§ be well prepared;
§ have a strategy – a plan of what you are going to do say and say;
§ have a clear idea of your objectives;
§ be sure what your proprietors are – what is the most important to you.
§ listen carefully to other people – what they say, and how they say.
§ be willing to compromise on your objectives;
§ be patient.
Exercise 1. Give the English for:
досягти взаємної згоди для обох сторін, взаємини, стратегія, мати чітку ціль, бути готовим, спільна точка зору, бути добре підготовленим, бути терплячим.
Exercise 2. Match words from list A with words from list B that have a similar meaning:
A B
rapport general
end win-win situation plan
overall relationship
common ground factor
strategy to reach mutual interest
parameters common point of view
Exercise 3. Describe the negotiating according to this scheme below:
Planning |
to be well-prepared |
Objectives |
to take a long term view to have a range of objectives to want to achieve a win-win outcome |
Rapport |
to establish a good rapport |
Parameters |
to identify areas of conflict / common ground |
Listening |
to listen well |
Attitude |
to be constructive not destructive to show respect, tact and sensitivity to try to avoid conflict |
Approach |
to stay cool-headed to stick to a minimum number of arguments |
Flexibility |
to consider alternatives to make creative suggestions to be willing to compromise |
Language |
to use language effectively; to be fluent, articulate and persuasive. |
Overall |
competent, effective, skilful successful |
Other comments |