Basic Negotiating Tips

(A) Negotiating is the process by which two or more parties with different needs and goals work to find a mutually acceptable solution to an issue. Because negotiating is an inter-personal process, each negotiating situation is different, and influenced by each party's skills, attitudes and style. We often look at negotiating as unpleasant, because it implies conflict, but negotiating need not be characterized by bad feelings, or angry behaviour. Understanding more about the negotiation process allows us to manage our negotiations with confidence increases the chance that the outcomes will be positive for both parties.

(B) Negotiation need not be confrontational. In fact effective negotiation is characterized by the parties working together to find a solution, rather than each party trying to WIN the contest of wills. Keep in mind that the attitude that you take in negotiation (eg. hostile, cooperative) will set the tone for the interaction.

If you are confrontational, you will have a fight on your hands.

(C) If you "win" there must be a loser, and that can create more difficulty down the road. The best perspective in negotiation is to try to find a solution where both parties "win". Try not to view negotiation as a contest that must be won.

(D) It's normal to become emotional during negotiation that is important. However, as we get more emotional, we are less able to channel our negotiating behaviour in constructive ways. It is important to maintain control.

(E) Since we are trying to find a solution acceptable to both parties, we need to understand the other person's needs, and wants with respect to the issue. If we don't know what the person needs or wants, we will be unable to negotiate properly. Often, when we take the time to find out about the other person, we discover that there is no significant disagreement.

(F) In any conflict or negotiation, each party contributes, for better or worse. If you blame the other person for the difficulty you will create an angry situation. If you take responsibility for the problem, you will create a spirit of cooperation.

(G) Negotiating is a complex process but one worth mastering. If you keep in mind that you are responsible for the success or failure of negotiation, and if you follow the tips above, you will find the process easier.

Find the equivalents of the following words and phrases in the text:

процесс переговоров, стороны, задачи и цели, межличностный процесс, ситуация переговоров, подразумевать конфликт, конфронтационный, найти решение, установить тон взаимодействия, соревнование, в котором надо победить, эмоциональный, враждебный, дух сотрудничества, сохранить контроль, значительное разногласие, обвинять, трудности, агрессивная ситуация.

I. Match the words with the definitions below:

Interviewer, advertisement, rejection, employer, weakness, interviewee, position, strength, appointment, employee, commitment, schedule, negotiation, outcome, benefit, approach, concession, transaction

1. the process of trying to reach an agreement through discussion;
2. the act of doing business or carrying out a business deal;
3. something good to receive, an advantage;
4. an agreement to do smth. in the future;
5. the act of conceding or yielding;
6. a plan of events or work to be done at or within a certain time;
7. ideas or actions intended to deal with a problem or situation;
8. smth. that follows from an action, dispute, situation, etc.;
9. an act of deciding not to accept someone for a job;
10. a worker who is hired to perform a job;
11. a quality of someone/something that is not good or effective;
12. an arrangement to meet a person at a certain time;
13. a quality that someone or something has that helps them to succeed or make progress;
14. a picture, short film, song etc. which tries to persuade people to buy a product or service;
15. a person who conducts an interview;
16. a person or company that pays people to work for them;
17. a person who answers the questions during an interview;
18. a job in a company or organization;

II. Insert the words:

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