets to reproduce what they actually said.
(would find/quite difficult) _____________________
(afraid / not in the position / this stage)_________
(may / lightly)_____________________________
(shouldn’t / little?)_________________________
(wouldn’t / be better?)______________________
(were hoping / able)________________________
(might not / very easy)______________________
(think / about / the moment)__________________
II. What do the negotiators do to make their statements sound more diplomatically? Do you prefer the direct or diplomatic versions?
III. The following expressions are all useful in negotiations, but some letters are missing from the words. When you have completed them, the letters in the box spell out some good advise for a negotiator.
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