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4 International negotiations
0 Discuss these questions.
1 What sort of negotiations have you taken part
in (at work or outside work)?
2 How many people were involved? Were you
alone or part of a team?
3 Was the atmosphere formal or informal?
4 Was the negotiation successful or
unsuccessful? Why do you think this was?
() Choose the correct option to complete each
sentence.
1 At the start of a negotiation, it can be important
to establish a ............ with the other side.
a) rapport b) stalemate c) guarantee
2 When both sides give something away in order
to make a deal, they reach a ............ .
a) concession b) compromise c) guarantee
3 When one side gives something away, they
make a ............ .
a) compromise b) breakthrough
c) concession
4 Something which stops a negotiation going
smoothly is a ............ .
a) limit b) sticking point c) lock
5 A situation in a negotiation where no progress
can be made is a ............ .
a) deadweight b) deadline c) deadlock
6 A ............ is a creative solution which allows
the negotiation to progress.
a) breakthrough b) breakout c) breakpoint
7 If both sides in a negotiation leave the table
without a deal (empty-handed), the negotiation
process ............ .
a) breaks down b) breaks off c) breaks out
8 The minimum offer you are willing to accept is
known as your ............ .
a) opening position b) fallback position
c) bottom-line position
9 Some negotiations may involve a time
restriction or ............ .
a) deadlock b) deadline c) dead end
Q Read about the experiences of negotiating
internationally below and answer these
questions.
1 What are your personal reactions to the
experiences described and views expressed?
2 Would the experiences described be a) normal,
b) a little unusual, or c) very unusual in your country?
1 It was very different to what I am used to. They
didn't seem to want to write anything down. There
was a real emphasis on getting to know you - lots
of small talk. l felt it was all rather slow. No one
seemed to be in a hurry to get anything done.
2 Our negotiation was interrupted by new people
coming in all the time. There was also a lot of
attention paid to the business cards, which was
new for me. We had three meetings before we
talked about any business at all. We were kept
waiting for a long time.
3 There were too many jokes and first names. It
wasn't clear who was in charge and making the
decisions. It was too casual and relaxed for me.
l think people should behave more formally, use
surnames and behave like businesspeople.
4 We thought we had a deal and made an agreement.
Then they asked for some new concessions.
5 There was no compromise. It was a real fight. In
the end, we reached deadlock and they walked
out. There was a lot of emotion and shouting- I
wasn't sure if it was normal or not. It upset me a
bit, if I'm honest.
6
8 Which of the ideas in Exercise B could 7
contribute to the success or failure of an
international negotiation?
8 It was all quite hard line. It was more like some
kind of competition. They seemed to just want to
win - to get something for nothing.