1. to think of something that will or might happen in the future
2. a choice or option
3. to discuss something formally in order to make an agreement
4. the act of combining two or more businesses into one business
5. to find an answer or a solution to something, to settle or solve something
6. something that people are talking about, thinking about; an important subject or topic
7. lack of success
8. able to be discussed and changed before an agreement or a decision is made
9. a person or group taking one side of a question, dispute or contest
10.the final result or outcome, the most important thing to consider
11.something bought or sold at a good price; an agreement in which people or groups say they will give or do something in exchange for something else
12.a return proposal made by one who has rejected a proposal
Ex.25. Translate the sentences using the words in the box.
| to negotiate negotiable to resolve to anticipate alternative merger issue party failure counterproposal bottom-line bargain |
1. Обе стороны конфликта подписали соглашение.
2. Для того, чтобы разрешить проблему, необходимо провести переговоры со всеми сторонами, заинтересованными в слиянии компаний.
3. Каждая сторона, участвующая переговорах, должна четко определить свои главные цели и альтернативу им, если будет невозможно их достичь.
4. Чтобы избежать провала на переговорах, необходимо к ним заранее хорошо подготовиться.
5. Цены поднялись выше, чем ожидало правительство.
6. На переговорах противоположная сторона вышла со встречным предложением. Их оппоненты приняли его. Это была по-настоящему выгодная сделка.
7. Каков окончательный итог переговоров? Был ли решен основной вопрос?
Ex.26. You are offered a good job. Prepare to negotiate the job offer with your employer. Here are some issues you want to raise before you accept. Discuss them with your partner.
· Salary
· Promotion opportunities
· Insurance (medical, dental, accident, life)
· Holidays
· Vacation time
· Retirement/pension plans
· Overtime
· Expenses
Ex.27. Analyze the golden rules to successful negotiations:
1) Always try to negotiate for at least 15 minutes. Any less than that and it is unlikely that either party has had enough time to fairly consider the other side. Generally, the size or seriousness of the negotiation determines the amount of time needed to negotiate it. Setting a time limit is a good idea. Approximately 90% of negotiations get settled in the last 10% of the discussion.
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2) Always offer to let the other party speak first. This is especially important if you are the one making a request for something such as a raise. The other party may have overestimated what you are going to ask for and may actually offer more than what you were going to request.
3) Always respect and listen to what your opponent has to say. This is important even if he or she does not extend the same courtesy to you. Do your best to remain calm and pleasant even if the other party is displaying frustration or anger. Remember some people will do anything to intimidate you.
4) Acknowledge what the other party says. Everyone likes to know that what they say is important. If the other party opens first, use it to your advantage, by paraphrasing what you have heard. Repeat their important ideas before you introduce your own stronger ones.
5) Pay attention to your own and your counterpartner's body language. Review the chart below to learn how to interpret body language during the negotiations. Make sure that you aren't conveying any negative body language.
| Body language | Possible meaning |
| Avoiding Eye Contact | · Lying · Not interested · Not telling the whole truth |
| Serious Eye Contact | · Trying to intimidate · Showing anger |
| Touching the face/fidgeting | · Nervousness · Lack of confidence · Submission |
| Nodding | · Agreeing · Willing to compromise |
| Shaking the head/turning away | · Frustrated · In disbelief · Disagreeing with a point |
Ex.28. Discuss the following issues:
1. Which of the rules of successful negotiations were already known to you? Have you ever used them?
2. Which of the rules are new to you?
3. Do you think these rules are really important?
4. Which of the rules would you like to remember and use in your everyday life? Why?
5. Do you pay attention to the body language of the person you are talking to?
6. Is it going to be easier for you now to understand the people you speak with?
7. Have you ever paid attention to your own body language? When do you avoid eye contact? When do you touch your hair?
8. What else can you or other people do while talking? What do these thing mean?