Lesson 19

This lesson will reveal the idea of skilful

negotiations. It will also give information about
the best negotiation tactics.

THE ART OF NEGOTIATION

One of the most important skills anyone can hold in daily life is the
ability to negotiate. In general terms, a negotiation is a resolution of conflict.
We negotiate in order to start or continue a relationship and resolve an issue.
Even before we accept our first jobs, or begin our careers, we all learn how
to negotiate. Some people are naturally stronger negotiators and are able to
reach their ultimate goals more easily than others. Without the ability to
negotiate people break off relationships, quit jobs, or deliberately avoid
conflict and uncomfortable situations.
In the world of business negotiating skills are used for a variety of
reasons, such as to negotiate a salary or a promotion, to secure a sale, or to
form a new partnership. Here are a few examples of different types of
negotiations in the business world:
 Managers and Clerks: Negotiating a promotion
 Employer and Potential Employee: Negotiating job benefits
 Business Partners A and B: Making decisions about investments
 Company A and Company B: Negotiating a merger.
Negotiating is often referred to as an "art". While some people may be
naturally more skilful as negotiators, everyone can learn to negotiate. And,
as they often say in business, everything is negotiable. Some techniques
and skills that aid people in the negotiating process include:
 Preparing ahead of time
 Treating one's opponent with respect and honesty
 Visualising the end results
 Exhibiting confidence
Here are a few golden rules to successful negotiations:
1) Always try to negotiate for at least 15 minutes. Setting a time limit
is a good idea. Approximately 90% of negotiations get settled in the last
10% of the discussion.
2) Always offer to let the other party speak first. This is especially
important if you are the one making a request for something such as a raise.
3) Always respect and listen to what your opponent has to say. This is
important even if he or she does not extend the same courtesy to you. Do
your best to remain calm and pleasant even if the other party is displaying
frustration or anger.

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 4) Acknowledge what the other party says. Everyone likes to know
that what they say is important. If the other party opens first, use it to your
advantage, by paraphrasing what you have heard. Repeat their important
ideas before you introduce your own stronger ones.

Vocabulary Notes
negotiation µ³Ý³ÏóáõÃÛáõÝ, å³ÛÙ³ÝÝ»ñÇ ùÝݳñÏáõÙ
to negotiate µ³Ý³ÏóáõÃÛáõÝÝ»ñ í³ñ»É, µ³Ý³Ïó»É,
å³ÛÙ³ÝÝ»ñ ùÝݳñÏ»É
negotiator µ³Ý³ÏóáÕ ÏáÕÙ
negotiable 1. µ³Ý³Ïó»ÉÇ, ë³Ï³ñÏ»ÉÇ, 2. ·áñͳñùÇ »Ýóϳ
tactics é³½Ù³í³ñáõÃÛáõÝ, Ù³ñï³í³ñáõÃÛáõÝ
resolution 1. å³ßïáÝ³Ï³Ý áñáßáõÙ, µ³Ý³Ó¨,
2. ÉáõÍáõÙ, 3. í×Çé
to resolve 1. ÉáõÍ»É, í×é»É, 2. áñáßáõ٠ϳ۳óÝ»É
ultimate 1. í»ñçݳϳÝ, í»ñçÇÝ, 2. ·»ñ³·áõÛÝ,
3. ³é³í»É³·áõÛÝ
to break sth off ˽»É, í»ñç ¹Ý»É
to quit 1. ÃáÕÝ»É, ¹³¹³ñ»óÝ»É, 2. Éù»É, Ñ»é³Ý³É
deliberate 1. ¹Çï³íáñÛ³É, ÙÇïáõÙݳíáñ, 2. ½·áõÛß,
ßñç³Ñ³Û³ó
(v) 1. ËáñÑ»É, Ùï³Í»É, 2. ùÝݳñÏ»É, Ïßé³¹³ï»É
deliberately 1. ¹Çï³íáñÛ³É Ó¨áí, ¹Çïٳٵ, 2. ½·áõßáñ»Ý,
3. ¹³Ý¹³Õáñ»Ý
clerk ·ñ³ë»Ý۳ϳÛÇÝ Í³é³ÛáÕ
merger 1. ÙdzÓáõÉáõÙ, 2. ÓáõÉáõÙ
aid û·ÝáõÃÛáõÝ, ûųݹ³ÏáõÃÛáõÝ
(v) û·Ý»É, ûųݹ³Ï»É
raise ³ß˳ï³í³ñÓÇ µ³ñÓñ³óáõÙ
to visualize 1. å³ïÏ»ñ³óÝ»É, ÙïáíÇ ï»ëÝ»É, 2. ï»ë³Ý»ÉÇ
¹³ñÓÝ»É
to exhibit 1. óáõó³¹ñ»É, óáõó³µ»ñ»É, 2. ³ñï³Ñ³Ûï»É, ¹ñë¨áñ»É
opponent 1. ³ËáÛ³Ý, ѳϳé³Ïáñ¹, 2. Áݹ¹ÇÙ³Ëáë
to extend 1. ï³ñ³Í»É, 2. ÁݹɳÛÝ»É, 3. ïñ³Ù³¹ñ»É, 4. óáõÛó
ï³É, óáõó³µ»ñ»É
courtesy ù³Õ³ù³í³ñáõÃÛáõÝ, µ³ñ»ÏñÃáõÃÛáõÝ
to display óáõó³¹ñ»É, óáõó³µ»ñ»É
frustration 1. ¹Å·áÑáõÃÛáõÝ, 2. Ñáõë³Ë³µáõÃÛáõÝ
to acknowledge 1. ׳ݳã»É, ÁݹáõÝ»É, 2. »ñ³Ëï³·ÇïáõÃÛáõÝ
ѳÛïÝ»É
to paraphrase ÙÇïùÝ ³ÛÉ Ëáëù»ñáí ³ñï³Ñ³Ûï»É, ßñç³ë»É

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 Exercise 1. Answer the following questions.

1. What does negotiation mean?

____________________________________________________________
____________________________________________________________

2. Why do people negotiate?

____________________________________________________________
____________________________________________________________

3. What will happen if people lack the ability to negotiate?

____________________________________________________________
____________________________________________________________

4. Who may negotiate?

____________________________________________________________
____________________________________________________________

5. What rules should be observed in order to succeed in negotiations?

____________________________________________________________
____________________________________________________________

Exercise 2. Give the English equivalents for the following:

ÑÙáõï, ·áñÍÇÙ³ó µ³Ý³ÏóáÕ ______________________________

µ³Ý³Ïó³ÛÇÝ ______________________________
é³½Ù³í³ñáõÃÛáõÝ ______________________________
³éûñÛ³ ÏÛ³ÝùáõÙ ______________________________
ÉáõÍ»É ËݹÇñ ______________________________
ѳëÝ»É í»ñçÝ³Ï³Ý Ýå³ï³ÏÇ ______________________________
˽»É ϳå»ñÁ ______________________________
Ëáõë³÷»É µ³ËáõÙÝ»ñÇó ______________________________
íëï³ÑáõÃÛáõÝ óáõó³µ»ñ»É ______________________________
³ß˳ï³í³ñÓÇ µ³ñÓñ³óáõÙ ______________________________
³ñï³Ñ³Ûï»É ¹Å·áÑáõÃÛáõÝ ______________________________
û·ï³·áñÍ»É Ó»ñ û·ïÇÝ ______________________________

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 Exercise 3. From the given set of words find synonyms to the ones in
bold type.

To make a deal, proficient, final, technique, support, adept, to admit,

opposer, last, assistance, to recognise, strategy, to solve, enemy, to bargain,
to settle.

1. to negotiate ___________________________________
2. tactics ___________________________________
3. to resolve ___________________________________
4. ultimate ___________________________________
5. skilful ___________________________________
6. aid ___________________________________
7. opponent ___________________________________
8. to acknowledge ___________________________________

Exercise 4. Identify whether these statements are true or false.

Correct the false ones.

1. People negotiate when they need a reduction in their wages.

_________________________________________________________
2. Everyone can negotiate without prior preparation.
_________________________________________________________
3. Without the ability to negotiate people break off relationships, quit
jobs, and avoid conflicts.
_________________________________________________________
4. Negotiation skills are used only while forming a new partnership.
_________________________________________________________
5. Everything is negotiable in business.
_________________________________________________________
6. Treating one‘s opponent with distrust will help in the negotiation
process.
_________________________________________________________

7. In order to be a successful negotiator you should let the other party

speak first.
_________________________________________________________

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 8. Setting a time limit is a bad idea in negotiations because you can
achieve your ultimate goal only after a long debate.
_________________________________________________________

Exercise 5. Match the following terms with their definitions.

1. Negotiation a) the act of solving or settling a problem,
disagreement.
2. To negotiate b) polite and pleasant behaviour that shows respect for
people.
3. Resolution c) formal discussions between people who are trying
to reach an agreement.
4. Conflict d) a situation in which people, groups or countries are
involved in a serious disagreement or argument.
5. Opponent e) to try to reach an agreement by formal discussion.
6. Courtesy f) a person you are playing or fighting against in a
game, competition, argument.

Exercise 6. Fill in the blanks using the terms mentioned in exercise 5.

Make changes, if necessary.

1. The negotiators were treated with great _________ by the hotel staff.
2. The government has done nothing to resolve the _______________.
3. They will begin another round of ___________ in a few days.
4. The government is pressing for an early __________ of the dispute.
5. The team‘s ___________ are unbeaten so far this season.
6. The company_____________with its creditors.

Exercise 7. Match the two parts to get complete sentences.

1. We negotiate all the time,… a) that your opponents may use at

2. There has been a great deal of the negotiation table.
research… b) to find a way to cut costs.
3. Conflict resolution is a c) whether or not we realise it.
strategy that aims at… d) solving disputes between parties.
4. Our main aim today is… e) into the art of negotiation.
5. You should examine certain
tactics…

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 Exercise 8. Study the following expressions.

a) to show understanding/agreement on a point:

 I agree with you on that point.
 That's a fair suggestion.
 So what you're saying is that you...
 In other words, you feel that...
 You have a strong point there.
 I think we can both agree that...
 I don't see any problem with that…

b) to show objection on point or offer:

 I understand where you're coming from; however,…
 I'm prepared to compromise, but...
 The way I see things...
 If you look at it from my point of view...
 I'm afraid I had something different in mind.
 That's not exactly how I look at it.
 I'd have to disagree with you there.
 I'm afraid that doesn't work for me.
 Is that your best offer?

c) Make up situations using the language of negotiating.

Exercise 9. Read the following case and answer the questions that
follow.

Marcus, a landscaper, who has been with the company Landscape

Labourers for five years, believes he is underpaid. He also thinks he
deserves promotion. Markus‘s manager, Louis is also the owner of
Landscape Labourers. Though Louis values Markus more than any of his
other labourers, he isn‘t sure that he can afford to pay him more, especially
at this time of the year when work is unstable.

1. What tactics should Marcus use to achieve his goal of promotion and
a raise.
____________________________________________________________
__________________________________________________________

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2. What tactics should Louis apply to decline Marcus‘s request politely?
____________________________________________________________
__________________________________________________________

3. What do you suggest in satisfaction of both parties?

____________________________________________________________
____________________________________________________________

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