商务英语口语unit8

Unit8BusinessNegotiation1.Whatisthedefinitionofbusinessnegotiation?2.Whenstartinganegotiation,beginwithagreetingattheaimofbreakingtheiceormakingthemeetingafriendlyone.Howcanthegoodstartingbelike?3.Anopeningstatementusuallyincludes...Anegotiationisadiscussionthatshouldresultinanagreementorbusinesscontract.Thediscussionisusuallybetweentwopartiesororganizations,tryingtoreachagreement,satisfactorytoboth.(1)Ihopeyouhadapleasantflight.(2)Areyouenjoyingthiscity?(3)Howisyourhotel?Totelltheotherpersonwhatyouareexpectingtogetoutofthemeeting.Tosay“tostartoffwith”andthenstateswhatyouwanttoachieve,like“wearegoingtoofferyouaverygooddeal.”andalsoexpressyouwanttomakeawin-winresult.IthinkIjustdidagoodjobonthecompanypresentation.SoIwaspromotedtoateamleaderandappointedtodobusinessnegotiationswithothercompanies.IthinkIwillneedalotnegotiationskills.Ifthereistrustandunderstandingbetweenthetwoparties,thenegotiationwillbemuchmoresuccessful,aswillthelong-termbusinessrelationshipbetweenthem.Task1Lookatthecomics,describeitandthendiscussitwithyourpartners.Wordsandexpressionsforyourreference:concession-tradingdirectly negotiationskills tricky horse-tradingHaggling give-and-takebartering generosityTask1Task2Task3Part1Warm-uppart1part2part3part4part5Tip1______________________________________________________Tip2______________________________________________________Tip3______________________________________________________Tip4______________________________________________________Tip5______________________________________________________Task2FillintheblanksPart1Warm-upTask1Task2Task3Asyouknow,I’manewpromotedteamleader.Noteverymanundermeissatisfiedwithme.LikewiseIamunhappywiththebehaviorofamemberofmyteam.Ihavedecidedtoraisetheissuewiththispersonandtellherthatyouwouldliketoseeanimprovement.Whatwordsorphrasesmightbeusefulinthistrickyconversation?Task3Listentothedialogueandfinishthequestions1.NowlistentoatrickyconversationatworkbetweenMichaelandMichelle.HowdoesMichaelreact?Asyoulisten,trytohearthephrasesabove.Part1Warm-upTask1Task2Task3Thanksforyoursuggestions.Today.Michellehascometomecomplainingthatshedidnotgetajobrecently.Pleaselistentoourdialogue.Michael:Okay,well,(1)whodeservedtogetthejob.Clearly,thepersonwhowasappointedwastherightpersonforthejob.Whatyouneedtodoislookatyourworkandwhatyou’redoingandwherethat’stakingyouinyourcareer.(2)youarestillemployedtodoajoband(3)jobwithacertainattitude.You’remeetingmembersofthepublicquiteregularly—(4)youaren’tunhappy,oratleastthatyoudon’tshowit.Thismeetingisreallyjusttoletyouknow(5).Michelle:Okay…Michael:…and(6).Iknowit’sdifficult.Iknowthatit’sdepressingnottogetajob,but(7),you’vegottogetonwiththejobthatyou’redoingnow.I’mnotgoingtogetintoadiscussionaboutButbearinginmindthatIexpectyoutodothatit’simportantthatI’mnothappywiththeeffortthatyou’vemadeIreallywanttoseesomeimprovementyou’vegottosnapoutofitFinishthesentencewiththecorrectphrase.Part1Warm-upScriptofTask3Michael:Okay,well,I’mnotgoingtogetintoadiscussionaboutwhodeservedtogetthejob.Clearly,thepersonwhowasappointedwastherightpersonforthejob.Whatyouneedtodoislookatyourworkandwhatyou’redoingandwherethat’stakingyouinyourcareer.ButbearinginmindthatyouarestillemployedtodoajobandIexpectyoutodothatjobwithacertainattitude.You’remeetingmembersofthepublicquiteregularly—it’simportantthatyouaren’tunhappy,oratleastthatyoudon’tshowit.ThismeetingisreallyjusttoletyouknowI’mnothappywiththeeffortthatyou’vemade...Michelle:Okay…Michael:…andIreallywanttoseesomeimprovement.Iknowit’sdifficult.Iknowthatit’sdepressingnottogetajob,butyou’vegottosnapoutofit,you’vegottogetonwiththejobthatyou’redoingnow.(1)You’vegotto______outofit.A.sort B.cut C.snap D.lift(2)I_______youtotryabitharder.A.expect B.like C.request D.hopePart1Warm-upFeedback:Wrong—youcansay“sortitout”butnot“sortoutofit”.Feedback:Wrong—youcansay“cutitout”butnot“cutoutofit”.Feedback:Correct—we“snapout”ofbadmoods.Feedback:Wrong—thisisnotanexpressioninEnglish.2.Negotiations—trickyconversationsquiz.Feedback:Correct—“expect”herehasastrongmeaning—ifthepersondoesn’ttryharder,youwillbeunhappy.Feedback:Wrong—youcansay“I’dlikeyouto…”butnot“Ilikeyouto…”.Feedback:Wrong—thisisgrammaticallycorrect,butit’stooformalforthesituation.Feedback:Wrong—youcansay“Ihopeyouwill…”butnot“Ihopeyouto…”.(3)______,whatyou’vedoneisn’tgoodenough.A.Probably B.Maybe C.Clearly D.Hopefully(4)Ireallywanttosee__________.A.yourtrying B.betterC.bettereffort D.someimprovementFeedback:Wrong—thisisgrammaticallycorrect,butitisn’tstrongenoughforthissituation.Feedback:Wrong—thisisgrammaticallycorrect,butitisn’tstrongenoughforthissituation.Feedback:Correct—youareindicatingthatyourstatementisnotopentodiscussion.Feedback:Wrong—weuse“hopefully”totalkaboutthefuture,notthepast.Feedback:Wrong—Youcansay“…toseeyoutry”butnot“…toseeyourtrying”.Feedback:Wrong—thissoundslikeyouhavepooreyesight!Feedback:Wrong—youcansay“moreeffort”butnot“bettereffort”.Feedback:Correct—youcanalsosay“animprovement”.IalreadyknowMs.JohnsonwhoistherepresentativeofJohnsonCompany.TodayIamgoingtomeetanotherpotentialpartner,Mr.WilliamswhoistherepresentativeofLongCompany.HowshouldIbuildtherelationshipwithLongCompany?PartIIListeningPracticePartIIListeningPracticeMichael:Ah,hello.Mr.Williams?I’mMichael,MichaelEvans.Howareyou?Mr.Williams:Goodtomeetyouatlast,Michael,afterallthoseemails.AndpleasecallmeRob.Michael:OK,welcome,Rob.Sorrytokeepyouwaiting,bytheway.Wegotstuckina(1)____________foroveranhour.Mr.Williams:Noproblem.Iwasjustadmiringyour(2)__________.It’sreallyimpressive.Ididn’tknowyouhadsomanyfamous(3)__________!Michael:Thanks.Yes,well,we’vegotagreat(4)______team,andwereallygofor(5)___

____inabigwayhere,muchmorethansomeofourcheaper(6)_____________.Mr.Williams:Well,itcertainlyseemstobeaneffective(7)______________,judgingbythese(8)_____________.Michael:Thankyou.Yes,they’reverypositive,aren’tthey?Mr.Williams:Yes,it’samazing.Haveyoucheckedourofficialwebsiteyet?Haveyougotanyideaaboutthenewsection?Imentionedonceinouremails.I’mreallylookingforwardtoyour(9)_____________opinion.Michael:Well,er...it’sa(10)____________job.Especiallythe...Mr.Williams:...part1part2part3part4part5Practice1.1.ListentothefollowingdialogueandFillinthemissingwords.trafficjambrochureclientssalescompetitorsstrategyprofessionalmarvelousrecommendationsqualityPartIIListeningPractice2.Listenagainandfillinthetable.Michaelhasmadethreeinappropriatequestionandresponse.Doyouknowwhatarethey?Andstateyourreasons.Sillyquestions/responsesReasonsWegotstuckinatrafficjamforoveranhour.We’vegotagreatsalesteam,andwereallygoforqualityinabigwayhere,muchmorethansomeofourcheapercompetitors.Er...Heshouldconsiderandgetpreparedforthisunforeseencircumstance.Hesoundsself-boastingbysayingthesewordsabouthimself.Hedoesn’tknowhispotentialpartnerverywell.PartIIListeningPracticePartIIListeningPracticePractice1Michael:Ah,hello.Mr.Williams?I’mMichael,MichaelEvans.Howareyou?Mr.Williams:Goodtomeetyouatlast,Michael,afterallthoseemails.AndpleasecallmeRob.Michael:OK,welcome,Rob.Sorrytokeepyouwaiting,bytheway.Wegotstuckinatrafficjamforoveranhour.Mr.Williams:Noproblem.Iwasjustadmiringyourbrochure.It’sreallyimpressive.Ididn’tknowyouhadsomanyfamousclients!Michael:Thanks.Yes,well,we’vegotagreatsalesteam,andwereallygoforqualityinabigwayhere,muchmorethansomeofourcheapercompetitors.Mr.Williams:Well,itcertainlyseemstobeaneffectivestrategy,judgingbytheserecommendations.Michael:Thank-you.Yes,they’reverypositive,aren’tthey?Mr.Williams:Yes,it’samazing.Haveyoucheckedourofficialwebsiteyet?Haveyougotanyideaaboutthenewsection?Imentionedonceinouremails.I’mreallylookingforwardtoyourprofessionalopinion.Michael:Well,er...it’samarvelousjob.Especiallythe...Mr.Williams:...PartIIListeningPractice。3.StudythefollowingexpressionsandmatchthemwiththecorrespondingChineseequivalents.（1）_______（2）_______（3）_______（4）_______（5）_______（6）_______（7）_______（8）_______（9）_______（10）_______(1)lookforwardtoa.专业建议(2)aneffectivestrategyb.手册(3)agreatsalesteamc.干得非常出色(4)amarvelousjobd.通过推荐可以判断(5)getstuckinajame.官方网站(6)professionalopinionf.期待(7)officialwebsiteg.塞车(8)competitorsh.一个出色的销售团队(9)judgingbytheserecommendationsi.有效的策略(10)brochurej.竞争者fihcgbdjea_____(1)MichaelstartedaconversationtofindthingsincommonwithMr.Williams._____(2)MichaelandMr.Williamshadmanythingsincommon._____(3)Mr.Williamsshowedthegenerosityfirstinthisconversation._____(4)Michaeladdedapersonaltouchinthisconversation._____(5)Mr.Williamsdidnotexpressgratitudeintheend.Imadealotterriblemistakesinthefirstmeeting.ButIstillhavethechancetofixthem.Ishouldlearnhowtobuildrelationshipswithmyworkingpartner.HereismysecondmeetingwithMr.Williams.PartIIListeningPracticePractice21.Listentothedialogueanddecidewhetherthestatementsbelowaretrue(T)orfalse(F).TFFTFPartIIListeningPracticePractice2Michael:So,isthisyourfirsttimeinMunich,Mr.Williams?Mr.Williams:Well,yesandno.IcamewithmyfamilywhenIwasabout14,but...well,thatwasaverylongtimeago.Idon’tremembermuchaboutit.Justmuseumsandfootball.Michael:Football?Areyouafan?Mr.Williams:Notreally.Butmydadwas.Imeanhestillisobsessedwithit.SohetookustomatchesalloverEurope.Michael:Wow.That’sreallyinteresting!I’malsoalittleobsessedwithfootball,butIdon’tdragmyfamilyaroundtowatchmatches.Mr.Williams:No,itwasn’tsobad.Itmeantwegottoseelotsofinterestingplaces.Michael:Sogoodforyou.SoIthoughtwe’dstartwithatourofourfactory,soyougetareallygoodsenseofwhatwedohereandwhatweneed.I’dalsoliketointroduceyoutoafewofourkeypeoplehere,ifthat’sOK.Mr.Williams:That’sgreat.Itallhelpsmetogetabetterpictureofhowwecanhelpyou.Michael:That’swhatIthought.Andthenforlunch,I’dliketotakeyoutooneofmyfavoriterestaurants.Ashortdrivefromofthecity.Mr.Williams:Oh...thatwouldbelovely,butpleasedon’tgotoanytrouble.I’dbehappywithasandwich!Michael:Iwouldn’tdreamofit.Thisprojectisveryimportanttous,sowewanttotreatyouwell!It’salovelyrestaurant,andI’vebookedmyfavoritetable.SoIhopeyou’rehungry!Mr.Williams:Well,that’sverykindofyou.Inthatcase,youmustletmereturnthefavor,ifeveryouvisitourfactoryinEdinburgh.Michael:OK,thatsoundsnice.Thankyou.PartIIListeningPractice2.Translatetheunderlinedsentencesbyyourself,thenlistentothedialogueagainandcheckyourtranslations.Michael:So,isthisyourfirsttimeinMunich,Mr.Williams?Mr.Williams:Well,yesandno.IcamewithmyfamilywhenIwasabout14,but...well,thatwasaverylongtimeago.Idon’tremembermuchaboutit.Justmuseumsandfootball.Michael:Football?Areyouafan?Mr.Williams:Notreally.Butmydadwas.Imean（1）他依然很痴迷。SohetookustomatchesalloverEurope.Michael:Wow.That’sreallyinteresting!I’malsoalittleobsessedwithfootball,（2）但我不会拉我的家人跟我一起看比赛。Mr.Williams:No,itwasn’tsobad.Itmeantwegottoseelotsofinterestingplaces.Michael:Sogoodforyou.SoIthoughtwe’dstartwithatourofourfactory,soyougetareallygoodsenseofwhatwedohereandwhatweneed.I’dalsoliketointroduceyoutoafewofourkeypeoplehere,ifthat’sOK.

hestillisobsessedwithit.butIdon’tdragmyfamilyaroundtowatchmatches.Mr.Williams:That’sgreat.（3）这能够帮助我更好地了解如何去协助你们。Michael:That’swhatIthought.Andthenforlunch,I’dliketotakeyoutooneofmyfavoriterestaurants.（4）驾车出城不远的地方。Mr.Williams:Oh...thatwouldbelovely,butpleasedon’tgotoanytrouble.I’dbehappywithasandwich!Michael:Iwouldn’tdreamofit.Thisprojectisveryimportanttous,sowewanttotreatyouwell!It’salovelyrestaurant,andI’vebookedmyfavoritetable.SoIhopeyou’rehungry!Mr.Williams:Well,that’sverykindofyou.Inthatcase,（5）您必须让我回馈您的款待ifeveryouvisitourfactoryinEdinburgh.Michael:OK,thatsoundsnice.Thankyou.PartIIListeningPracticeItallhelpsmetogetabetterpictureofhowwecanhelpyou.Ashortdrivefromofthecity.youmustletmereturnthefavor.PartIIListeningPractice3.Discussion.Michaeljustmadesomeprogress.Discusswithyourpartneraboutthesequestions.Inwhatwayisnegotiatinglikemind-reading?Whatcanyoudotoprepareforanegotiation?Howhonestshouldyoubewiththeotherpersonaboutwhatyoureallywant?PartIIListeningPractice4.UsefulLanguage:Completethislistofusefullanguageusingphrasesfromtheextract.Introducingyourlistofvariables:Aswe(1)________it,therearefourmainissuesthat…weneedto(2)________.Wehaveidentifiedthreepointsfordiscussion,andthesemostlycorrespondwithyourownlist.Introducingavariable:Onthe(3)________of…Withregardtothesubjectof…Onyourfourthpoint…Statingthebackgroundforavariable:We’re(4)________that…We(5)________…Asyou(6)________…Wefirmlybelievethat…Insisting(=makingstrongerdemands):Whatwe(7)________isastrong(8)_______of…We(9)________haveto(10)________that…I’mafraidthisisnotnegotiable.I’mafraidthisisn’tsomethingwecandiscuss.Thiscannotbepartofournegotiationstoday.seeresolveissueawareunderstandknowneedguaranteeinsistwouldPartIIListeningPracticeUrging(=makingnormaldemands):…wouldhavetobe…We’dhaveto(11)________a(12)________of…We(13)________someofthattobe…Ourexpectationissomethingintheregionof…Wewouldliketopropose……willhavetodependon…Justifying(=providingreasons):Ourmembersareveryworriedabout……wouldgosomeway(14)________restoringthe(15)________.Soweneedto….Otherwise…Wehaveconductedresearchwhichshowsthat…Wehaveaglobalpolicyof…Ourpriorityhasgottobe…Showingflexibility:

We’repreparedto(16)________…Ifyouare(17)________to…wewillbe(18)________to…Ofcourse,wewilldoallwecantohelp.Thatsaid,wedoappreciatethat…Weacceptwewillneedtopaymore…Wecandiscussthisseparately.Wewouldverymuchliketoworkwithyouto…expectpromiseexpecttowardsbalanceacceptpreparedhappyPartIIILanguageFocusInanegotiation,it’sveryimportanttoknowwhentospeak,whentoaskandwhentoshutupandlisten.Veryoften,simplyaskingquestionsandlisteningpatientlytotheresponsescanbeanextremelyeffectivewayofobtainingvitalinformationandconcessionsfromtheotherparty.Questionsarealsoessentialforcheckingthatyouhaveunderstood.Thisworkshopalsointroducessomelanguageandtechniquesforrespondingtotheotherparty’spositiontopreparethegroundforthebargainingstage,whichcomesnext.Pleasediscussthesequestionswithyourclassmates.PartIIILanguageFocusPutthestagesofaformalnegotiationintothemostlogicalorder.Write1–9inthefirstcolumn.Theremaybemorethanonepossibleorder.Task1Lead-in:Negotiationstages.a.PartyBstatesinitialpositionandrespondstopartyA’spositionb.Tyinguplooseendsc.PartyAstatesinitialpositiond.Tradingconcessionse.Relationship-buildingf.PartyAasksquestionstoclarifypartyB’spositiong.Establishingaprocedureh.Clinchingthedeali.PartyBasksquestionstoclarifypartyA’spositionj.PartyArespondstopartyB’spositioartIIILanguageFocusStudentsworkinsmallgroupstodiscussthesixquestions.Afterafewminutes,openupthediscussiontoincludethewholeclass.part1part2part3part4part5Task2Discussthesequestionsingroups.(1)Doyouthinkthestagesofthenegotiationshouldbekeptseparateinthisway,orisitbetterjusttokeepthingsflexible?(2)Isitbettertopresentyourpositionfirstorsecond?(3)Whatisthesimplereasonforaskinglotsofquestions?(4)Whatisamorestrategicreasonforquestioning?(5)Arethereanydangersconnectedwithquestioning?(6)Whatdoyouthinkisinvolvedinrespondingtotheotherparty’sposition?Itcanbeadvantageoustoyouifyoufollowaprocedure.Thereareadvantagesanddisadvantagestoboth,butperhapsonbalanceit’sbettertogosecond.Tocheckyou’veunderstoodcorrectly.Byencouragingtheothersidetotalk,theymaygiveawayusefulinformationorevenmakeconcessions.Youmayforcetheotherpartytodefendtheiropeningpositions,whichmeanstheycannotbeflexiblelaterwithoutadmittingtheywerelyingearlier.Repeatingthemasyouunderstandthem,andsayingwhetheryouthinkyou’llbeabletofindasolution.PartIIILanguageFocusTask3Reading:Readthearticle.Whichparagraphdealswithwhichquestionsfromtask2?A.Inanimportantbusinessnegotiation,it’svitaltohaveaprocedure.Ofcourse,youcandeviate（脱离）fromthatprocedureasmuchasyoulikeasthenegotiationprogresses.Andcertainlythemostimportantpartsofthenegotiation,tradingconcessions（贸易让步）andclinchingthedeal（成交）,arealmostimpossibletoplan.Buttheearlierstagesdefinitelycanbeplanned,andbothsideswillbenefitifyoutakethetimetodothingsproperly.B.Firstly,makesureyouincludetimetobuildrelationshipswiththeotherparty.Thisisnotjustaboutbeingniceandmodern,butitactuallymakesverygoodbusinesssense.Thenegotiationismuchmorelikelytoreachamutually-acceptableconclusion,andyou’llalsobeinamuchbetterpositiontobuildasuccessfullong-termpartnershiponcethedealissigned.C.Thenextstageistoestablishtheprocedure—unlessyou’vebeenreallywellorganizedanddonethisviaemailinadvanceofyourface-to-facemeeting.Don’timpose（把……强加于）yourownagenda（议程）ontheotherparty,butaimtohaveatleastasimpleframework（框架）tofollow.Eveniftheotherpartywantstobeflexibleandspontaneous（自发的）,that’suptothem.Butyouneedtobeawareofthebenefitsyouwillgainbykeepingeverythingundercontrol.PartIIILanguageFocusD.Thenit’stimeforthefirstpartytopresentitsposition.Thereareadvantagesanddisadvantagestogoingfirst.Theadvantageisthatyougettosettheagenda—youdecidewhatthemainnegotiationpointsare.It’salsomucheasiertoprepareifyouknowyou’regoingfirst.Unfortunately,italsomeansyoumayaccidentallygivetheotherpartymorethantheywereexpecting.Forexample,thepriceyousayyou’rewillingtopaymaybesignificantlyhigherthantheonetheywerewillingtoaccept.E.Duringtheotherparty’spositionstatement,it’sabsolutelyvitalforyoutosayaslittleaspossible.Veryoften,ifyousimplylisteninsilence,thepresenterwilldohalfthenegotiatingforyou!Justletthemtalkasmuchastheywant,andwhateveryoudo,don’tinterruptthem—unlessit’stotellthemtoslowdownsoyoucankeepnotes.Ofcourse,therewillbeplentyofthingsthatyou’llwanttocheck,sothat’swhyyouneedtokeepthosenotesasdetailedaspossible.F.Whenthey’vefinishedtheiropeningpositionstatement,youfinallygetyourchancetospeak,butagain,you’llbenefitalotmorebyaskingsimplequestionsandlettingthemtalksomemore.Theobviousreasonforaskingquestionsistocheckyou’veunderstoodeverythingcorrectly.Butprobingquestions（探索性或试探性问题）arealsoyourbestwaytounderstandtheirunderlying（潜在性的）interests,andtoidentifyroomformanoeuvre（策略；调动）.Remember:themoretheytalk,themoretheyreveal.PartIIILanguageFocusG.Justdon’tbetooaggressiveinyourquestioning.Ifyouchallengeeverythingfromtheiropeningpositionstatementandmakethemjustifyalltheirdemands,you’llfinditmuchhardertotradeconcessionslater.Psychologically,it’smuchhardertobackdown（放弃；让步）onceyou’vejustifiedyourpositioninpublic,soyoumayaccidentallybackthemintoacorner,withtheresultthatthenegotiationwillsoonreachdeadlock.H.Onceyou’vecheckedandclarifiedasmuchasyoucanabouttheirposition,it’sagoodideatorepeatthekeypointsbacktothem,onebyone,asafinalcheck.Thismayactuallypromptthemtorevealmoreinformationorevengivesomeground（给出底牌）.Thisisalsowhenyoucanstartrevealingyourownposition—initiallybyrespondingtothekeypointstheotherpartymade.Forexample,youcancommentonwhichoftheirpointssoundreasonable,whichmighthavesomeroomforcompromise,andwhichlooklikepotentialstickingpoints（关键点）.Butavoidgoingintotoomuchdetailatthisstage—youdon’twanttostartnegotiatingwithyourself,andyou’vealsogotyourownpositiontopresent.I.Thiswholeprocedureisrepeatedforthesecondparty’spositionstatement:thestatementfollowedbyquestionsandthenafinalcheck.Atthisstage,you’llprobablywanttotakeatime-outtotalkthingsoverwithyourteam,andreviewyourbeststrategyforreachingadeal.There’sstillthemainbodyofthenegotiationaheadofyou:tradingconcessionsandhopefullyclinchingthedeal,plusallthelooseends（悬而未决的问题）tobetieduponceyou’veagreedonthemainpoints.Butifyoumanagetheearlystagessensibly,thosefinalstagesshouldbemucheasierandmoresuccessful.(1)A,C(2)D(3)F(4)E,F(5)G(6)HPartIIILanguageFocusWow,youhavetaughtmealot,Nemo!LetusmoveontoTask4andhavealittlepractice.Task4Negotiationsvocabulary.

Lookatthewordsandphrasesinboldinthearticle.Matchthewordsandphrasesfromthearticlewiththeirdefinitions.Studentsworkalonetomatchthewordswiththeirdefinitions.Encouragethemtoreferbacktothetexttotrytoworkoutmeaningfromcontext.Theychecktheiranswersinpairsbeforefeedingbacktotheclass.Asafollow-up,theycouldtesteachotherinpairsbytakingturnstoreadawordorphrasetoelicitthemeaningfromtheirpartner.(1)Ifyoudeviatefromaprocedure…a.…youcanbeflexible.(2)Ifadecisionismutuallyacceptable…b.…youmakeaconcession.(3)Ifyouimposesomethingonsomeone…c.…youdon’tgivethemachoice.(4)Aframeworkis…d.…youhaveabreakfromthenegotiation.(5)Ifyousettheagenda…e.…yougivesomethinginreturnforsomethingfromtheotherparty.(6)Probingquestions…f.…youmoveawayfromit.(7)Ifyouhaveroomformanoeuvre…g.…simplerthanastructuredagenda.(8)Ifyouchallengeastatement…h.…youmakeitimpossibleforthemtofindawayout.(9)Ifyoutradeconcessions…i.…youfinalizealltheremainingsmalldetails.(10)Ifyoubackdown…j.…youforcetheotherpersontojustifyit.(11)Ifyoubacksomebodyintoacorner…k.…bothsidesarehappywithit.(12)Ifyougivesomeground…l.…issomethingthatcouldcausethenegotiationtofail.(13)Astickingpoint…m.…areattemptstodiscoverhiddendetails.(14)Ifyoutakeatime-out…n.…youacceptthatyoucannotgetallyouwant.(15)Ifyouclinchthedeal…o.…youractionsdeterminehowtherestofthemeetingwillrun.(16)Ifyoutieuplooseends…p.…youreachanagreement.fkegomajenhbldpiPartIIILanguageFocusTask5Clarifying,summarizingandresponding.Lookatthisextractfromanegotiationbetweensupplierofaerosolandalargepotentialcustomer.Findexamplesofthefollowingthreefunctions:clarifying,summarizingandresponding.Supplier(MsJohnson):OK,sothanksforpresentingyourposition.LetmejustgotthroughthenotesI’vebeenmaking,tocheckI’veunderstoodeverythingcorrectly.Intermsofquantity,yousaidyoucanonlycommitto6,000unitsasaninitialorder.Thatdoesposesomeproblemsforus,asI’llexplaininasecond,butI’msurewe’llbeabletofindasolution.Youmentionedthattheremaybemoreordersinthefuture,butyoudon’twanttocommittoanythingatthisstage.Isthatright?Andthereasonforyourhesitationhereisthatyouneedtomakesurewecandeliveronourpromiseswiththefirstbatch,intermsofquality.HaveIunderstoodthatcorrectly?OK,good.Thenyoutalkedaboutpaymenttermsof90days.Thatcouldbearealstickingpoint,becausewenormallyneveroffermorethan30,andeventhenit’sonlyforourbiggestregularcustomers.Sothat’ssomethingwe’llneedtodiscusscarefully.Youalsoaskedfora25%discountonourlistprice,whichI’mafraidisn’trealistic.Wemaybeabl