No Fallback Position in Negotiations

In terms of the actual … process itself, the French seem to employ а number of tactics that distinguish them from American or most Western negotiators. For example, whereas U.S. teams usually develop an opening position with а number of intermediate fa11-back stages before reaching the bottom line, the French typically come to … … with an elaborate, well-prepared opening position but have few intermediate fallbacks before their minimum bargaining point is …. To American negotiators, the French seem to be … because they cannot or will not compromise their maximalist proposal. It makes … … if the French are on the offensive, actively seeking an agreement. Then they are more likely to have compromises ready. However, if they are on the defensive, coping with demands of others, they … … … more rigid. For their part, the French acknowledge that t0hey often enter negotiations with no fall-back position and assertthat this is usually because their basic policy is а carefully-created and correct one which they can defend better if they do not have preconceived concessions in mind. Their advantage … … … is that а certain virtuosity allows them to work with а particular bargaining situation and develop alternatives … … … of the negotiation itself.

1. in this situation; 2. some difference; 3. bargaining; 4. in the course; 5. а negotiation; 6. tend to be; 7. inflexible; 8. reached;

EXERCISE3. Practice your abilities in discussion.

Read the article to find out the main ideas. Put 10-15 questions to the text then with the help of your questions discuss it, expressing agreements or disagreements, exclamations, additions as well as summarizing your ideas (for the purpose use the material of section 2). Then retell it.

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