Comprehension check

Practice 1

Answer the following questions:

1. Why are verbal behaviors considered to be an important part of negotiations?

2. How can negotiators increase their profits through verbal behaviors?

3. In what way are initial offers used as negotiation tactics?

4. Negotiators of what nationalities tend to make extreme offers and requests?

5. Why does extreme bargaining position tend to produce better results sometimes?

6. What are the different behaviors designed to influence the other party while negotiating (besides extreme ones)?

7. What are the bargaining behaviors greatly influenced by? Can you give any examples?

8. What are the most typical Japanese behaviors?

9. Which are the most common verbal behaviors?

Practice 2

Complete the following sentences using the required information from the above text:

1. Research shows that the profit of negotiators increase when they: …

2. Extreme bargaining positions tend to produce better results because: …

3. Another approach to bargaining is the use of … designed to influence the other party.

4. The Brazilians make a greater use of … in their bargaining behavior.

5. The typical examples of nonverbal behavior include: …

6. The Japanese rely heavily on … , while the Brazilians use …

7. The Americans tend to operate between … in their bargaining behavior as they ….

Language work Practice 3

Find in the text English equivalents for the following word combinations:

Не давать большого количества устных обещаний до конца переговоров, быть существенно важным для успеха переговоров, продлить срок переговоров, намеренно завышенные стартовые позиции, предоставить возможность для уступки, иметь намерение поступать по правилам (вести честную игру), достичь прибыли значительно превышающей…, выступить с ответным предложением, использование поведенческих тактик для воздействия на партнеров; оценить как положительное, благоприятное; вытекающие последствия будут являться неблагоприятными, их возникновение не контролируется источником, создать благоприятные последствия для респондента, не соответствовать социальным нормам, предлагаемая цена не поднимется выше определенного уровня, первоначальные уступки, высказывание источника следующего содержания, доверять рекомендациям и обязательствам, модель переговоров о купле-продаже, обсуждение позитивной отдачи.

Practice 4

Match the words (1-8) with their definitions in the bubbles (a-j)

1. disclosure, 2. to give room, 3. to anticipate, 4. to relate, 5. to be willing to do smth, 6. consequence, 7. to extend, 8. critical, 9. to exploit, 10. noxious.

Practice 5.

Think of suitable words for the following definitions:

1. the effect or result of an action or event

2. to provide something that the other party want or need on very profitable conditions

3. the opinion or attitude that a government or organization has about a subject

4. to let others know smb’s name

5. the deliberate making of certain conditions that could exist in reality, e. g. in order to study them or learn from them

6. to respond to smb with an opposite view, idea, offer

7. an offer to pay a particular price for something; an offer to do work for someone at a particular price

8. communicating through gestures, expressions of the face, had and body movement

9. to ignore the rules, to disobey a law, agreement