IV. Complete these sentences using word combinations from the text and translate them into Russian
1. Buyer and seller enter into a legally ________________contract once an offer has been accepted.
2. DAF is bidding for a ___________contract to supply trucks to the British army.
3. If two people have agreed on something and signed a sheet of paper, is that a _________ contract?
4. Peters claimed that Schaffer was only an employee in his company, but Schaffer asserted that an unwritten,___________ contract made them partners.
5. She had an ___________ contract due to expire later in the year and wanted to take time off work to have children.
V. Answer the following questions.
1. Why do they say a negotiation in a foreign language is a complex activity?
2. What is necessary to do in order to reach an agreement?
3. What should one do preparing for a negotiation?
4. How should one behave while negotiating?
5. What are the major guidelines to follow?
6. What are the ways of furthering the negotiation?
7. What problems can arise while negotiating?
8. How should one deal with them? Why?
VI. Useful words and expressions
Opening a negotiation:
ü I’d like to start with…
ü The first thing I would like to discuss is…
ü It seems best to start with…
ü I’m sure/confident we can reach agreement. (optimistic)
ü I’m sure there’s room for negotiation.
ü We have a lot to discuss.
ü Let’s see how we get on. (cautious)
Putting forward a proposal:
üWhat we are proposing is…
üWe are offering…
üI think we could give you…
Agreeing with a proposal:
ü That’s fine/ OK by me…
ü I would accept…
ü That’s exactly what we are looking for…
Suggesting a compromise:
ü May I make a suggestion?
ü If you… then we may be able to…
ü We may be able to… but only if you…
ü Unless you… there is no question of our being able to…
Disagreeing with, or refusing a proposal:
ü I’m afraid that’s not exactly what I had in mind.
ü That’s not how we see it.
ü I can’t accept that.
ü That’s out of the question.
Imposing conditions:
ü We would agree to that but only if…
ü We can’t accept that unless…
ü That would be on condition that…
ü We would be prepared to… provided…
Asking for clarification:
ü Could you be more specific?
ü What exactly are you proposing?
ü Can you be more precise?
Summarizing what has been said:
ü So, what you are saying is that…
ü If I’ve got this right, you are suggesting…
ü Correct me if I’m wrong but are you saying that…?
ü Am I right in thinking that…?
Postponing a decision or playing for time:
ü I’m afraid we will need more time before we can make a decision.
ü I’ll have to get back to you on that.
Concluding a deal:
ü It’s a deal.
ü You’ve got yourself a deal.
VI. Your turn to negotiate.
Using these world and expressions discuss delivery periods for machines you have ordered with the supplier. When he stops talking it is your turn to speak. You speak in turn until an agreement is reached.
Supplier: Well, let’s get started. You know, with this delivery problem I’m sure there’s room for negotiation.
You: (1: cautious)
Supplier: Right, well this is how we see it. We can deliver the first machine in ten weeks, and install it four weeks after that.
You: (3: long delivery period)
Supplier: Well, these are in fact the usual periods. It’s pretty normal in this kind of operation. Did you expect we could deliver any quicker?
You: (2: 6 weeks maximum delivery; 4 weeks installation)
Supplier: I see what you mean, but that would be very difficult. You see we have a lot of orders to handle at present, and moving just one of these machines is a major operation. Look, if I can promise you delivery in eight weeks, does that help?
You: (4: too late)
Supplier: Ah-ha! Well, look…er… You want the machine in six weeks. Now that is really a very short deadline in this business. You said that you couldn’t take it any later, but couldn’t your engineers find a way to re-schedule just a little, say another week?
You: (5: refuse)
Supplier: Well, you really are asking us for something that is very difficult. I’ve already offered you seven weeks. I’ll have to consult with my colleagues and come back to you, but I can’t see what we can do.
You: (6: if deliver in 6 weeks perhaps talk about further order)
Supplier: Well, on that basis I suppose we might be able to look at some kind of arrangement. In fact, if you can promise another order I think we could accept your terms.
You: (7: 6 weeks delivery; 4 weeks installation; decision on next order by 26th of this month)
Supplier: Exactly. If you could confirm this in writing I…