The Mediator's Capacity to Raise and Maintain Doubts

Effective mediators create and maintain doubts by … … about alternatives and implications that the negotiator may … … … or fully appreciated. Like any good negotiator they avoid … statements. If, for instance, а mediator wants а negotiator to think about somebody’s reaction to … … …, the mediator is better of asking, "What would your boss say?" rather than declaring, "Your boss … … …you on that." The same axiom would apply in а situation where mediators and negotiators are … а negotiator's decision to leave the multilateral negotiating table. Assuming that the negotiators … … full consensus in their … … process, the mediator might privately say tо the reluctant negotiator: "The other parties might … … some decision in your absence. … you … the implication of your not being present to veto decisions that would hurt your side?” The use of questions rather than statements give negotiators more room to respond and more freedom to consider what the mediator … … .

1. come to; 2. decision-making; 3. are using; 4. not have considered;

5. а certain proposal; 6. discussing; 7. raising questions; 8. is saying;

9. have considered; 10. would not support; 11. flat;

EXERCISE 3. Practice your abilities in discussion.

Read the article to find out the main ideas and make up a plan of it in written form. Discuss the text in pairs with the help of your plan, expressing agreements or disagreements, exclamations, additions as well as summarizing your ideas (for the purpose use the material of section 2). Then retell it using your plan.

1. deliberately - умышленно, обдуманно, нарочно

2. mold = mould - почва, прах (поэт.)

3. mundane - светский, земной

Developing а Relationship

Behavior. For the Japanese, the development of personal relationships is critical. In the words of one Japanese, "You (foreigners) negotiate а contract, we negotiate а relationship."' Another observer has asserted that the "first order of business in Japan is the establishment of а personal relationship between the parties which will allow them to speak frankly and to give and receive favors.

Relationships are built on shared values and experiences which serve as а common foundation for the Japanese. So does nationwide ethnic homogeneity. But socialization processes in society and in professional organizations also deliberately mold relationships. University ties are especially strong, as are ties within some ministries

Japanese negotiating style has been described widely. They are not directly addressing issues, openly stating proposals and counterproposals, and generally relying on exact concepts and standardized meanings. Such style explains the Japanese preference for informal explorations and agreements behind-the-scenes prior to formal sessions.

Negotiations with foreigners may be viewed and conducted somewhat differently, but the quality of the relationship between the negotiators on both sides and their personal attributes still seem tо be extremely important. One such attribute is sincerity of intention. А managing director of the KEIDANREN (the Japanese Federation of Economic Organizations) stated during а recent lecture in New York City, "Japan places emphasis on good intentions more than anything else." Emotional sensitivity is also valued. The Japanese may initially use go-betweens; they may give gifts and entertain extensively to get to know the negotiator as а person. Gift giving is а highly developed art in Japan. American officials who might try it should know that in Japan gifts are distinguished not by how expensive they are, but by how appropriate they are.

There seems to be а paradox, however, in the Japanese view of human interaction, Japanese negotiating style is а double bind between harmonious cooperation and the warrior ethic. (Young government officials are expected to bе fierce samurai; older government officials are expected to keep their samurai under control and search out the solution satisfactory to all parties.) Japanese attentiveness to personal relationships comes across impressively to Americans, and yet, there is а warrior ethic embodied by "the hero... whose single minded sincerity will not allow him to make the maneuvers and compromises that are so often needed for mundane success." Competitiveness clearly exists toward opposing groups. Moreover, it is bу this warrior ethic that the Japanese have traditionally evaluated their government negotiators.

EXERCISE 4. Train your thinking and communicating.

Translate one of the passages from English into Russian using your dictionary in written form. Then think over and have (guide) a conversation using the problems given below the text in pairs.