Some hints on negotiating.

Preparation

• Planning make sure you prepare properly. The less you prepare, the more you will be at a disadvantage and less likely you will be to achieve a satisfactory outcome.
• Research Try to find out as much as you can about your opposite number and his or her business. Use the resources of a business library and/or talk to your business contacts.
• Strategy Plan your negotiating strategy carefully, taking into consideration the personality and position of your opposite number, as well as your own strengths and weaknesses.

Techniques

• Rapport Try to establish a good rapport with your opposite number from the moment you first meet, whether or not you already know each other. Some general ‘social talk’ is a good ice-breaker and bridge-builder in this respect.
• Listen! Listening attentively at every stage of your negotiation will help to avoid misunderstanding and create a spirit of cooperation.
• Attitude Be constructive not destructive – treat your opposite number with respect, sensitivity and tact, and try to avoid an atmosphere of conflict. This will create a feeling of harmony and goodwill, which should encourage a willingness to compromise and ultimately lead to a productive negotiation.
• Flexibility Be prepared to consider a range of alternatives and try to make creative suggestions for resolving any problems. Be prepared to make concessions and to compromise, if necessary, to avoid deadlock – but don’t be pushed beyond your sticking point.
• Agreement When you have reached agreement, close and deal firmly and clearly. Confirm exactly what you have agreed – and any aspects/matters that need further action.

Language

• Simplicity Keep your language simple and clear. Take your time and use short words and sentences that you are comfortable with – there is no point complicating a difficult task with difficult language.
• Clarity Don’t be afraid to ask questions if there is anything you don’t understand. It is vital to avoid any misunderstanding that might jeopardise the success of your negotiation.

Exercise 3. Give English equivalents to the following words.

Стратегія ведення переговорів стратегия ведения переговоров

Сильні та слабкі сторони сильные и слабые стороны

Атмосфера довіри атмосфера доверия

Дух співпраці дух сотрудничества

Уникати избегать

Гнучкість гибкость

Розглядати рассматривать

Творчі пропозиції творческие предложения

Підтверджувати подтверждать

Складна мова сложный язык

Exercise 4. Complete these statements made by the leader of a negotiating team:

opposed to in a position at this stage

stand on as far as present circumstances

preferable to in favor of of benefit to

Thank you for stating the position of your company so clearly. If I may, I’d now like to respond by outlining where we ….. these issues. Our starting point is also a desire for mutual co-operation with your company in the areas of production and distribution. I think both sides can agree on this point. At present, however, we are not ….. to accept that a licensing agreement is ….. a joint venture agreement. We do not normally grant licences to produce our products and we are strongly ….. a joint venture agreement in the …… To respond to your third point, what we are looking for ….. is a limited agreement. By limited I mean that we want to limit any agreement to the countries of the Pacific rim. We are not convinced that a worldwide agreement would be ….. us at this stage. ….. your final point is concerned, we are not ….. the involvement of a third party in this agreement and we do not see any reason for the inclusion of such a clause. This is our current position.

Exercise 5. In the following conditional sentences, match the beginnings and the endings.

1. If you need to speak to me next week…

2. If you don’t mind waiting for a few minutes …

3. If you let me have your card …

4. If you order a box today …

5. If you let me know exactly what you want …

6. If you come back at 3 o’clock …

7. If you leave me details of the services you are offering …

a. … I’ll send you an information pack.

b. … we can design something that meets your specific requirements.

c. … I’ll get back to you if we are interested.

d. … my colleague will be happy to speak to you as soon as he is free.

e. … I’ll introduce you to our sales manager. He should be back by then.

f. … please give me a ring. Here’s my business card.

g. … we will be able to offer you a special discount.

Exercise 6. Put the words in the correct order. In each case, you need to use the passive.

1. messages quickly is to send e-mail and efficiently used

2. via messages sent modem are a

3. anyone messages be system sent to compatible with a can

4. multi-national is e-mail used by often companies

5. this saved of time is in lot way a

6. improved e-mail communication by efficiency been has introducing for

Exercise 7. Answer the questions to the text in writing.

1.Why is planning your negotiating strategy carefully important?

2.What is one of the ways to establish a good rapport with the opposite party?

3.What kind of language should be used when negotiating?

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