Unit 1_Reading Comprehension and Vocabulary Practice
READING, COMPREHENSION AND VOCABULARY PRACTICE
I. Match the words to their definitions
1. afresh | a. form connecting link, intervene between two persons to reconcile them |
2. outcome | b. fail to observe, take no notice of |
3. mediate | c. following in order, time or succession |
4. overlook | d. a failure to understand smth. correctly |
5. clarify | e. make clear, transparent |
6. subsequent | f. again, anew |
7. misunderstanding | g. issue, result |
8. embroil | h. bring (affairs) into state of confusion |
II. Study the table of collocations and phrases with the word “negotiation”.
Adjective | Verbs | Phrases |
Long/lengthy | Conduct negotiations | Be under negotiation (be being discussed) |
Prolonged/protracted (very long) | Break off negotiations (stop them) | Be open to negotiation (be willing to discuss smth) |
Difficult | Negotiations break down (stop because of disagreement) | Be subject to negotiation (be smth. that must be discussed) |
Intense (done with a lot of effort) | Negotiations stall (stop making progress) | Be initial/final stages of negotiations |
Delicate (in which it would be very easy to upset people and cause the negotiations to fail) | Resume negotiations (start them again) | A breakdown in negotiations (negotiations can't be continued because of disagreement) |
III. In the exercise given below fill in the gaps with the word-combinations given in the box.
stall, broke down, intense, final, delicate, long/lengthy, broken off, conduct, under, protracted, breakdown, is open to |
1. After ________ negotiations, a compromise was finally reached.
2. The negotiations ________ over the question of arms reductions.
3. Despite________ negotiations, the two sides have failed to reach agreement.
4. The offer was in ________the stages of negotiation.
5. The country should________ direct negotiations with its neighbours.
6. The company is about to start ________negotiations with the union about next year's pay agreement.
7. The two companies have________ negotiations on the deal.
8. The negotiations ________over a dispute about working conditions.
9. The agreement came after months of________ negotiations.
10. The contract is currently ________negotiation.
11. There has been a ________ in negotiations with the union.
12. The president signalled that he ________negotiation on the budget.
IV. Read the text given below and match the headings given in the box( A-J ) with the paragraphs (1- 9) in the text. One heading is extra.
A. Clarification of goals | F. Implementation of a course of actions |
B. Respect of cultures | G. Necessity of making notes |
C. Steps to be prepared | H. Looking at afresh |
D. Negotiation towards a Win-Win outcome | I. Benefits in resolving any differences |
E. Disputes and discussion | J. Repeatition |
What Makes an Effective Negotiator
1. The key to effective cross-cultural communication in business negotiation is knowledge. First, it is essential that people understand the potential problems of cross-cultural communication, and make a conscious effort to overcome these problems. Second, it is important to assume that one’s efforts will not always be successful, and adjust one’s behavior appropriately. It is also important to respect the negotiators and their culture. One should always assume that there is a significant possibility that cultural differences are causing communication problems, and be willing to overcome them.
2. Specific forms of negotiations are used in many situations: international affairs, the legal system, government, industrial disputes or domestic relationships as examples. However, general negotiation skills can be learned and applied in a wide range of activities. Negotiation skills can be of great benefit in resolving any differences that arise between you and others.
3. Before any negotiation takes place, a decision needs to be taken as to when and where a meeting will take place to discuss the problem and who will attend. Setting a limited time-scale can also be helpful to prevent problems. This stage determines goals, areas and alternatives to the stated goals. Your organisation may also have some policies to which you can refer in preparation for the negotiation. Undertaking preparation before discussing will help to avoid a conflict and unnecessarily wasting time during the meeting.
4. During the stage of discussions, individuals or members of each side put forward the case as they see it, i.e. their understanding of the situation. Key skills during this stage include questioning, listening and clarifying . Active listening can sometimes be used to check this out–by repeating what one thinks he or she heard, one can confirm that one understands the communication accurately. If words are used differently between languages or cultural groups, however, even active listening can overlook misunderstandings.
5. Sometimes it is helpful to take notes during the discussion stage to record all points put forward in case there is need for further clarification. It is extremely important to listen, as when disagreement takes place it is easy to make the mistake of saying too much and listening too little. Each side should have an equal opportunity to present their case.
6. From the discussion, the goals, interests and viewpoints of both sides of the negotiation need to be clarified. It is helpful to list these factors in order of priority. Through this clarification it is often possible to identify or establish some common ground. Clarification is an essential part of the negotiation process, without it misunderstandings are likely to occur which may cause problems and barriers to reaching a beneficial outcome.
7. This stage focuses on what is termed a “win-win” outcome where both sides feel they have something positive through the process of negotiation and both sides feel their point of view has been taken into consideration. A win-win outcome is usually the best result. Although this may not always be possible, through negotiation, it should be the ultimate goal. Suggestions of alternative strategies and compromises need to be considered at this point. Compromises are often positive alternatives which can often achieve greater benefit for all concerned compared to holding to the original positions.
8. Agreement can be achieved once understanding of both sides' viewpoints and interests have been considered. It is essential for everybody involved to keep it in mind in order to achieve an acceptable solution. Any agreement needs to be made perfectly clear so that both sides know what has been decided. From the agreement, a course of action has to be implemented to carry through the decision.
9. If the process of negotiation breaks down and agreement cannot be reached, then re-scheduling a further meeting is called for. The suggestion for heated conflicts is to stop, listen, and think, or to put it “go to the balcony” when the situation gets tense. By this it means withdraw from the situation, step back, and reflect on what is going on before you act. This avoids all parties becoming embroiled in heated discussion or argument, which not only wastes time but can also damage future relations. At the subsequent meeting, the stages of negotiation should be repeated. Any new ideas or interests should be taken into account and the situation looked at afresh. This helps in cross-cultural communication as well.
(Taken from: https://www.karrass.com/en/blog/
9-insights-on-what-makes-a-good-negotiator)
Synonyms | Words |
common |
|
escape, evade |
|
busy, lively |
|
happen, occur |
|
final |
|
result, consequence |
|
misconception |
|
contain, comprise |
|
definite, unmistakable |
|
VI. Decide whether these statements are True (T), False (F) or Not Given (NG) according to the facts presented in the text. Correct the false statements.
1. One should always assume that there is a significant possibility that cultural differences are causing communication problems.
2. Negotiation skills can't be used in resolving any differences that arise between you and others.
3. Setting a limited time-scale can also be helpful to prevent problems.
4. Negotiation skills are the same in individualistic and collectivist cultures.
5. If words are used differently between languages or cultural groups, however, even active listening can overlook misunderstandings.
6. From the discussion, the goals, interests and viewpoints of both sides of the negotiation don't have to be clarified.
7. A win-win outcome is usually the best result.
8. Any agreement needs to be made perfectly unclear so that both sides know what has been decided.
9. When things seem to be going badly, stop or slow down and think.
10. The suggestion for heated conflicts is to stop, listen, and think, or to put it “go to the balcony” when the situation gets tense.
VII. Fill in the gaps with the proper forms of the words given in the box.
Resolve, consider, misunderstand, time-scale, appropriate, different, disagree, embroiled, clarify |
1. Second, it is important to assume that one’s efforts will not always be successful, and adjust one’s behavior (____________).
2. Negotiation skills can be of great benefit in (____________). any differences that arise between you and others.
3. Setting a limited (____________).can also be helpful to prevent problems.
4. If words are used (____________).between languages or cultural groups, however, even active listening can overlook (____________).
5. It is extremely important to listen, as when (____________) takes place it is easy to make the mistake of saying too much and listening too little.
6. Through this (____________) it is often possible to identify or establish some common ground.
7. Suggestions of alternative strategies and compromises need to be (____________) at this point.
8. This avoids all parties becoming (____________) in heated discussion or argument, which not only wastes time but can also damage future relations.