unit 5-Reading and Writing

Section 2
Things to Do
How? There are some very good negotiation skills and the most effective are as follows: a. Friendly environment: A friendly environment is good for different point of views. Professional negotiators know well when to start small talks and when to get to the main points. b. Solving disputes: Professional negotiators know well a winwin situation is the best way to achieve each party’s benefit, so they avoid disputes and often find ways to solve disputes. c. Hiding one’s emotions: Emotions are good ways to tell the other party what you have in your mind, so controlling one’s emotions is an effective way to make a good deal. Positive emotions have a great benefit on negotiation, while negative emotions often lead negotiation to deadlock.
Section 1
Getting Things Ready
In this unit, you will learn how to:
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• the process of a negotiation and make preparation for it • the conflicts management • how to write an outline for a negotiation
Question 3
Will you get angry when the other party refuses your proposal in the negotiation?
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Read and Think
Negotiation Negotiation is a dialogue among nations, companies, nonprofit 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. Taskoriented 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
Reading and Speaking
Higher Education Press
Unit 3
Negotiations
Career Skill Description
1 2 3 4
Getting Things Ready
Things to Do
Things to Write
More Things to Do
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Section 2
Things to Do
Things to Do
Activity One
Activity Two
Listen and Write
Related Information
Read and Think
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Section 2
Things to Do
Related Information:
Section 1 Getting Things Ready
Section 1 Getting Things Ready
Activity 2: Read the passage in Section 2 and complete the following paragraph. Negotiation is regarded as a 1) ________ among nations, diologue organizations or individuals over a particular dispute. It goes processes through a series of 2) _________, such as the opening stage, the 3) presentation stage, the proposing stage, the 4) _________ _________ bargaining stage and the closing stage. Negotiating skills and styles vary from negotiator to negotiator. Negotiators make full use of win-win different skills to create either a 5) “__________” or “win-lose” situation. A „win-win” situation is more desirable for long-term relationships.
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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
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Section Two Things to Do
Activity One Listen and Write
consession lay put carry out dialogue effective in exchange of bargain negotiation step by step on behalf of
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Section Two Things to Do
on 1
What is the purpose of negotiation?
Question 2
What kind of preparation do you need to make before the negotiation?
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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” translation negotiation makes benefits for both parties possible.（329 words）