Ex.26. You are offered a good job. Prepare to negotiate the job offer with your employer. Here are some issues you want to raise before you accept. Discuss them with your partner

· Salary

· Promotion opportunities

· Insurance (medical, dental, accident, life)

· Holidays

· Vacation time

· Retirement/pension plans

· Overtime

· Expenses

Ex.27. Analyze the golden rules to successful negotiations:

1) Always try to negotiate for at least 15 minutes. Any less than that and it is unlikely that either party has had enough time to fairly consider the other side. Generally, the size or seriousness of the negotiation determines the amount of time needed to negotiate it. Setting a time limit is a good idea. Approximately 90% of negotiations get settled in the last 10% of the discussion.

2) Always offer to let the other party speak first. This is especially important if you are the one making a request for something such as a raise. The other party may have overestimated what you are going to ask for and may actually offer more than what you were going to request.

3) Always respect and listen to what your opponent has to say. This is important even if he or she does not extend the same courtesy to you. Do your best to remain calm and pleasant even if the other party is displaying frustration or anger. Remember some people will do anything to intimidate you.

4) Acknowledge what the other party says. Everyone likes to know that what they say is important. If the other party opens first, use it to your advantage, by paraphrasing what you have heard. Repeat their important ideas before you introduce your own stronger ones.

5) Pay attention to your own and your counterpartner's body language. Review the chart below to learn how to interpret body language during the negotiations. Make sure that you aren't conveying any negative body language.

Body language	Possible meaning
Avoiding Eye Contact	· Lying · Not interested · Not telling the whole truth
Serious Eye Contact	· Trying to intimidate · Showing anger
Touching the face/fidgeting	· Nervousness · Lack of confidence · Submission
Nodding	· Agreeing · Willing to compromise
Shaking the head/turning away	· Frustrated · In disbelief · Disagreeing with a point

Ex.28. Discuss the following issues:

1. Which of the rules of successful negotiations were already known to you? Have you ever used them?

2. Which of the rules are new to you?

3. Do you think these rules are really important?

4. Which of the rules would you like to remember and use in your everyday life? Why?

5. Do you pay attention to the body language of the person you are talking to?

6. Is it going to be easier for you now to understand the people you speak with?

7. Have you ever paid attention to your own body language? When do you avoid eye contact? When do you touch your hair?

8. What else can you or other people do while talking? What do these thing mean?

Ex.29. Analyze the body language of some well-known person (search the Internet to find an interesting video and present it to the group with your comments).

Ex.30. Study some expressions that can be used in negotiations.

Language to use to show understanding/agreement on a point:

• I agree with you on that point.
• That's a fair suggestion.
• So what you're saying is that you...
• In other words, you feel that...
• You have a strong point there.
• I think we can both agree that...
• I don't see any problem with/harm in that.

Language to use for objection on a point or offer:

• I understand where you're coming from; however,...
• I'm prepared to compromise, but...
• The way I look at it...
• The way I see things...
• If you look at it from my point of view...
• I'm afraid I had something different in mind.
• That's not exactly how I look at it.
• From my perspective...
• I'd have to disagree with you there.
• I'm afraid that doesn't work for me.
• Is that your best offer?

Ex.31. Use the expressions of Ex.30 in short dialogues with your partners (you can discuss political events or express your opinion on some events of your everyday life.

Ex.32. Read the information about coming to a close or settlement.

There are a number of signals that indicate that negotiations are coming to a close. This may not always mean that an agreement has been reached. In many cases, there are many rounds of negotiations. The preliminary round may uncover the major issues, while subsequent rounds may be needed to discuss and resolve them. Here are some signals of talks coming to a close:

• A difference of opinion has been significantly reduced
• One party suggests signing an agreement.
• One or both parties indicate that a period of time to pause and reflect is necessary.