Lesson 7

Task 1. Complete the text with the words in the box.

1. weaknesses	5. Losers	9. regulations	13. deal	17. strategy
2. needs	6. satisfied with	10. carry on	14. the policy	18. aspirations
3. expectations	7. encourage	11. Present	15. to gain	19. demand
4. negotiation	8. sources of power	12.negotiating	16. hostility	20. approach

Negotiating

Most of your activities as managers involve ( 12 ). If you're a skilled manager you're probably a skilled negotiator. Successful ( 4 ) is where you get what you want, and the other party is happy with what he gets, where the result is, 'I win, you win'. This is certainly true of the variety of negotiations, big and small, that you ( 10 ) every day with your colleagues, your boss, your subordinates. ( 5 ) are not the easiest people to have to go on working with, but it's also true of business negotiations. And not just for negative reasons.

A better ( 20 ) is always possible for both parties if both ( 10 ) the negotiations as a cooperative enterprise. There are, of course, many people who would be quite glad to have you as a loser. So plan your ( 17 ) carefully. Decide first of all what you want to get from the negotiations.

What is the best result you could hope for? What is the best result you could realistically expect? What is the minimum you'll accept? Of the different points at issue, which are the most important to you? Which are most important to the other party? What are your strengths and ( 1 )? What are theirs? How can you strengthen your position and weaken theirs — before the negotiations begin? What information do you need? Where can you get it? You want the other party to feel ( 6 ) the outcome of the negotiations, so consider the disadvantages for him if you get what you want. How can you lessen these? How can you ( 7 ) him to feel that he too has won?

There are a number of factors that affect the negotiating process. Your attitude is one. The higher are your ( 18 ), the better are your results. The more committed and determined you are, the better you will perform. The attitude of the other party is important too. It's up to you to alter his ( 3 ), to encourage him to be satisfied with less than he originally hoped for. Take into account the personal ( 2 ) of the other party- not just what he wants ( 15 ) in the issues you're negotiating about, but his underlying needs. Most people want to have a good image of them; they want to be liked; they want to impress their boss. Give attention to such needs and you'll find people are more willing to go along with you.

At the centre of all negotiating is the question of power — and it comes from a variety of sources. It comes from knowledge — the more you know about the other party, the more power you'll have. It comes from time — the more time you have to negotiate, the more power you have to negotiate with. But most of all power is in the mind. You need to know that you have it, and you need to know what it's based on. All of these factors — attitudes, personal needs, and ( 8 ) — should be considered before you sit down at the negotiating table. When the negotiations actually begin, it's often a good tactic to start off with a firm ( 19 ).

Don't bargain unless you have to. This approach needs to be taken carefully though. ( 11 ) it in a way that doesn't rouse ( 16 ). There is a variety of ways of doing this. You can refer to ( 14 ) of your company. Your company has always done things this way. You can refer to ( 9 ) to your published price lists. And allow him to save face-give him time to express his views.

Task 2. Match each of the words or phrases on the left to an appropriate definition.

1 application d	a) business or commercial activity; the amount of buying and selling of a particular type of goods
2 export c	b) - the desire or need of customers for goods or services which they want to buy or use
3 price f	c) something that is sent to another country for sale
4 research g	d) a formal written request, especially for a job or a place in a school, club, etc.
5 tax h	e) the system or type of money that a particular country uses
6 working hours i	f) the amount of money that you must pay in order to buy sth
7 demand b	g) a detailed and careful study of sth to find out more information about it
8 employment j	h) the money that you have to pay to the government so that it can provide public services
9 currency e	i) the number of hours in the week that you spend doing your job
10 market a	j) the state of having a paid job

Task 3. Fill in the blanks using the word combinations given below, translate the letter.

Letter 1.

It was good to meet you again last week. ( c ), I would like to invite you ( e ) at the launch of our Healthy Eating Campaign. This ( b ) at our Leeds superstore on Monday 8 August.

Richard and I are very excited about this campaign. We are hoping it will make the public more aware of the importance of choosing a variety of fresh fruit and vegetables as part of their daily diet.

( a ) a provisional programme, from which you will see that 10 minutes has been allocated for the opening speech at 9.30 am. We will be happy ( f ) to and from our superstore on launch day.

( d ) your high profile in this industry would bring the crowds flocking to this launch. We hope you will decide to join us.

a) I am attaching

b) will be held

c) as discussed

d) I know that

e) to give the opening speech

f) to arrange your transport

Letter 2.

Thank you for your letter ( e ). I am pleased ( d ) of our latest illustrated catalogue.

You may be particularly interested in our newest heater, the FX21 model. ( f ) in fuel consumption, it gives out 15% more heat than earlier models. You will find ( a ) in the price list printed on the inside front cover of the catalogue.

Perhaps you would consider ( b ) to provide you with an opportunity to test its efficiency. At the same time this would enable you to see for yourself ( c ) and finish put into this model.

If you have any questions please contact me on 6234917.

a) details of our terms

b) the high quality of material

c) placing a trail order

d) to enclose a copy

e) enquiring about electric heaters

f) without any increase

Task 4. Choose the correct variant.

1.Being quite …, he failed to do this task.

a) experienced

b) unexperienced

c) inexperienced

d) experience

2.They sent an independent … to check everything.

a) supervisor

b) controller

c) inspector

d) assistant

3. This problem … be solved very quickly.

a) ought

b) can

c) is to

d) is

4. Right now he … TV.

a) watch

b) watches

c) is watching

d) will watch

5. He … many cars before he got his mechanic license.

a) repaired

b) has repaired

c) have repaired

d) had repaired

6. Language skills … at this department of the university.

a) teach

b) is taught

c) will teach

d) are taught

7.The stevedores loaded the boxes very ….

a) carefully

b) care

c) careless

d) careful

8.He wished he … behind the shades.

a) can read

b) could read

c) reads

d) was reading

9. If he … well, he would go to the university.

a) had been

b) was/ were

c) is

d) be

10.I’d better … at home.

a) stay

b) to stay

c) staying

d) stayed