To overcome; 9. to negotiate; 10. to permit;

П. Substitute the words in italics for the most suitable ones from the list of the equivalents mentioned above.

1. The central aim in this phase is to reach agreement.

2. A fair solving is available in suchbargaining situation.

3. Now the point is to deal constructively with the problem.

4. The negotiation process tends to focus on more detailed terms to negotiate.

5. The other party has shared some common definition at the problem.

6. They may believe that there is no possibility of overcoming difficulties.

7. The balance of forces will permit such a settlement.

8. They were trying to negotiate without recognizing a veryimportant information.

Ш. Work with the problems given below trying to use as many equivalents as you can.

1. Why is it important to establish a common enough definition of the problem?

2. What would the leaders first do before they start the negotiation?

3. What dothe leaders need to believe?

4. What is the central aim in the phase of arranging a negotiation?

5. How long may the pre-negotiation period continue?

EXERCISE 2. Polish up your comprehension.

Complete the sentences of the text using the words in the box.

1. to cope with - справляться с чем-либо, преодолевать

2. to be aware - знать, сознавать, отдавать себе отчет в чем-либо

Anyone coping with the negotiations will be painfully aware that negotiation is not … … element in … conflict – getting to negotiation may be much more … than working toward agreementonce actual … begins. Moreover, if we try to use only the techniques of the negotiating table in this phase we may well … the instruments of influence that could make a difference.

Removing … … to negotiation is … … first task in the process of moving towards negotiated …. That may … different approaches and instruments than those required at the …....

1. the critical; 2. negotiation; 3. require; 4. agreement; 5. the only; 6. the obstacles; 7. resolving; 8. overlook; 9. complex; 10. negotiating table;

EXERCISE3. Practice your abilities in discussion.

Read the article to find out the main ideas and make up a plan of it in written form. Discuss some points mentioned below the text in pairs, using agreements or disagreements, exclamations, additions as well as summarizing your ideas (for the purpose use the material of section 2). Then retell it using your plan.

1. to persuade - убеждать, уговаривать

2. to commit oneself - компрометировать себя, принимать обязательства

3. settlement - решение, урегулирование

4. acutely - остро, проницательно

5. hurdle - препятствие, барьер

6. buzz - жужжание, гул

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