Techniques

§ Rapport Try to establish a good rapport with your opposite number from the moment you first meet, whether or not you already know each other. Some general “social talk” is a good ice-breaker and bridge-builder in this respect.

§ Parameters Confirm the subject/purpose of your negotiation early on and try to establish areas of common ground and areas of likely conflict before you move on to the bargaining/trading stage.

§ Listen! Listening attentively at every stage of your negotiation will help to avoid misunderstanding and create spirit of cooperation.

§ Attitude Be constructive not destructive – treat your opposite number with respect, sensitivity and tact, and try to avoid an atmosphere of conflict.

§ Approach Keep your objectives in mind – and try to keep a clear head. This will help you to concentrate on your key points. Try to resist the temptation to introduce new arguments all the time. Use the minimum number of reasons to persuade your opposite number, coming back to them as often as necessary.

§ Flexibility Be prepared to consider a range of alternatives and try to make creative suggestions for resolving any problems. Be prepared to make concessions and to compromise, if necessary, to avoid deadlocks – but don’t be pushed beyond your sticking point.

§ Agreement When you have reached agreement, close the deal firmly and clearly. Confirm exactly what you have agreed – and any aspects/matters that need further action.

§ Confirmation Write a follow-up letter to confirm in writing the points agreed during your negotiation and clarify any outstanding matters.

II. Give the English equivalents of the following:

совет, успешный исход, противоположная сторона, цель, выгода, принять во внимание, достичь взаимопонимания, стадия торговой сделки, удержаться от соблазна, идти на уступки, избежать тупиковой ситуации.

III. Answer the following questions:

1. Why is it necessary to plan properly?

2. Why should a negotiator decide on a range of objectives?

3. How can you establish a good rapport with your opposite number?

4. How can you avoid misunderstanding?

5. Why should a negotiator be flexible?

IV. Read the text and translate it: