Reading. VII.Read the following text to find out the answers to the questions below.

VII. Read the following text to find out the answers to the questions below.

1) What is meant by ‘making a concession’?

………………………………………………………………………………………………………………………………………………………………………………………………………………………..

2) Do you expect a concession from the other side in exchange for your concession?

………………………………………………………………………………………………………………………………………………………………………………………………………………

3) What does ‘a goodwill gesture’ mean?

……………………………………………………………………………………………………………………………………………………………………………………………………………..

4) Does an expression ‘house-trading’ have a positive or negative meaning?

………………………………………………………………........

5) What word do we use if we argue about something for a long time?

…………………………………………………………………………………………………………………………………………

6) What is meant by ‘trade-offs’?

………………………………………………………………………………………………………………………………………….

7. What is the difference between ‘a concession’ and ‘a trade-off’?

……………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………

…………………………………………………………………………

Trade –offs.

When we offer to change your position to one that is less favourable to yourself, you make a concession. Perhaps this is in exchange for a concession from the other side, although there is no guarantee of this. Your concession may be a goodwill gesture: a concession that you make hoping that the other side will see this as friendly and make a concession in return.

Even in a friendly negotiation, there may be horse-trading, with each side making a series of concessions in return for concessions from the other side. (This expression is often used to show disapproval). If you argue about something for a long time especially about the price of something, you haggle.

A series of concessions in exchange for concessions from the other side s a series of trade-offs. If you make a concession, you may not get anything back. If you make a trade-off, you give something away and get something in return.

Task 1. Use the expressions from the text to complete these extracts.

a) The Government’s approach of ‘If you do this, then we’ll do that’ seems to owe more to political ________________ than good policy-making.

b) When London was chosen as the site of the European Bank for Reconstruction and Development, France insisted that a Frenchman get the top job. When Frankfurt was chosen for the European Central Bank, the French again wanted a similar __________________.

c) The unions suspended the strike until next week as a goodwill ___________

aimed at reopening negotiations with employer’s organizations on ending the strike.

d) She is a hard, unforgiving businesswoman making __________________

to no one.

e) When too many customers turn up, some airlines have introduced compensation packages to persuade them to take a later flight. Experienced travelers then

_______________________ to get an even better package.

VIII. Read the text below and define which heading is the best from the following:

1) Some rules for better negotiations ……

2) Face-to-face negotiations ……

3) Negotiating over the phone ……

4) Negotiating by e-mail …….

Whether you negotiate face-to-face, over the phone, or by e-mail, the overall principles do not change. In basic terms, negotiation is a process with the aim of

finding a balance between the objectives of two or more parties.

Many negotiations in business today are considered via e-mail, a process which has both advantages and disadvantages and needs careful handling to get it right.

The speed of internet communication means that we can sometimes resolve issues more quickly than we might have done when face-to-face meetings were the only way forward. E-mail also allows us to contact people all over the world with relative ease, so rather than having to pick our way through erratic phone connections and time zones, we can send a message in the reasonable hope that the right person will get it.

However, ‘virtual’ negotiation misses out on many of the subtleties of negotiation we take for granted in a face-to-face meeting. When we negotiate in this way, a lot can be conveyed by our tone of voice, body language, and facial expressions. So the e-mails you use in this context need to work quite hard to get the same results.

Task 1. Read the text again to find advantages and disadvantages in negotiating by

e-mail. Write down your ideas in space below.

advantages disadvantages

1. …………………………… 1. …………………………………

2. ………………………….. 2…………………………………...

3. …………………………. 3 …………………………………..

4. …………………………. 4 …………………………………..

5. …………………………. 5 …………………………………..

6. ………………………….. 6 …………………………………..

---

Дата добавления: 2015-08-27