negotiating situations there is something to be gained or lost. There can be a danger in adopting a co-operative mode, as unscrupulous people may take advantage of co-operative people The opposite mode to co-operative negotiating is competitive negotiating. Negotiators see each other as opponents. Knowledge of the other partys needs is used to develop strategies to exploit weaknesses rather than to seek a solution satisfactory to both sides. This type of negotiating may be appropriate in the case of one-off contract where the aim is to get the best result possible without considering future relationship or the risk of a breakdown in negotiations Needless to say, the language in this type of discussion may become hostile and threatening even if it remain formal In reality most negotiations are a complex blend of co-operative and competitive mode Negotiating successfully implies dealing appropriately with the four main components of any negotiation: facts, people, competition, co-operation Skilled negotiators are sensitive to the linguistic signals, as well as the non-verbal ones of facial expressions, gesture and behavior, which show the type of negotiating mode they are in Language reflects tactics and therefore a study of the language used in negotiating brings a greater awareness of the negotiating process 1. Good negotiators must know their well and they must know their company but they must also consider factors because they are dealing with 2. Negotiations are affected by the participants 3. Research has shown that it can help to separate the om the This can be done by using special negotiating 4. In a tyle of negotiation, the participants try not to harm each others order to maintain a good long-term they both make 5. In a style of negotiation the parties This style may be suitable for a contract. The language here can become and 6. Most negotiators are a of the two styles. A good negotiator must be aware of the signals which show the style being used 7. The four main factors involved in a negotiation are 14.5 International styles of negotiation Listening You'll hear an interview with an experience international business negotiator talking about different styles of negotiating in international business situations. A. Listen to the interview and decide which of these points is mentioned in the course of 1. English used in general international business situations 2. the Americanization of the global economy. 4. national characteristics as demonstrated in negotiating yle B. Listen to the interview again and match up what is said about the various3 negotiating situations there is something to be gained or lost. There can be a danger in adopdting a co-operative mode, as unscrupulous people may take advantage of co-operative people. The opposite mode to co-operative negotiating is competitive negotiating. Negotiators see each other as opponents. Knowledge of the other party’s needs is used to develop strategies to exploit weaknesses rather than to seek a solution satisfactory to both sides. This type of negotiating may be appropriate in the case of one-off contract where the aim is to get the best result possible without considering future relationship or the risk of a breakdown in negotiations. Needless to say, the language in this type of discussion may become hostile and threatening even if it remain formal. In reality most negotiations are a complex blend of co-operative and competitive mode. Negotiating successfully implies dealing appropriately with the four main components of any negotiation: facts, people, competition, co-operation. Skilled negotiators are sensitive to the linguistic signals, as well as the non-verbal ones of facial expressions, gesture and behavior, which show the type of negotiating mode they are in. Language reflects tactics and therefore a study of the language used in negotiating brings a greater awareness of the negotiating process. 1. Good negotiators must know their ________ well and they must know their company’s ______. But they must also consider ________ factors because they are dealing with ________. 2. Negotiations are affected by the participant’s _________, as well as logic. 3. Research has shown that it can help to separate the ________ from the ________. This can be done by using special negotiating ________. 4. In a ________ style of negotiation, the participants try not to harm each other ’s ________. In order to maintain a good long-term ________ they both make ________. 5. In a ________ style of negotiation the parties are ________. This style may be suitable for a ________ contract. The language here can become ________ and _________. 6. Most negotiators are a ________ of the two styles. A good negotiator must be aware of the ________ and ________ signals which show the style being used. 7. The four main factors involved in a negotiation are ________, ________, ________ and ________. 14.5 International styles of negotiation Listening You’ll hear an interview with an experience international business negotiator talking about different styles of negotiating in international business situations. A. Listen to the interview and decide which of these points is mentioned in the course of the talk. 1. English used in general international business situations. 2. the Americanization of the global economy. 3. the Japanese conversation style. 4. national characteristics as demonstrated in negotiating. 5. Europeans adopting the same style of negotiating. B. Listen to the interview again and match up what is said about the various