IX. Speak about your company and your job

Variant IV

I.Read the text and translate it:

The Art of Negotiation

There has been a great deal of research into the art of negotiation, and, in particular, into what makes a ‘good’ negotiator.

One point most researchers seem to agree on is that good negotiators try to create a harmonious atmosphere at the start of a negotiation. They make an effort to establish a good rapport with their opposite number, so that there will be a willingness-on both sides-to make concessions, if this should prove necessary.

Good negotiators generally wish to reach an agreement which meets the interests of both sides. They therefore tend to take a long-term view, ensuring that the agreement will improve, or at least not harm, their relationship with the other party. On the other hand, a poor negotiator tends to look for immediate gains, forgetting that the real benefits of a deal may come much later.

Skilful negotiators are flexible. They do not “lock themselves” into a position so that they will lose face if they have to compromise. They have a range of objectives, thus allowing themselves to make concessions, for example, “I aim to buy this machine for £2,000” and not “I must buy it for £2,000”. Poor negotiators have limited objectives, and may not even work out a “fall-back” position.

Successful negotiators do not want a negotiation to break down. If problems arise, they suggest ways of resolving them. The best negotiators are persuasive articulate people, who select a few key arguments and repeat them. This suggests that tenacity is an important quality.

Finally, it is essential to be a good listener and to check frequently that everything has been understood by both parties.

II. Find the English equivalents of the following:

гармоничная атмосфера, сделать попытку, взаимопонимание, достичь соглашения, соответствовать интересам, причинить вред, преимущества сделки, идти на уступки, основные аргументы, упорство.

III. Answer the following questions:

1. What is necessary to do at the start of a negotiation?

2. What kind of agreement do good negotiators wish to reach?

3. How do negotiators compromise?

4. What is necessary to do to prevent a negotiation to break down?

5. What kind of qualities do the best negotiators have?

IV. Read the text and translate it:

GATEAU

UK-based patisserie chain, Gateau PLC, has its head office in Leicester, England. Over the last 25 years, the company has expanded rapidly and now has outlets throughout the European Community.

The success of the business is easily explained. Firstly, excellent quality products at reasonable prices: Gateau’s wide variety of sandwiches are always fresh, the pastries are delicious, the drinks-a good selection of teas, freshly-ground coffee and freshly-squeezed fruit juices-are good value for money, and there is always a fine choice of fruit/fruit salads. Products may either be consumed on the premises or taken away.

Another reason for Gateau’s growth is the success of its development as a franchising operation. This has proven to be a very effective way of expanding the company quickly, and Gateau has built up quite an extensive network of franchises offering quality products, high standards of cleanliness and efficient service.

In the last five years, however, Gateau has met strong competition from other patisserie chains. These do not offer the same quality or range of products, nor is their service as good. Many people say their outlets have a less attractive decor too, yet they have had an impact on Gateau’s profits.

Naturally, the Gateau management is worried about the situation. The company must continue to grow and, with ambitious plans to extend its franchise network further, must be seen to prosper. After much deliberation, Gateau has decided to respond by intensifying its promotion and has asked its advertising agency, Hudson-Bates-McGrath (HBM), to create a new pan-European advertising campaign.

V. Correct the sentences:

1. Gateau has outlets throughout the Europe and the USA.

2. The quality of the products is excellent but the price is high.

3. The products should be taken away.

4. Now Gateau has got a few competitors.

5. The Gateau management isn’t worried about the situation because their advertising campaign is effective.

VI. Grammar:

Open the brackets:

1. You always (write) with your left hand?

2. You (see) my car keys anywhere? ~ No, I (look) for them but I (not see) them.

3. The boys (play) cards when they (hear) their fathers step.

4. She said that she (not like) her present flat and (try) to find another.