Texts for Extra Reading

Ex. 13. Read and translate the text. Give the gist of it.

Negotiating

What is successful negotiation? Successful negotiating is where you get what you want, and the other party is happy with what he gets, where the result is, "I win, you win". This is certainly true of the variety of negotiations, big and small, that you carry on every day with your colleagues, your boss, your subordinates. A better deal is always possible for both parties if both approach the negotiations as a cooperative enterprise.

There are, of course, many people who would be quite glad to have you as a loser. So plan your strategy carefully. Decide first of all what you want to get from the negotiations. What is the best result you could hope for? What is the best result you could realistically expect? What is the minimum you’ll accept? Of the different points of issue, which are the most important to you? Which are the most important to the other party? What are your strengths and weaknesses? What are theirs? How can you strengthen your position and weaken theirs - before the negotiations begin? What information do you need? Where can you get it? You want the other party to feel satisfied with the outcome of the negotiations, so consider the disadvantages for him if you get what you want. How can you lessen these? How can you encourage him to feel that he too has won?

There are a number of factors that affect the negotiating process. Your attitude is one. The higher your aspirations, the better your results. The more committed and determined you are the better you will perform. The attitude of the other party is important too. It's up to you to alter his expectations, to encourage him to be satisfied with less than he originally hoped for.

At the centre of all negotiating is the question of power - and it comes from a variety of sources. It comes from knowledge - the more you know about the other party, the more power you will have. It comes from time - the more time you have to negotiate, the more power you have to negotiate with. But most of all power is in the mind. You need to know that you have it, and you need to know what it is based on. All of these factors should be considered before you sit down at the negotiating table.

When the negotiations actually begin, it is often a good tactic to start off with a firm demand. Present it in a way that does not rouse hostility.

Negotiation, however, usually involves making concessions. But before you start making concessions, find out what the other party wants. Don't let him know what you will be satisfied with, until you’ve found out what he will be satisfied with. Encourage him to present all his demands first, and try not to reveal your own. Then try to secure his agreement to each of your demands, starting with the most important. Don't give concession easily. The longer you hold out, the more likely you are to get something in exchange.

Don't be afraid of reaching a deadlock. Be prepared to stop the negotiations and to start again. A deadlock can be a useful tactic too.

Throughout the negotiations try to keep the relationship friendly. It is easier to get the agreement you want when the other party is well-disposed towards you.

Ex. 14.Answer the following questions:

1. What is successful negotiation?

2. Why do you have to plan your strategy carefully?

3. What factors affect the negotiating process?

4. What question is at the centre of negotiating?

5. What knowledge does it come from?

6. Does negotiation involve making concessions?

7. What have you to do before you start making concessions?

Ex. 15. Read and translate the following text.