Listening
I. Listen to four business people sharing their views on how to negotiate and answer the questions below.
A. Put the following stages in a negotiation into the order Speaker 1 mentions them.
have lunch q
agree on a procedure q
bargain q
close q
listen and take notes q
create a rapport q
set out proposals q
agree terms q
celebrate q
make counter-proposals q
b. Speaker 2 refers to the following acronyms. What do they mean?
OP__________
TP__________
WAP________
FBP_________
BATNA______
c. According to Speaker 3, why doesnt win-win usually work?
_____________
d. What five pieces of advice does Speaker 3 offer?
_________________________________________________________________
e. According to Speaker 4, whats the worst thing you can do to a negotiator?
_____________
Whats the difference between tactics and dirty tricks?
_____________
What examples does he mention?
_____________
Active Vocabulary
I. Make up the following collocations.
| deal offer relationship tricks |
| process demand phase negotiation |
II. Translate the collocations above into Russian. Explain their meanings. Use them in the sentences of your own.
III. Give your definitions to each word from the box below. What of them are meant by the following statements?
| decisions problems ideas figures excuses views proposals your colleagues |
a. You can address them. You can deal with them. You can foresee them. You can solve them.
b. You can develop them. You can share them. You can come up with them. You can brainstorm them.
c. 
You can make them. You can consider them. You can put them forward. You can withdraw them.
d. You can look at them. You can go through them. You can quote them. You can round them up.
e. You can make them. You can question them. You can reach them. You can put them off.
f. You can support them. You can attack them. You can back them up. You can chat with them.
g. You can air them. You can share them. You can express them. You can exchange them.
h. You can make them. You can look for them. You can invent them. You can refuse to accept them.
Lesson 4. The language of Negotiations
Warm Up
I. Answer the following questions. Discuss your answers with the rest of the group.
a. Do you think you are a good negotiator? Why or why not?
b. Do you know someone who is a good negotiator? What makes him/her such a good negotiator?
c. Have you ever negotiated for something?
II. Look at the picture below. Do you think these people are good negotiators? Why?
Discussion
I. Read the joke. Is there a lesson to be learnt from it?
 Two priests were so addicted to smoking that they desperately needed to puff on cigarettes even while they prayed. Both developed guilty conscience and decided to ask their superior for permission to smoke.
The first asked if it was OK to smoke while he was praying. Permission was denied. The second priest asked if he was allowed to pray while he was smoking. His superior found his dedication admirable and immediately granted his request.
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II. How direct you want to be in a negotiation is a matter of both cultural and personal choice. In which side on the line below would you place people from your own culture? How about you personally?
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prefer the diplomatic approach ß--------------------|------------------à prefer straight-talking
