B) Define the meanings of the idioms from the context, translate the sentences into Ukrainian.

1. Bus companies are just passing the buck by saying their drivers are responsible for delays.

2. The council has also begun the process of making the three branch officers compulsorily redundant, by putting them on the redeployment register.

3. If we can't meet the deadline, they won't give us another contract.

4. As you establish your time frame, don't worry about casting it in cement. Instead, think of your schedule as something you commit to follow unless and until circumstances change and you make a conscious decision to revise it.

5. Since its founding in a shack in London over 30 years ago, Limmud gatherings have been held in dozens of countries, but on Sunday the network of Jewish education confabs will reach a new milestone when it holds its first-ever event in China.

6. One in five workers admitted making up an excuse to throw a sickie, often complaining they had food poisoning or a cold, a new report said today.

Talking point

I. Role Simulation

You are an expanding small company representing foreign firms on the Polish market. At the moment you are looking for new premises with more office space. You have seen two different offices which are for rent. One is the Intraco building and the other in the Business Centre on Plac Bankowy.The matter has to be discussed with staff members to decide which is more suitable for your purpose. The following is to be taken into account in order to reach the right decision:

· number of staff the company plans to employ within the next five years

· location

· the rent to be paid

· parking facilities

· any other aspects you can think of

Assign the roles before the lesson so that each student can prepare his/her part. At the meeting some students are asked to take the minutes which they willpresent to the class later for evaluation.

The Managing Director arranges the meeting. He prepares an agenda with all the items of business he intends to deal with and sends it to those invited to participate. He chairs the meeting and starts with informing the staff members of the current prospects for expansion of the company and the immediate need of accommodating three new employees.

The chief accountant compares the rent to be paid for the two different offices and is in favour of renting the smaller and cheaper one in the Intraco building.

Mr Malec points out that they would have to purchase new furniture in case they decide to move into the Intraco building as the rooms there are very small and their present desks and shelves would not fit in. However, he mentions the parking facilities, which are much better here than at the Business Centre, where they are, as a matter of fact, non-existent.

Mr Bek is of the opinion that the small rooms are an advantage as fewer people working in one room would make work more efficient.

The Secretary expresses the view that the reception room in the Intraco building is too small and most unimpressive. There is also insufficient space for the fax machine, photocopier, a.s.o. She would prefer the premises at the Business Centre.

II. Comment on the following sayings concerning the role of a chairperson.

-The focus of a chairperson is on keeping the meeting productive, rather than on just using his role to promote his or her own contribution or standing.

- It is a good idea to rotate the chairperson's role every few meetings, as this gives everyone valuable experience on running a meeting, as well as buy in to value of the effective meeting process.

-If the Chairperson is friendly and a good mixer, then others will follow suit and the general atmosphere will be friendly and co-operative. If, however, the Chairperson is brusque and unapproachable, there will inevitably be cliques and factions. A calm and even temperament is a great asset in a Chairperson, as this creates a feeling of stability, whereas if there is too much volatility, the reverse is the case.

UNIT 2

PRESENTATIONS. NEGOTIATIONS

PRESENTATIONS

Starting up

Oral presentations are frequently used in business and industry and are becoming increasingly important as a way of communication. A presentation is a prepared talk given by a speaker to one or more listeners.

a) Arrange the purposes of presentation types in three columns:

Business presentation-Sales presentation –others

to activate

to stimulate people to take action.

to evaluate situation

to present products to customers

to promote the services one offers

to compete for projects

to present budget proposals

to inform

to entertain

to apply for credits

to raise money for some project

to tell the listeners what they will find beneficial to know

to instruct

to let employees know exactly how this or that plan works

to give specific directions or orders

to stand up for one’s rights

to pull the best out of their listeners

to inspire/motivate.

to cause the audience to willingly accept your proposal through logic, evidence, and emotion.

to get people to open their wallets and make a contribution

to present ideas, suggestions, and arguments

B) Match the topics of the speeches and the purpose it is to achieve

-The History of Our Company, Our Products and Services, or Introducing the New Package Design.

-Ten Steps to Being a Better Manager, What To Do in a Fire Emergency, and How to Use Your New Computerized Appointment Calendar.

-Tickle Your Funny Bone and Live Longer

-How Gerald Coffee, who spent seven years in solitary confinement in a prison camp has personally triumphed over hardships

-How Lance Armstrong overcame cancer to reclaim his championship at the Tour de France.

-Martin Luther King telling people about his dreams of a glorious future.

-Vote for Proposition 21!

-Save the Whales!

-Follow the New Safety Regulations!

-Capital Punishment Should Be Abolished!

- Multi-culturalism Is Good for Our Business!

-Sex Education Should Be Taught Early!

c) What steps does preparation of an oral presentation involve?

Consider the following and summarize how important is the preparation for controlling your nervousness and boosting your self-confidence. Put the activities in the order you think is best when making a presentation

-know the topic well

-realize that you are an expert

-do a research

- to compose a good introduction

- distill out the main, most important points

- finish with a strong conclusion

- have an idea what the background is of your audience

-never read a presentation

-outline this text for the actual presentation.

- feel qualified to answer all the questions

- be credible

- make your ideas accepted

- determine the purpose of your talk

- know what you want to achieve

Reading

Presentations are brief discussions of a focused topic delivered to a group of listeners in order to impart knowledge or to stimulate discussion. They are similar to short papers with an introduction, main body and conclusion. The ability to give brief presentations is a learned skill and one that is called on frequently in the workplace.

Making a good oral presentation is an art that involves attention to the needs of your audience, careful planning, and attention to delivery.

Clear and logical delivery of your ideas and scientific results is an important component of a successful scientific career. Presentations encourage broader dissemination of your work and highlight work that may not receive attention in written form.

The rules to make a clear a logical delivery of your ideas involve the following:

Rule 1: Talk to the Audience

Rule 2: Less is More

Rule 3: Only Talk When You Have Something to Say

Rule 4: Make the Take-Home Message Persistent

Rule 5: Be Logical

Rule 6: Treat the Floor as a Stage

Rule 7: Practice and Time Your Presentation

Rule 8: Use Visuals Sparingly but Effectively

Rule 9: Review Audio and/or Video of Your Presentations

Rule 10: Provide Appropriate Acknowledgments

Oral Communication is different from written communication

Listeners have one chance to hear your talk and can't "re-read" when they get confused. In many situations, they have or will hear several talks on the same day. Being clear is particularly important if the audience can't ask questions during the talk. There are two well-known ways to communicate your points effectively. The first is to K.I.S.S. (keep it simple stupid). Focus on get ting one to three key points across. Think about how much you remember from a talk last week. Second, repeat key insights: tell them what you're going to tell them (Forecast), tell them, and tell them what you told them (Summary).

Most audiences should be addressed in layers: some are experts in your sub-area, some are experts in the general area, and others know little or nothing. Who is most important to you? Can you still leave others with something? For example, pitch the body to experts, but make the forecast and summary accessible to all.

For conference talks, for example, I recommend two rhetorical goals: leave your audience with a clear picture of the gist of your contribution, and make them want to read your paper. Your presentation should not replace your paper, but rather whet the audience appetite for it. Thus, it is commonly useful to allude to information in the paper that can't be covered adequately in the presentation.

Exercise 1. Answer the following questions.

1. What is the purpose of any presentation?

2. In what way are presentations similar / different from short papers?

3. Why is a logical delivery of your ideas so important?

4. If you could set only five rules for presentation delivery what should they be?

5. What are the two best ways to communicate your points effectively?

6. What does addressing in layers imply?

7. What is the difference between your paper and your conference talk?

Exercise 2. Find words in the texts which mean the following:

1. make an indirect reference____________________________

2. plan in advance__________________________________

3. spreading_______________________________________

4. share__________________________________________.

6. knowledge gained by perceiving_____________________

7. thrifty__________________________________________

8. attempt to promote _______________________________

9. emphasize______________________________________.

10. essence_______________________________________

11. benefaction ___________________________________

Exercise 3. Match the columns to form collocations.

1. deliver one’s points

2. to stimulate skill

3. a called on accessible

4. provide acknowledgments

5. communicate the appetite for

6. make discussion

7. whet a topic

Exercise 4. Render the following text into English using active vocabulary.

Публічний виступ - це усне монологічне висловлення з метою досягнення впливу на аудиторію. У сфері ділового спілкування найбільш часто використовуються такі жанри, як доповідь, інформаційна, привітальна і торгова промова.

В основі класичної схеми ораторського мистецтва лежить 5 етапів: 1)добір необхідного матеріалу, змісту публічного виступу (inventio - «винахід»), 2)Складання плану, розподіл зібраного матеріалу в необхідній логічній послідовності (dispositio - «розташування»), 3)»Словесне вираження», літературна обробка мови (e|ocutio), 4)Завчання, запам'ятовування тексту (memoria - «пам'ять»), 5)Проголошення (pronuntiatio).

Сьогодні в ораторській діяльності виділяють 3 основних етапи: докомунікативний, комунікативний і посткомунікативний.

Підготовка до будь-якого ораторського монологу починається з визначення його теми і мети.. Назва виступу повинна бути зрозумілою, чіткою, по можливості короткою. Tеми повинні орієнтувати людей на участь в обговоренні конкретних проблем.

Починаючи розробку тексту, необхідно визначити мету виступу. Оратор повинен ясно уявляти, якої реакції він домагається. Основні цілі публічного монологу - повідомлення і вплив. Оратор може поставити задачу інформувати слухачів, дати певні відомості. Чи він розраховує схвилювати аудиторію, сформувати у людей переконання, уявлення, що стануть мотивами їхньої поведінки, тобто закликає до якихось дій. Часто ці завдання перехрещуються, сполучаються в одному виступі. Свої прагнення і задачі варто повідомити слухачам.

Важливо оцінити склад майбутньої аудиторії. Хайнц Леммерман - автор підручника з риторики – закликає заздалегідь настроїтися на своїх слухачів, поставити себе на їхнє місце, «побачити речі їх очима». Необхідні дані про тих, на кого розрахована промова - це: освітній рівень, напрямок освіти (гуманітарна, технічна...), пізнавальні інтереси, стать, вік, ставлення до теми і до оратора.

Завжди легше говорити, звертаючись до однорідного складу (дилетанти, фахівці, колеги, студенти, люди однакових політичних поглядів і т.д.). Що однорідніша аудиторія, то більш передбачена реакція на виступ. Звертаючись до молоді, не можна загравати, лестити, повчати, дорікати в незнанні, некомпетентності, підкреслювати свою перевагу, ухилятися від гострих проблем і питань. Перед слухачами з високим рівнем професійної чи наукової підготовки не можна виступати, якщо немає нових поглядів, підходів до рішення проблеми, не можна допускати повтори, тривіальні судження, демонструвати свою перевагу, зловживати цифрами, цитатами, ухилятися від суті проблеми.

У неоднорідній (гетерогенній) аудиторії виголошувати промову сутужніше. Якщо публіка різна за складом, треба, по можливості, адресувати якийсь фрагмент кожній групі. Варто заздалегідь подумати про те, що сказати окремим, особливо авторитетним, важливим персонам, якщо ви знаєте, що вони прийдуть.

Exercise 5. Match the names of the 10 rules with their definitions.

Fill in the gaps with the prepositions and adverbs.

Rule 1: Talk to audience

Rule 2: Less is More

Rule 3: Only Talk When You Have Something to Say

Rule 4: Make the Take-Home Message Persistent

Rule 5: Be Logical

Rule 6: Treat the Floor as a Stage

Rule 7: Practice and Time Your Presentation

Rule 8: Use Visuals Sparingly but Effectively

Rule 9: Review Audio and/or Video of Your Presentations

Rule 10: Provide Appropriate Acknowledgments

(___)We do not mean face the audience,……………… gaining eye contact with……….. many people ………possible when you present is important since it adds a level of intimacy and comfort ………. the presentation. We mean prepare presentations that address the target audience. Be sure you know who your audience is—what are their backgrounds and knowledge level of the material you are presenting and what they are hoping to get ……. ……. the presentation? Off-topic presentations are usually boring and will not endear you …..the audience. Deliver what the audience wants to hear.

(___)A common mistake…. inexperienced presenters is to try to say too much. They feel the need to prove themselves …. proving …. the audience that they know a lot. ….. a result, the main message is often lost, and valuable question time is usually curtailed. Your knowledge ….the subject is best expressed ………. a clear and concise presentation that is provocative and leads ….. a dialog during the question-and-answer session when the audience becomes active participants. ….. that point, your knowledge ….. the material will likely become clear. If you do not get any questions, then you have not been following the other rules. Most likely, your presentation was either incomprehensible or trite. A side effect ….. too much material is that you talk too quickly, another ingredient …… a lost message.

(___)Do not be overzealous ……… what you think you will have available to present when the time comes. Research never goes … fast …. you would like. Remember the audience's time is precious and should not be abused …. presentation of uninteresting preliminary material.

(___)A good rule …. thumb would seem to be that if you ask a member …the audience a week later about your presentation, they should be able to remember three points. If these are the key points you were trying to get ……, you have done a good job. If they can remember any three points, but not the key points, then your emphasis was wrong. It is obvious what it means if they cannot recall three points!

(___)Think ….. the presentation …. a story. There is a logical flow—a clear beginning, middle, and an end. You set the stage (beginning), you tell the story (middle), and you have a big finish (the end) where the take-home message is clearly understood.

(____)Presentations should be entertaining, but do not overdo it and do know your limits. If you are not humorous by nature, do not try and be humorous. If you are not good at telling anecdotes, do not try and tell anecdotes, and so on. A good entertainer will captivate the audience and increase the likelihood of obeying Rule 4.

(____)This is particularly important for inexperienced presenters. Even more important, when you give the presentation, stick … what you practice. It is common to deviate, and even worse to start presenting material that you know less about than the audience does. The more you practice, the less likely you will be to go …. on tangents. Visual cues help here. The more presentations you give, the better you are going to get. …. a scientific environment, take every opportunity to do journal club and become a teaching assistant if it allows you to present. An important talk should not be given …. the first time …. an audience ….peers. You should have delivered it ….. your research collaborators who will be kinder and gentler but still point …. obvious discrepancies. Laboratory group meetings are a fine forum for this.

(____)Presenters have different styles … presenting. Some can captivate the audience with no visuals (rare); others require visual cues and …. addition, depending …. the material, may not be able to present a particular topic well ………. the appropriate visuals such as graphs and charts. Preparing good visual materials will be the subject of a further Ten Simple Rules. This rule will help you to define the right number …visuals …. a particular presentation. A useful rule ….thumb for us is if you have more than one visual …. each minute you are talking, you have too many and you will run …. time. Obviously some visuals are quick, others take time to get the message across; again Rule 7 will help. Avoid reading the visual unless you wish to emphasize the point explicitly, the audience can read, too! The visual should support what you are saying either …. emphasis or with data to prove the verbal point. Finally, do not overload the visual. Make the points few and clear.

(_____)There is nothing more effective ….. listening …., or listening …. and viewing, a presentation you have made. Violations ….the other rules will become obvious. Seeing what is wrong is easy, correcting it the next time around is not. You will likely need to break bad habits that lead ….the violation of the other rules. Work hard … breaking bad habits; it is important.

(_____)People love to be acknowledged …. their contributions. Having many gratuitous acknowledgements degrades the people who actually contributed. If you defy Rule 7, then you will not be able to acknowledge people and organizations appropriately, … you will run …. …. time. It is often appropriate to acknowledge people at the beginning or …. the point ….their contribution so that their contributions are very clear.

NEGOTIATIONS

Starting up

Negotiations or debates are unavoidable parts of our lives. Sometimes you might find yourself in a situation where winning a debate or a negotiation is a must in order to achieve your goals yet find that you are losing ground.

1 In what situations do you negotiate? Who do you negotiate with? Think about both your work and your private life.

2 What makes an effective negotiator?

3 How important are trust and liking in negotiations?

4 Is there an important difference between the way you might approach one-off negotiations (e.g. selling your car) and negotiations as part of a long-term business relationship?

5 How can you avoid being manipulated in a negotiation with a more experienced negotiator?

Reading

a) Read the paragraph below. What is the aim of negotiation?

Negotiation is a dialogue between two or more people or parties, intended to reach an understanding, resolve point of difference, or gain advantage in outcome of dialogue, to produce an agreement upon courses of action, to bargain for individual or collective advantage, to craft outcomes to satisfy various interests of two people/parties involved in negotiation process. Negotiation is a process where each party involved in negotiating tries to gain an advantage for themselves by the end of the process. Negotiation is intended to aim at compromise.

b) Negotiations: Distributive and Integrative

We use the two types of negotiation described below all the time. Occasionally, these two different forms of negotiation even overlap. By understanding their nature, we will be better prepared when faced with different situations. By learning more, we can improve both our interpersonal and professional relationships, through an increased awareness of the negotiation process utilized in our everyday lives.

Scan the paragraph below and highlight the following:

-the purpose of distributive and integrative negotiations

- the primary difference between distributive and integrative negotiations

Distributive negotiation is also sometimes called positional or hard-bargaining negotiation. It tends to approach negotiation on the model of haggling in a market. In a distributive negotiation, each side often adopts an extreme position, knowing that it will not be accepted, and then employs a combination of guile, bluffing, and brinksmanship in order to cede as little as possible before reaching a deal. Distributive bargainers conceive of negotiation as a process of distributing a fixed amount of value.

The term distributive implies that there is a finite amount of the thing being distributed or divided among the people involved. Sometimes this type of negotiation is referred to as the distribution of a “fixed pie.” There is only so much to go around, but the proportion to be distributed is variable. Distributive negotiation is also sometimes called win-lose because of the assumption that one person's gain results in another person's loss. A distributive negotiation often involves people who have never had a previous interactive relationship, nor are they likely to do so again in the near future.

In the real world of negotiations, two parties face off with the goal of getting as much as possible. The seller wants to go after the best price they can obtain, while the buyer wants to pay the lowest price to achieve the best bargain. It's really just good old plain haggling, which is not all that much different from playing a tug of war.

Integrative negotiation is also sometimes called interest-based or principled negotiation. It is a set of techniques that attempts to improve the quality and likelihood of negotiated agreement by providing an alternative to traditional distributive negotiation techniques. While distributive negotiation assumes there is a fixed amount of value (a “fixed pie”) to be divided between the parties, integrative negotiation often attempts to create value in the course of the negotiation (“expand the pie”). It focuses on the underlying interests of the parties rather than their arbitrary starting positions, approaches negotiation as a shared problem rather than a personalized battle, and insists upon adherence to objective, principled criteria as the basis for agreement.

The word integrative implies some cooperation. Integrative negotiation often involves a higher degree of trust and the forming of a relationship. It can also involve creative problem-solving that aims to achieve mutual gains. It is also sometimes called win-win negotiation.

C) Read the paragraph below and identify the skills which are essential for an effective negotiator.

Skill at the negotiations is essential to the manager. It can often mean life or death for his career. A basic fact about negotiation, easy to forge, is that people involved in it, are not an abstract “other” side but the real human beings. Whenever Mr Fowler enters into negotiations he often pays attention to his human aspect of negotiations. He bears in mind the old proverb saying that a diplomat is somebody who can tell you to go hell in such a way that you look forward to the trip.

Therefore he is soft on the people being at the same time hard on the problem. However he does not dig in to his position but tries to focus on interests instead. The manager doesn’t think in terms of win-lose situations, his tactic is to ensure that all parties benefit: a win-win situation. He always knows when “something’s got to give”. With such an approach it is easy to avoid conflicts which could end in a deadlock and finally lead to breaking off negotiations. The negotiating partners appreciate that Mr Fowler will never try to trip them up but will rather dance with them toward a mutually agreeable outcome.

Exercise 1. Answer the following questions.

1) What does the word “negotiation” refer to?

2) What is an aim of negotiation?

3) What does the term “distributive” imply”?

4) What does the term “integrative” imply?

5) What is the difference between integrative and distributive negotiations?

Exercise 2. Find words in the texts above which mean the following

1) an agreement that is achieved after everyone involved accepts less than what they wanted at first

2) to give something such as an area of land or a right to a country or person, especially when you are forced to

3) when you work with someone to achieve something you both want

4) to develop something new, especially a strong relationship with other people, groups, or countries

5) to hit something with your foot so that you fall, or to make someone do this; to make a mistake or to force someone to make a mistake by tricking them

6) to remember a fact or piece of information that is important or could be useful in the future

7) to be lenient towards somebody

8) when a buyer and seller negotiate rapidly to find a price they can agree to

9) a situation in which the disagreement cannot be settled

10) to have a bad effect on something

Exercise 3. a) Here are the tips which will improve your chances to win the debates. Consider them and place in order of priority for making the negotiation effective. Explain your reasons.

a) Back your words by documents to win a negotiation

b) Focus on the other person’s need

c) Be informed

d) Use body language to hide your own emotions

e) Collect feedback using body language

f) Read faces

g) Reply back with another question

h) Use the machine gun technique in negotiations

i) Be aware of color psychology in negotiations

j) Be flexible

B) Read the paragraphs, fill in the sentences taken from the text and match each paragraph with the tips above.

1) (__________________). One of the most popular causes for losing ground in a negotiation is lack of information. Facts can't help you convince people only because they make sense but because they also make you sound more confident. _______________________________ you talk and this provides further creditability to your words.

2) (__________________).When negotiating with someone it can be very beneficial to use documents to support your words. ______________________________________ it’s as if you are saying "I'm not telling you My opinion, I'm giving you straight facts". Even if the sources aren't known to him the data will give him the impression that you know more than him.

3) (__________________). It doesn’t just mean eye contact and posture but it also refers to the well-known body language gestures that show the current state of mind of the person you are negotiating with. The state of positive evaluation, state of negative evaluation, state of interest and the state of lying can help you know exactly ________________________________.

4) (__________________). There are two common uses for body language, to read the emotions of others and to hide yours. ____________________________ you will be able to leave the impression you want and this will help you win the negotiation. It's not about the feelings you get during the negotiation but it’s all about the feelings you reveal.

5) (__________________). Do you know that the colors you wear can help you do better at a negotiation? It’s recommended that you wear blue in a negotiation because ________________________ that you are trustworthy and loyal.

6) (_________________).There is no one method that can convince all people to believe in something during a negotiation because each person is different. For example, you can hardly convince a stubborn person by repetition as he will resist you more when you repeat your arguments. By using face reading you can determine the type of person that you ____________________________________________ with your beliefs.

7) (________________).This technique is based on using many different unrelated arguments together in a fast manner so that __________________________________. When you use this technique in negotiations your chance of shaking the confidence of the person you are negotiating with becomes much higher.

8) (_______________).If for some reason you found a strong resistance during a negotiation then don’t waste your effort by _______________________________. If the other person you are negotiating with was well informed about one point or if his belief system contradicts with this point then convincing him might be a hard task.

9) (______________). ____________________________ that you don’t want to answer you can reply back with another question to distract him.

10) (______________).One big mistake many people do in negotiations is _______________________ while forgetting that each person has different needs. Focus on the person's needs, belief system and values and not yours in order to win a negotiation.

ü thinking that all people think the same way

ü it will give the impression

ü the other person loses hope in replying to them all

ü When you feel confident it shows up in the way

ü are dealing with and so know how to convince him

ü insisting on the same point but instead move to another one

ü In case you were asked a question

ü By learning about body language

ü about the feelings of the person you are negotiating with

ü When you use documents during negotiations to support your arguments

Exercise 4. What do you know about the negotiation styles? R.G. Shell identified five styles/responses to negotiation. Individuals can often have strong dispositions towards numerous styles; the style used during a negotiation depends on the context and the interests of the other party, among other factors. In addition, styles can change over time.

Match the negotiation styles below with their explanations and fill in the missing words.

Accommodating

Avoiding

Compromising

Collaborating

Competing

a) Individuals who enjoy negotiations that i_______ solving tough problems in creative ways. They are good at using negotiations to understand the c_______ and interests of the other parties. They can, however, create problems by t__________ simple situations into more complex ones.

b) Individuals who enjoy s__________ the other party’s problems and p__________ personal relationships. They are sensitive to the emotional states, body language, and verbal signals of the other parties. They can, however, feel taken a___________ of in situations when the other party p________ little emphasis on the relationship.

c) Individuals who do not like to negotiate and don’t do it unless warranted. When negotiating, they t_________ todefer and dodge the confrontational aspects of negotiating; however, they may be perceived as t________ and diplomatic.

d) Individuals who are e_______ to close the deal by doing what is fair and equal for all parties involved in the negotiation. They can be useful when there is limited time to c___________ the deal; however, they often unnecessarily rush the negotiation process and make concessions too quickly.

e) Individuals who enjoy negotiations because they p_______________ an opportunity to win something. They have strong i_______________ for all aspects of negotiating and are often strategic. Because their style can dominate the bargaining process, competitive negotiators often neglect the i_____________ of relationships.

Exercise 5. Tactics are always an important part of the negotiating process. But tactics don't often jump up and down shouting "Here I am, look at me." If they did, the other side would see right through them and they would not be effective. More often than not they are subtle, difficult to identify and used for multiple purposes. Tactics are more frequently used in distributive negotiations and when the focus in on taking as much value off the table as possible. Many negotiation tactics exist.

a) Read the text about some commonly used tactics and guess how they call them in negotiations. Explain your choice.

· Deadlines

· Chicken

· Defence in depth

· Bogey

· The Nibble

· Snow job

· Flinch

· Good guy/Bad guy

· Auction

· Brinksmanship

1)____________________ The bidding process is designed to create competition. When multiple parties want the same thing, pit them against one another. When people know that they may lose out on something, they will want it even more. Not only do they want the thing that is being bid on, they also want to win, just to win. Taking advantage of someone’s competitive nature can drive up the price.

2)___________________ One party aggressively pursues a set of terms to the point at which the other negotiating party must either agree or walk away. This is a type of “hard nut” approach to bargaining in which one party pushes the other party to the “brink” or edge of what that party is willing to accommodate. Successful negotiator convinces the other party they have no choice but to accept the offer and there is no acceptable alternative to the proposed agreement.

3)____________________ Negotiators use this tactic to pretend that an issue of little or no importance to him or her is very important. Then, later in the negotiation, the issue can be traded for a major concession of actual importance.

4) ___________________ Negotiators propose extreme measures, often bluffs, to force the other party to chicken out and give them what they want. This tactic can be dangerous when parties are unwilling to back down and go through with the extreme measure.

5) ___________________ Several layers of decision-making authority is used to allow further concessions each time the agreement goes through a different level of authority. In other words, each time the offer goes to a decision maker, that decision maker asks to add another concession in order to close the deal.

6) __________________ This tactic shows a strong negative physical reaction to a proposal. Common examples of this tactic are gasping for air, or a visible expression of surprise of shock. This can be done consciously or unconsciously. The negotiator signals to the opposite party that you think the offer or proposal is absurd in hopes the other party will lower their aspirations. Seeing a physical reaction is more believable than hearing someone saying, “I’m shocked.”

7) _________________ This approach is typically used in team negotiations where one member of the team makes extreme or unreasonable demands, and the other offers a more rational approach. This tactic is named after a police interrogation technique often portrayed in the media. A positive character will appear more reasonable and understanding, and therefore, easier to work with. In essence, it is using the law of relativity to attract cooperation. The positive character will appear more agreeable relative to a negative one. This tactic is easy to spot because of its frequent use.

8) _________________ This tactic is asking for proportionally small concessions that haven’t been discussed previously just before closing the deal. This method takes advantage of the other party’s desire to close by adding “just one more thing.”

9) __________________ Negotiators overwhelm the other party with so much information that he or she has difficulty determining which facts are important, and which facts are diversions. Negotiators may also use technical language or jargon to mask a simple answer to a question asked by a non-expert.

10) __________________Give the other party limited amount of time forcing them to make a decision. This method uses time to apply pressure to the other party.

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