Unit 5 Negotiation

negotiation: (n.) talk/dialogue (n.) negotiate: (v.) negotiate with sb. about sth. negotiator: (n.) negotiating: (adj.) party: (n.) （谈判）一方

Section 1 Getting Things Ready In this unit, you will learn how to: 3 2 1 how to write an outline for a negotiation the conflicts management the process of a negotiation and make preparation for it

Section 1 Getting Things Ready

Language Study ★ bargain: (v.) 谈判，讨价还价 e.g.她与小贩讲价钱。 She bargained with the vendor over the price. e.g. The trade union bargained that its members should have another week's holiday. 工会提出其会员增加一周假日的要求。

Language Study ★ conflict: 冲突，争端（指双方坚持已见、互不妥协，怀有敌意的争论，多暗示分歧极为严重，有时用语言无法解决，只得诉诸武力） e.g. 自上个世纪以来，阿拉伯国家(Arab) 和以色列 (Israel)一直存在冲突。 There has been continuing conflict between Arab countries and Israel in the past century. ★ dispute: 争议（普通用词，侧重指长时间，言词激烈，针锋相对的争辩） e.g. After a long dispute, he at last made a concession to me. 经过长时间的争论，他终于对我让步。

Section Two Things to Do Activity One Listen and Write concession in exchange of lay out bargain carry out negotiator dialogue step by step effective on behalf of

Video watching (Negotiating Price) Section 2 Things to Do Video watching (Negotiating Price) Process of Negotiation Negotiation is a dialogue intended to resolve disputes, to produce an agreement upon courses of action, to bargain for individual or collective advantage, or to craft outcomes to satisfy various interests. Negotiation can be divided into five phases: Introduction Presenting one’s proposition（表明立场） Bargaining Compromising（让步） Making an agreement

Section 2 Things to Do Negotiation Skills There are some very good negotiation skills and the most effective are as follows: Friendly environment Solving disputes: Hiding one’s emotions

Introduction (Para. 1) Negotiation Negotiation is a dialogue among nations, companies, non-profit organizations or individuals. It aims at solving disputes and producing agreements through a series of bargaining. It is carried out by negotiators on behalf of different parties and it goes through a series of processes. Negotiation begins by making clear the objectives, roles and communication skills of one’s own party. Such preparations are required in the opening introduction. Task-oriented negotiators get down to business soon after the introduction, while people-oriented negotiators are more aware of developing a nice relationship and creating a friendly atmosphere. Whatever attitude negotiators have, a negotiating

Read and Think plan will be laid out after the opening introduction so that main points will be discussed step by step. True negotiation does not get started until negotiators present their positions and listen for the other party’s feedback. Degree of directness in communication varies from negotiator to negotiator, and thus each party need to know the other party’s negotiating style very well. Skillful negotiators often listen carefully and put forward effective questions. They listen not only for words, but for feelings. Handling conflicts and making effective bargaining are regarded as the most important processes in negotiation. Some negotiators are easily involved emotionally, which might bring the negotiation into a deadlock, while other negotiators

Read and Think communicate in a more positive way. A good many bargaining skills are strongly required, such as exerting pressure, making conditions and even helping others to get what they want in exchange of one’s own interest. The last process in negotiation is to close the meeting. Both parties make summary, agree on certain actions and bid farewell. The result of negotiation is either a “win-lose” or “win-win” situation. “Win-lose” negotiation suggests that there should be a winner and a loser in the game. One party’s benefit comes from the other party’s loss. However, “win-win” negotiation treats negotiation as only a part of an open and long-term relationship. By offering certain concession, “win-win” negotiation makes benefits for both parties possible.（329 words）

Task 3 Give brief answers to the following questions. Read and Think Task 3 Give brief answers to the following questions. 1. Where does negotiation take place? It occurs among nations, companies, non-profit organizations or individuals. 2. What kind of preparation should be made before negotiation? Both parties should make clear their objectives, roles and communication skills. 3. What kind of attitude do people-oriented negotiators hold? They are more aware of developing a nice relationship and creating a friendly atmosphere. 4. How do skillful negotiators gain advantages at the stage of presenting one’s positions? Skillful negotiators gain advantages by listening carefully and putting forward effective questions. 5. How do negotiators close the meeting? Both parties make summery, agree on certain action and bid farewell. 6. Which negotiating approach do you prefer, “win-win” approach or “win-lose” approach? Why or why not? Open.

Introduction (Para. 1) Negotiation is a dialogue among nations, companies, non-profit organizations or individuals. It aims at solving disputes and producing agreements through a series of bargaining. It is carried out by negotiators on behalf of different parties and it goes through a series of processes. Translation: 谈判是国家、公司、非赢利性组织或个人之间的对话，旨在通过一系列的讨价还价去解决争端、达成共识。谈判各方派出谈判成员，按照一系列程序展开谈判。

Process of Negotiation (Paras. 2~5) Paragraph 2: Opening Introduction Task-oriented negotiators get down to business soon after the introduction, while people-oriented negotiators are more aware of developing a nice relationship and creating a friendly atmosphere. e.g. 在谈判中，美方谈判者比较急躁，而日方谈判者则从容不迫。 During negotiation, American negotiators were impatient while Japanese negotiators were at ease. e.g. 一些公司通过广告来吸引顾客，而另一些公司则采用免费赠送样品的方式宣传。 Some companies launch advertisements to attract more customers while others give out free samples.

Process of Negotiation (Paras. 2~5) Paragraph 2: Opening Introduction Whatever attitude negotiators have, a negotiating plan will be laid out after the opening introduction so that main points will be discussed step by step. . Translation:无论谈判人持有什么样的态度，在自我介绍阶段结束后，应立即起草谈判计划，以便能有条不紊地对各要点展开讨论。 e.g. 无论发生什么，我们必须要马上执行我们的投资计划。 Whatever happens, we should carry out our investment plan immediately. e.g. 无论遇到什么困难，这项市场调查将按计划开展。 Whatever difficulty we may meet, the market survey is to be carried out as planned.

Process of Negotiation (Paras. 2~5) Paragraph 3 Presenting positions and listening for feedback True negotiation does not get started until negotiators present their positions and listen for the other party’s feedback. e.g. 中美双方的谈判直到晚上9点才结束。 The negotiation between China and America did not come to an end until nine o’clock in the evening. e.g. 玛丽直到这次谈判失败后才懂得适当让步在谈判中的重要性。 Mary did not realize the importance of making proper concession in negotiation until this negotiation failed.

Process of Negotiation (Paras. 2~5) Paragraph 3 Presenting positions and listening for feedback Degree of directness in communication varies from negotiator to negotiator, and thus each party need to know the other party’s negotiating style very well. Translation: 在谈判中，谈判各方的言辞的直接程度会有所不同，因此各方都有必要了解对方的谈判风格。 e.g. 谈判技巧因人而异。 Negotiating skills vary from person to person. e.g. 谈判结果各不相同。 Outcomes vary from negotiation to negotiation.

Process of Negotiation (Paras. 2~5) Paragraph 3 Presenting positions and listening for feedback They listen not only for words, but for feelings. e.g. 一个 成功的谈判者不但会出色地完成谈判目标，还能与谈判对手发展长期友好关系。 A successful negotiator not only accomplishes the negotiating plan successfully, but also develops long-term and friendly relationship with the other party. e.g. 我喜欢与我的同事共事，不但因为他们教会了我工作上的点点滴滴，还因为他们也是我生活中的好朋友。 I love working with my colleagues not only because they teach me a lot at work, but because they are good friends in life.

Process of Negotiation (Paras. 2~5) Paragraph 4 Handling conflicts and making effective bargaining Handling conflicts and making effective bargaining are regarded as the most important processes in negotiation. Translation:处理争端和作出有效的讨价还价是谈判中最重要的一个环节。 e.g. 在谈判中，良好的情绪被看作是谈判有效进行的关键。 Having positive emotions is regarded as the key to carrying out a negotiation smoothly. e.g. 减低成本被看作是商家在竞争上取胜的其中一种有效策略。 Lowering/Cutting down/Reducing cost is regarded as one of the effective strategies for companies to achieve success in the competition.

Process of Negotiation (Paras. 2~5) Paragraph 4 Handling conflicts and making effective bargaining A good many bargaining skills are strongly required, such as exerting pressure, making conditions and even helping others to get what they want in exchange of one’s own interest. Translation:在谈判过程中，谈判各方需要采取不同的谈判技巧，如施加压力、设立条件、甚至是满足对方要求以谋求自己的利益。

Process of Negotiation (Paras. 2~5) Paragraph 5: Closing Q: What are the differences between “win-lose” and “win-win” negotiation? “Win-lose” negotiation suggests that there should be a winner and a loser in the game. One party’s benefit comes from the other party’s loss. Translation: “一赢一输”的谈判通常会有一方是赢家，另一方是输家，因为一方的利益的损失总会带来另一方的盈利。 However, “win-win” negotiation treats negotiation as only a part of an open and long-term relationship. By offering certain concession, “win-win” negotiation makes benefits for both parties possible. Translation: 然而，“双赢”谈判将谈判看作是一种长期的开放性的关系的一部分，谈判双方各自作出一点让步，便能使双方都能从中获益。

Task 1 Test your problem-solving ability. Read and Think Task 1 Test your problem-solving ability. Find out more about win-win, win-lose, and lose-lose outcomes. Win-win, win-lose, and lose-lose are game theory terms that refer to the possible outcomes of a game or dispute involving two sides, and more importantly, how each side perceives their outcome relative to their standing before the game. For example, a "win" results when the outcome of a negotiation is better than expected, a "loss" when the outcome is worse than expected. In other words, expectations determine one's perception of any given result. Win-win outcomes occur when each side of a dispute feels they have won. Since both sides benefit from such a scenario, any resolutions to the conflict are likely to be accepted voluntarily. The process of integrative bargaining aims to achieve, through cooperation, win-win outcomes.

Read and Think Win-lose situations result when only one side perceives the outcome as positive. Thus, win-lose outcomes are less likely to be accepted voluntarily. Distributive bargaining processes, based on a principle of competition between participants, tend to end in win-lose outcomes. Lose-lose means that all parties end up being worse off. In some lose-lose situations, all parties understand that losses are unavoidable and that they will be evenly distributed. In such situations, lose-lose outcomes can be preferable to win-lose outcomes because the distribution is at least considered to be fair.

Read and Think Task 2 Tell whether the following statements are true or false. Write T for True and F for False. 1. Negotiation only takes place among business companies. 2. A negotiation usually goes through a series of processes. 3. Some negotiators do not want to waste time on developing nice relationship and prefer discussing the main task immediately. 4. Negative emotion in negotiation often leads to fruitful results. 5. If the negotiators of one party offer concession, it means that they lose everything. 6. According to the passage, both parties benefit from “win-win” approach in negotiation. F T T F F T

1- c 2-f 3-e 4-a 5-d 6-i 7-j 8-g 9-h 10-b Read and Think Task 4 Match A with B 1- c 2-f 3-e 4-a 5-d 6-i 7-j 8-g 9-h 10-b

Read and Think Task 5 Fill in the blanks with the right words or phrases. Change the form where necessary. 1. Customers are welcome to give __________ on the services the hotel has provided for them. 2. She made a speech at the graduation ceremony ___________ all the graduate students. 3. No matter what difficulty you may meet with, your plan should be __________. 4. In a negotiation we have to carefully ___________ the implied meanings of the other party. concession listen for atmosphere feedback in exchange of go through lay out carry out on behalf of a series of feedback on behalf of carried out listen for

Read and Think 5. They finally make an agreement on price through __________ negotiations. 6. Both parties refused to make any __________ on price, which brought the negotiation into a deadlock. 7. Study shows that people in China are willing to work harder when they are young _________________ a better life after retirement. 8. I have __________ a careful plan for my research on British culture in this summer vocation. 9. The negotiation _____________ a series of deadlocks before it finally ended without any outcomes. 10. I love dining in this restaurant because the __________ here is always warm and romantic. a series of concession in exchange of laid out went through atmosphere

Section 3 Things to Write Task 1 Study the following tips for writing. When writing about an outline of a negotiation, the following should be considered: 1. What you want Start by making a list of your demands. Be very specific in your list of items, because specific demands carry more negotiating power. 2. Where you can afford to compromise Consider the list of demands you made and decide which items you absolutely must have, which would be great to have, and which would be nice to have but are dispensable (可有可无). Plan ahead how much you are willing to reduce your demands so that you aren't forced into making a decision you may regret.

Section 3 Things to Write 3. Alternatives to your ultimate goal For every plan A you should have a plan B. Negotiators who aren't prepared with an alternative plan tend to feel like they have no choice but to take what's offered by the other side. 4. Other general preparation: objectives, members, date and place, terms and conditions.

Section 3 Things to Write Task 2 Study the following language for writing. Words and phrases budget 预算 objective 目标 contract 合同 responsibility 责任 time limits 限期 claim 索赔 quality 质量 price 价格

Section 3 Things to Write Sentence patterns: We set our main objective as…… However … is acceptable. Besides, we aim at…… We’ll begin with…… We’ll discuss over…… We’ll summarize on…… We’ll make a further plan on……

Section 3 Things to Write Task 3 Study the following model for witing. Negotiation Outline of Salary （工程承包项目的谈判提纲） Objective of negotiation（谈判目标）: Make a reasonable contract Members of our negotiation team（本公司的谈判成员）: Tom Smith & Daniel Jones Date of negotiation（谈判时间）: 2nd May, 2009 Place of negotiation（谈判地点）: White Swam Hotel 1. Details of the Contracting Project（承包项目的具体内容）: 1) The name and the location of the project （承包项目的名称和地点）: The Administration Building of Success Vocational College 2) The design of the project （项目设计图）: See the attachment 3) The technique of the project （项目技术）: Reinforced Concrete Structures

Section 3 Things to Write 2. Budget of the Contracting Project（项目预算）: 1) The basis of the budget （项目的预算基础）: RMB 500,000 2) Specific items of the budget （预算的具体内容）: construction of the building and interior decoration 3. Quality of the Contracting Project（工程质量）: 1) Standard of the quality（质量标准）: Good 2) Time limits for the project（工期要求）: One year 3) Supervisor of the project（监理）: David Jackson

Section 3 Things to Write 4. Drafting the business contract（合同文书）: 1) Items in the contract （合同条款）: Quality, Date, Budget, etc 2) Ways of solving disputes （争议解决方法）: Through legal ways 3) Time limit for filing claims （索赔时效）: Six months 4) Quality inspection （质量验收）: Accomplished by engineers employed by our side 5) Solutions to quality defects（质量问题处理） : Through legal ways

Section 3 Things to Write Others（其他）: Division of labor in negotiation（谈判人员分工） The technology department is responsible for preparing materials related to technique The law department is responsible for drafting the business contract The finance department is responsible for making budget

Section 3 Things to Write Task 4 Complete the outline for salary discussion with the company. Salary Negotiation Outline（薪酬的谈判提纲） Objective of negotiation（谈判目标）: ______________________________________ Members of negotiation（谈判成员）: ______________________________________ Date of negotiation（谈判时间）: ______________________________________ Place of negotiation（谈判地点）: ______________________________________ get a reasonable salary of about RMB 3,000 David Jones and HR manager of P & G company May 20, 2009 office of P & G company

Section 3 Things to Write 1. Details of the Salary（薪酬的具体内容）: Salary during probation （实习期工资）: __________________________________ Salary after probation （实习期结束后的工资）: _________________________ Details of the salary （薪酬的组成）: ___________________________________ 2. Welfare（福利）: Accommodation （是否提供住房）: __________________________________ Holiday with pay （多少天带薪假期）: ___________________________________ RMB 2,000 RMB 3,000 basic salary plus sales bonus yes/ no, but with renting allowance 5 days per year plus public holidays

Section 3 Things to Write 3. Assurance（保险）: Social Assurance（是否缴纳社会保险）: _________________________________ Medical Assurance（是否缴纳医疗保险）: _________________________________ Accommodation Allowance（是否提供住房补贴）: _________________________________ yes, 8% of the total salary yes, basic medical assurance plus accident assurance yes, about 8-12% of the total income

Section 3 Things to Write

Section 3 Things to Write Task 2 Complete the following passage by translating the Chinese given in brackets into English. Basics in Negotiation Negotiation is a complicated task. It is important to understand the basics of negotiation so that you can better achieve your goals and 1) _________________________ (开展双赢策略). Negotiation mainly consists of the following basics: strategy and style, emotion, position, and negotiation tasks. Each negotiation team has its own style and 2) ____________________________________________ (根据自己的目标和风格制定谈判策略). Emotion plays an important part in the negotiation. It’s sometimes a decisive factor for the results. Some negotiation groups tend to have a more positive mood, while develop “win-win” strategy develop strategies based on their goals and negotiation style

Section 3 Things to Write 3) _________________________________________________ (其他一些谈判小组可能会有较消极的情绪). Position is the core of negotiation and may have a decisive effect on each team’s strategy. Different teams may choose 4) _________________(合作性策略) or aggressive tactics accordingly. As a result, negotiation tasks are well developed based on such factors. Each of the above basic is equally important to negotiation. If one goes wrong, the negotiation may 5) ________________ (陷入僵局). other negotiation group may develop negative emotion cooperative strategies come to deadlock

Section 4 More Things to Do agreements lowest that preparation position what skills relaxed professional and confidence aggressive detail disagreements but in order to Section 4 More Things to Do Task 1 Read the passage and fill in the blanks with appropriate words from the box below. Win-win Approach in Negotiation In modern negotiation, “win-win” approach is most widely encouraged and used by 1) ____________ negotiators. It is totally different from the traditional “win-lose” approach in that it encourages more productive results. You don’t have to destroy (破坏) the negotiation or defeat the other party 2) __________ get what you want. professional in order to

Section 4 More Things to Do To achieve a “win-win” situation, a good 3) ______________ and a positive attitude are of great importance to negotiators of both parties. Knowing the positions of both parties is the first homework you have to do, because one’s position often has decisive （决定性的） effect on one’s objective. Besides making clear of your own objectives, you have to understand 4) ________ the other party might want to get from the negotiation. You have to think over every 5) __________ and make a list of them. Based on this analysis, you have to decide the highest and the 6) __________ you will give off to the other party upon each issue. In this way, you can put forward proposals and give feedbacks more effectively. preparation what detail lowest

Section 4 More Things to Do Maintaining a positive attitude before and during the negotiation is necessary to a “win-win” negotiation. A positive attitude before negotiation gives you more 7) __________ and helps you dig up (发现) all the small details of the project. A positive attitude during the negotiation keeps you calm and 8) __________. In this way, you will be more cooperative and concentrate on making more 9) __________. A cooperative attitude does not only give you the trade you want to get in one negotiation, 10) __________ helps you build up a long-term relationship from which you might benefit in the future. confidence relaxed agreements but

Section 4 More Things to Do Task 2 Choose the answer that best completes each sentence. 1. A “win-win” negotiation differs from a “win-lose” negotiation in that __________. A) the former is more traditional B) the former produces better outcomes C) the latter needs more preparations D) the latter is more widely used

Section 4 More Things to Do 2. The first thing to do in preparing a negotiation is to know __________. A) what you want from it B) what the other party wants from it C) what both parties want from it D) what nobody wants from it

Section 4 More Things to Do 3. A positive attitude is needed during the negotiation by both parties for ___________. A) beating the other party B) winning the negotiation C) creating a win-win situation D) making better preparations

Section 4 More Things to Do 4. The phrase “concentrate on” in the last paragraph most probably means to _________. A) find out B) cover up C) put forward D) focus on

Section 4 More Things to Do 5. From the passage we know that the “win-win” approach in negotiation demands __________. A) good language skills B) a cooperative attitude C) a friendly relationship D) good bargaining skills back

Translation 谈判 谈判是国家、公司、非赢利性组织或个人之间的对话，旨在通过一系列的讨价还价去解决争端、达成共识。谈判各方派出谈判成员，按照一系列程序展开谈判。 谈判伊始，谈判各方就必须明确谈判目标、谈判中的角色以及沟通技巧。这些准备工作通常必须在谈判的开始的介绍阶段完成。介绍结束后，以工作为导向的谈判者便立刻进入谈判，而以人际交往为导向的谈判者则更倾向于与对方建立良好的关系、营造友好的氛围。无论谈判人持有什么样的态度，在自我介绍阶段结束后，应立即起草谈判计划，以便能有条不紊地对各要点展开讨论。 当谈判各方开始摆明自己的立场、听取对方的反馈时，真正的谈判便开始了。在谈判中，谈判各方的言辞的直接程度会有所不同，因此各方都有必要了解对方的谈判风格。娴熟的谈判者通常会细心倾听，并提出针对性问题。他们关心的不只是对方的话语，还有对方在表达时所流露出的情感。 back

Translation 处理争端和作出有效的讨价还价是谈判中最重要的一个环节。一些谈判者很容易在谈判中带入个人情绪，导致谈判陷入僵局；而另一些谈判者则以较积极的态度进行交流。在谈判过程中，谈判各方需要采取不同的谈判技巧，如施加压力、设立条件、甚至是满足对方要求以谋求自己的利益。 谈判的最后一个阶段是结束会谈，双方需要作总结陈词，达成一定共识，并与对方道别。谈判的结果通常是出现“一赢一输”或“双赢”局面。“一赢一输”的谈判通常会有一方是赢家，另一方是输家，因为一方的利益的损失总会带来另一方的盈利。然而，“双赢”谈判将谈判看作是一种长期的开放性的关系的一部分，谈判双方各自作出一点让步，便能使双方都能从中获益。 back

Focus on Grammar 被动语态 英语中的语态有两种：主动语态和被动语态。在主动语态中，主语是动作的执行者；在被动语态中，主语则是动作的承受者，动作的执行者通常由by引出。被动语态的基本形式是be/get +过去分词。例如： The English homework must be finished in one hour. 学生应该在一小时内完成英语作业。 I would like to get these dirty clothes washed in the laundry shop. 我要把脏衣服拿到洗衣店去洗。 动词的过去分词分为规则变化和不规则变化两种形式，规则变化的及物动词在词尾加-ed，不规则变化的动词则需要同学们逐个记忆。下表为常见的不规则变化动词的过去分词形式：

Focus on Grammar

Focus on Grammar Task 1Study the following English sentences and translate the Chinese sentences into English. 1. The streets are cleaned up by cleaners every day. 病人在医院里得到护士的悉心照料。 Patients are taken good care of by nurses in the hospital. 2. This novel was first published in London in 1876. 他去年被邀请去作一个关于谈判技巧的讲座。 He was invited to give a lecture on negotiation skills last year. next

Focus on Grammar 3. The play Romeo and Julia is going to be put on in China next week. 如果明天下雨，运动会就要推迟。 The sports meeting will be postponed if it rains tomorrow. 4. Students’ English homework should be handed in before the classes begin? 学生应该要在限期之前归还在图书馆借出的书籍。 The books should be returned to the library before the deadline. 5. Attentions must be paid to protecting our environment. 窗户必须开着，以保持教室内空气清新。 The windows must be kept open so that there is fresh air in the classroom. next

Focus on Grammar Task 2 Put the following sentences into the passive voice after the model. Model: We will paint the house white. The house will be painted white. 1) My parents send me to school in the morning and pick me up in the afternoon. ____________________________________________________. 2) The Indians taught the first American settlers how to plant crops. ___________________________________________________. I am sent to school in the morning and picked up in the afternoon by my parents. The first American settlers were taught how to plant crops by the Indians.

Focus on Grammar 3) The police will look into the car accident carefully. _____________________________________________. 4) People should not leave rubbish in the hallway. 5) Bill Gates and his partner founded Microsoft in 1975. The car accident will be looked into carefully by the police. Rubbish should not be left in the hallway. Microsoft was founded by Bill Gates and his partner in 1975. back