Glossary

1. to manage disputes – улаживатьспоры

2. dispute resolution – решениеспоров

3. voluntarily - добровольно

4. toreachajointdecision – совместноприниматьрешения

5. common concerns – общиепроблемы

6. to identify issues – определятьвопросы

7. toeducate – консультировать, предоставлять информацию

8. settlement options – зд. путирешения

9. to bargain over the terms – зд. обсуждать, обговариватьусловия

10. (in)tangible – (не)материальный

11. to redefine - пересматривать

There are a number of expressions which can be used in negotiations. The expressions are grouped into 6 categories. These categories are built upon a strategy for negotiating that is neither "hard" nor "soft" but both hard and soft. It is the method of principled negotiation developed by the Harvard Negotiation Project at Harvard University. Its goal is to decide issues on their merits and not on the stated positions of the two sides. It suggests that you look for mutual gains wherever possible, and that where your interests conflict, you should insist that the result be based on some fair standards independent of the will of either side.

A note on language style:

English speakers, especially Americans, like to express a certain amount of informality as soon as possible. Therefore, we quickly move to first names (although this is NOT a sign of intimacy or friendship). In addition, we quickly begin to use informal language. These facts are intended to signal cooperation among equal partners. 

At the same time that we are moving toward informality in order to signal a willingness to cooperate, it is important to maintain an atmosphere of respect.   How can we do this when using first names and informal expressions?  We show respect in English in the following ways.  

Use would like rather than want when making requests.  It's more indirect and, therefore, is more polite and respectful.  

I want to hear you talk about that first point again.    (This could sound too much like a demand.)

I would like to hear you talk about that first point again.    (This is safer.)

Use "should", "could", or "might" to remind or inform people about what to do next. Without such words, you could sound too much like a teacher or a policeman. 

Use phrases like "I think" and "maybe" and "perhaps" to introduce suggestions.  These words do not indicate uncertainty; they do express respect for the other person.  

It's time to start the meeting now. (This could sound too authoritarian.) I think we should start the meeting now. (This is safer.)

I'll give you some background information about that. (This is okay if your voice sounds helpful.) Perhaps I could give you some background information about that. (This is safer.)

Use QUESTIONS to make suggestions. Keep in mind, however, that you are not asking for permission, but you are showing the other person respect by giving him or her a chance to disagree or interrupt before you go on.   

So, can we go on to the next point now? So, are we finished with that point? If so, let's go on to the next one.  

NOTE:  The better you get to know someone, the less important these strategies become. People who know each other well (and who respect each other) can be much more direct in saying what they want and what they think.