Exercise 2 Choose words from the box to complete the following sentences

proposal ▪ reach ▪ unfortunately ▪ possibly ▪ agree postpone ▪ success ▪ but ▪ regret ▪ compromise

1. …on this occasion we cannot … agreement. 2. I’m sorry we cannot … accept this …. 3. We … that an agreement is not possible today.
4. Perhaps if we … a decision we can agree in the near future. 5. It’s been an interesting meeting … we have not been able to …. 6. We have tried to find a … but it seems without ….

Exercise 3 Pre-text discussion. Discuss the following questions:

1. What is negotiation? Give your own and official (you can find it in some dictionary or on the Internet) definitions of negotiation.

2. How would you judge the success of a negotiation?

3. Is a negotiator necessary while conducting negotiations? What makes a good negotiator?

Exercise 4 a) Read the following extract. According to the writer, are these statements about negotiations True (T) or False (F).

a) Decide on the most important and less important issues.

b) Try to guess what the other side thinks.

c) Note answers to the questions you ask.

d) Deal with issues in isolation, one at a time.

e) Make concessions and get a concession in return.

f) Tough bargaining can combine with a spirit of cooperation.

g) If there are problems, you have to accept or reject what is being offered.

Effective negotiating requires clear thinking