Vocabulary

1. Find words and phrases in the text that mean:

1. done or experienced equally by two people (parties, groups, etc.)

2. producing results that bring advantages

3. continuing for a long period of time into the future

4. someone that has the same job or purpose as someone else in a different place

5. friendly agreement and understanding between people

6. the possibility of changing your plans and decisions

7. to allow smb. to have smth. in order to end an agreement or a disagreement

8. to satisfy the interests

9. financial profits

10. to fight and win against difficulties

11. an agreement between two people that is achieved by both parties accepting less than they wanted at first

12. a discussion in order to reach an agreement about a sale, contract

13. arguing, especially when trying to agree about the price of smth.

14. to achieve an agreement

2. Complete the sentences using the words and expressions from the text:

1. We will never ________ ________ to terrorists.

2. I’m not interested in companies that care only about short-term _________.

3. The 4% pay raise was the result of some hard _________.

4. Belgian officials are discussing this contract with their French __________.

5. She has established a good _________ with her new colleagues.

6. After two years of negotiations, the warring parties finally _________________.

7. In this situation it’s difficult to come to an agreement that will be __________ to both parties.

8. The treaty represents a political _________ between the two nations.

3. Explain the meaning of the underlined expressions in the following sentences and paraphrase them in any adequate way:

1. Poor negotiators have limited objectives and may not even work out a fall-back position.

2. Good negotiators do not “lock themselves” into a positionso that they willloose faceif they have to compromise.

3. Observe the use of “face” in the following phrases: to save face, to show one’s face, to be blue in the face, to have smth. written all over one’s face, to wipe the smile off one’s face, to come face to face with smb., to put a brave face on.

Try to paraphrase these expressions in the following sentences:

1. Rather than admit defeat, Franklin compromised in order to save face.

2. He wouldn’t dare show his face in here, after the way he behaved last week.

3. You can argue till you’re blue in the face she won’t change her mind.

4. He had guilt written all over his face.

5. Tell him how much it’ll cost – that will wipe the smile off his face.

6. At that moment he came face to face with the boss of the company.

7. He was shattered, though he put a brave face on.

4. Design your own exercises to make your group-mates practise the

words and phrases of the text.

Use and Usage

Prepositions with negotiate

We normally negotiate with someone. We negotiate about something. It’s not good to negotiate from the position of strength. It would be better if you negotiated in good faith.

Complete the examples with the appropriate preposition:

1. Union leaders have negotiated ……. a shorter working week.

2. The government refuses to negotiate ……. terrorists.

3. The boss of this joint-stock company always negotiates ……. a superior position.

4. He claimed that he had negotiated ……. good faith.

Speaking

Summarize the main points of the text as a list of guidelines on negotiating.

Listening I