Market+Leader+Intermediate+3rd+edition+SB

UNIT 9 •• INTERNATIONAL MARKETSLISTENINGTraining fornegotiatingm I)) C02.18 Andy Simmons is a partner at The Gap Partnership and is an experton negotiating. Listen to the first part ofthe interview. What three thingsdoes Andy say are important in negotiating?III I» C02.19 Listen to the second part and complete the gaps.In fact, this concept of . ...... ... .. 1-that's what we teach - says that there is no one way,there are many . ........... 2 ways, ranging from the very .. J, very highnegotiationsthat are generally win-lose, all the way through to the very, very ....negotiations, which are deemed as .. ......... ' . And there's no right or ...........', or there'sno good or bad, it's just what's appropriate to the .........Andy SimmonsD I» CD2.20 Listen to the final part and answer the questions.1 What behaviours are appropriate for being a good negotiator?2 How do you tell if there is more scope for negotiation?m Discuss the questions.Watch the 1 What do you think makes a really good negotiator?interview on2 Do you prefer high-conflict win-lose negotiations or cooperative win-win negotiations?the DVD-ROM.3 How common is negotiating in your country?Work in pairs. Try to sell something you have on you (a watch, bracelet, etc.)or a household object to your partner.III Discuss the questions.1 Were you pleased with the outcome of the negotiation in Exercise A?2 What strategy or tactics did your partner use to achieve his/her objective?D In his book The Art of Winning, Harry Mills says that most negotiations haveseven stages. These are listed below, but in the wrong order. Put the stagesin order. What word do the initial letters of the stages spell?oTie up loose endsConArm what has been agreed. Summarise the details on paper.• Explore each other's needsoooBuild rapport. State your opening position. learn the other side's position.Ready yourselfPrepare your objectives, concessions and strategy. Gather information about theother side.Probe with proposalsMake suggestions and And areas of agreement.Close the dealBring the negotiation to a clear and satisfactory end.•Signal for movementSignal that you are prepared to move from your original position. Respond to signalsfrom the other side.• Exchange concessionsGive the other side something in return for something you need or want.scanned for Paul Jennings87