32
Exercises
1. Answer the following questions:
1. Explain the general principles of the negotiations.
2. What factors affect the negotiating process?
3. Why is the question of power at the centre of all negotiating?
4. Is it necessary to take into account the
personal needs of the other
party?
5. How can you keep the relationship friendly throughout the
negotiations?
6. What ways of avoiding hostility do you know?
7. Why is it sometimes useful to stop the negotiations and to start again?
8. How can you strengthen your position and weaken the other party’s
one?
9. How do you understand the successful negotiations?
10. What is the best result you could hope for in the talks?
2. Match each word in the left-hand column with its meaning in the
right-hand column.
1) negotiator
a) the head of a department in a company
2) manager
b) a spoken
or written contract between
people or groups which explains how
they will act
3) deal
c) a person
who discusses a problem
with the aim of achieving agreement
between different
people or groups of
people
4) deadlock
d) a person or organisation involved in a
legal dispute or legal agreement
5) party
e) a course of action or set of principles
determining
the general way of doing
something
6) trust
f) a business agreement, affair or
contract
7) policy
g) an
agreement on the price of
something
8) enterprise
h) a law or rule
9) regulation
i) the fact of being confident that
something is correct or will work
10) agreement
j) a system of carrying a business
11) bargain
k) a point where two sides in a dispute
cannot agree
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