Practice 6

Insert missing words. Try to use your active vocabulary from the text.

1. We didn’t make the written record of the final decisions, it was …

2. Communications with our faces, hands, bodies and voices is …

3. What was the … of your meeting.

4. Before starting negotiation it is advisable to try to find out as much as you can about … and his or her business.

5. How much are they … to pay?

6. When the bargainer offered $ 1.6 million for the right to facilitate the new project the other party … with $ 3 million.

7. The safety procedure had been ignored which resulted in tragic ….

Practice 7.

Translate from English into Russian.

1. This new phase is critical to the project success.

2. Further hardship will be the inevitable outcome of these spending cuts.

3. His feeling for her was close to hatred.

4. The UK is seeking a political solution.

5. These disclosures of corruption in the mayor’s produced a scandal.

6. One of the aims of marketing is the study of consumer preferences.

7. The senator countered his critics with a strong speech defending his policies.

8. This point is related to environmental ideas.

9. The company accepted the lowest bid for the contract.

10. The Board voted to accept the BCI.

Practice 8.

Translate from Russian into English.

1. Новый закон имеет отношение только к владельцам транспортных средств.

2. Нет никаких оснований для сомнения в том, что этот контракт будет выгодным для обеих сторон.

3. Я указал на недостатки его схемы, и он сказал в ответ, что это еще не окончательный вариант.

4. Щедрые вступительные предложения увеличивают прибыль участников переговоров.

5. Самораскрытие – одна из поведенческих тактик, когда участники переговоров предоставляют информацию о себе.

6. Бразильцы гораздо чаще говорят «нет» во время переговоров и для них характерно обсуждение позитивной отдачи.

7. У них нет намерения нарушить договор.

8. Он предвидел убыточные последствия, но не ожидал, что они будут настолько пагубными.

9. Заявленная вами цена не должна быть значительно выше чем цены ваших конкурентов.

10. Представители договаривающихся сторон готовы заключить устное соглашение, поскольку это не противоречит интересам обеих компаний.

UNIT 5

Nonverbal Behaviors Nonverbal behaviors are also very common during negotiations. These behaviors refer to what people do rather than what they say. Nonverbal behaviors are sometimes called the "silent language." Typical examples include silent periods, facial gazing, touching, and conversational overlaps. As seen in the table below, the Japanese during negotiations tend to use silent periods much more often than either Americans or Brazilians. In fact, in this study the latter did not use them at a11. However, the Brazilians did make frequent use of other nonverbal behaviors. They еmployed facial gazing almost four times mоrе often as the Japanese and almost twice as often as the Americans. In addition, although the latter two groups did not touch their opponents, the Brazilians made wide use of this nonverbal tactic. They also relied heavily on conversational overlaps, employing them mоrе than twice as often as the Japanese and almost three times as often as the Americans. Quite obviously, the Brazilians rely very heavily on nonverbal behaviors in their negotiating.

CROSS-CULTURAL DIFFERENCES IN NONVERBAL NEQOTIATING BEHAVIOR: JАРАNЕЗЕ, AMERICANS, AND BRAZILIANS

Behavior and definition	Number of times tactic was used in а half-hour bargaining session by:
	Japanese	American	Brazilian
Silent period. The number of conversational gaps of 10 seconds or more рег 30 minutes. Facial gazing. The number of minutes negotiators spend looking at their opponent's face per randomly selected 10-minute period. Touching. Incidents of bargainers' touching one another реr half hour (not including hand shakes). Conversational overlaps. The number of times (per 10 minutes) that both parties to the negotiation would talk at the samе time.	5.5 1.3 minutes 0 12.6	3.5 3.3 minutes 0 10.3	0 5.2 minutes 4.7 28.6