2015-08-21
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Most negotiations are conducted with a view to reaching a compromise agreement. Both parties together move towards [to:dz] an outcome which is mutual benefit.
This is a range of tactics which can help conduct negotiations. It’s no use immediately discuss business matters. The topic at the outset of negotiations should be neutral, non-business. It could be the sort of journey the visitor has had, football, hockey, the morning’s newspaper headlines etc. Five per cent of negotiating time is devoted to breaking the ice. The two parties adjust their thinking and behavior to one another. If you want to follow the reaction of your visitor, introduce in your speech the question: “Agree?” At the very beginning of the talks get agreement covering the purpose, plan and agenda of the meeting.
Here is some advice to a negotiator:
1. first discuss major items, then minor items;
2. follow the headlines of the plan one by one;
3. come over to the next point after you have resolved the previous one.
There are always differences of view between the parties. Here is some advice on problem-solving tactics:
1. present the problem in general and obtain the other party’s view on it;
2. look together at the possibilities of joint advantage;
3. suggest practical actions to resolve a problem.
If negotiations are difficult and you are in a deadlock, take time-out. It’ll help you build bridges between yourself and your partner when you resume negotiations.
Mutual benefit – взаимная выгода
Conduct negotiations – вести переговоры
Headlines – заголовки
To adjust – приспосабливаться
Purpose – цель
Agenda – повестка дня
Major items – главные вопросы
Previous – предыдущий
Advantage – преимущество
To resolve a problem – решать проблему
In a deadlock – в тупике
To resume – возобновлять
