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Dealing with conflict
Match the word on the left to the correct meaning on the right.
1. compromise a. pay special attention to something
2. consider b. think carefully about something
3. focus on c. agree on less than you really want/a middle position
4. resolve / solve (a problem) d. explain
5. have a break in a meeting e. find a solution to a difficulty
6. delay a meeting to a future date f. adjourn
7. say what you mean g. postpone
Rejecting proposals
Which of the following words indicate rejection is coming? Mark them with an R (rejection). Mark the others with an A (agreement).
1. Unfortunately... 7 It's a pity, but...
2. Sadly... 8 We don't think...
3. We regret that... 9 We cannot possibly...
4. I'm pleased to say... 10 I'm sorry, but...
5. Fortunately... 11 It's possible that...
6. I'm afraid... 12 Happily...
3 Ending the negotiation – without agreement
Choose words from the box to complete the following sentences.
| proposal reach unfortunately possibly agree postpone success but regret compromise |
1. _______ on this occasion we cannot _______ agreement.
2. I'm sorry we cannot _______ accept this _______.
3. We _______ that an agreement is not possible today.
4. Perhaps if we _______ a decision we can agree in the near future.
5. It's been an interesting meeting _______ we have not been able to _______.
6. We have tried to find a _______ but it seems without _______.
Summary Units 1-3
In business, you don’t get what you deserve, you get what you negotiate.
What is Negotiation?
In simplest terms, negotiation is a discussion between two or more disputants who are trying to work out a solution to their problem. This interpersonal or inter-group process can occur at a personal level, as well as at a corporate or international (diplomatic) level. Negotiations typically take place because the parties wish to create something new that neither could do on his or her own, or to resolve a problem or dispute between them.
Types of negotiations
When parties negotiate, they usually expect give and take. The disputants will either attempt to force the other side to comply with their demands, to modify the opposing position and move toward compromise, or to invent a solution that meets the objectives of all sides.
There are three main types of negotiation:
1. The win-win format: two parties try to find a mutually beneficial agreement and establish the basis for a lasting relationship.
2. Both teams look more for independent advantage with less emphasis on a long-term relationship.
3. The win-lose format: when two sides see their counterparts as opponents.
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| Now listen to a recording of a model dialogue. | | | Planning negotiations |