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Now listen to a recording of a model dialogue.

Suggest other situations which match each of the three types of negotiations described here. Think of examples from your own experience. | Preparation for a negotiation | When you have finished, report the results of your negotiation. | Remember to include welcoming remarks and some general comments on your expectations for a successful meeting and an agreement which leads to a lasting partnership. | Quick Communication Check Unit 1 | Effective negotiating requires clear thinking and a constructive approach | To find out which one you are, answer the following questions and check your answers with the key at the end. | Listen to a recording of five different statements. All of these are ways of dealing with conflict. Match each statement with one of the following strategies. | Listen to a recording of a final summing up from Peter Cawood of Photolab Inc. and three alternative responses from Group Image. | Now listen to a recording of a model dialogue. |


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  1. A general model for introducing new language
  2. A Listen to the dialogue. Match the columns to form the dialogue.
  3. A Theoretical Model of Land Use Change
  4. A) Before listening, read the definitions of the words and phrases below and understand what they mean.
  5. A) Listen to the recording of Text Two and mark the stresses and tunes, b) Repeat the text in the intervals after the model.
  6. Act out the dialogue.
  7. Active Listening

Summarizing and looking ahead

 

1 Listen to a recording of discussions towards the end of a negotiation between Jill Kearne from Gibson Trust Ltd.* a real estate developer, and Neil Finch, a government official responsible for the sale of a former railroad station.

 

a) Complete the labeling of the plan of the area involved in the negotiation.

b) What is not included in the sale?

c) What will happen on May 15 and in September?

 

 
 

Listen again.

a) How does Jill Kearne introduce what she wants to say? Complete the following:

Well,_____ _____ _____ _____ - go over the _____ _____ _____on. Is that okay?

... Well, _____ _____ _____ is...

 

b) How would you describe the atmosphere in this negotiation?

The following letter is from Gibson Trust to the Department of Urban

Development summarizing the points agreed to in the negotiation between them and outlining the next steps. Fill in the blanks in the letter with appropriate words from the box.

enclosed developed specified examined excluded signed drawn up confirm included agreed

 

 

 
 


Practice 4

 

Imagine you are a participant in a subsequent meeting between Gibson Trust and government officials responsible for the sale of the former railroad station. You have made the following notes during your meeting. Use them to summarize an conclude your meeting, looking ahead to future steps.

1. Station Renovation and Use

* approve plane to renovate station as a museum-link to local City Museum

* Museum-operated by government / all year round

* Gift shop

* Study Center-supported by University and City Library

2. Other land

to be developed by Gibson Trust / agreed commercial 50% and residential 50% - specified in the contract

Next steps: Finish contracts

Next meeting: exchange contracts – June 25

 

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