III. Listen again and complete the extracts.

1. Look, Tracy, I understand what you’re ____(1), but it just isn’t

possible anymore.

2. We’ve got to do something about it. Ok, ____ ____(2) this?

____ ____(3) we keep five spaces for staff, and it’s first come, first served?

3. There is another ____(4). How about if the staff park their cars in the

car park near the station?

4. OK, Tracy. What if we ____(5) help towards the cost? We

____(6) be able to pay, say, 30 percent.

IV. Discuss whether the extracts in Exercise III are examples of calming people down or creating solutions.

Useful language

Calming down a negotiation I understand what you’re saying. I can see your point of view. Well, I know/see what you mean. Why don’t we come back to that later? Let’s have a break and come back with some fresh ideas. Creating solutions A compromise could be to… How about if … What if … Let’s look at this another way … Another possibility is … It’s worth considering …

Closing a negotiation Let’s see what we’ve got. Can I go over what we’ve got? Let’s go over the main points again. Ok, I think that covers everything. We’ve got a deal. Fine. Right. That’s it then.

V. Work in pairs. Role-play this situation.

One day the staff find that prices have risen by over 50% in the staff restaurant. This is because the company has stopped subsidizing all drinks and meals. Their union representative meets the general manager to discuss the situation. You are either the union representative or the general manager. Use the information given below.

Union representative

The workers are very unhappy with the price increases. They think that the subsidized restaurant is part of their terms and conditions of work. They are also angry that management did not discuss their plans with them first. You want to negotiate a solution to the problem. Your objectives are:

1. to get subsidized meals back immediate, or

2. to postpone the cuts in subsidies until the staff have been properly consulted.

General Manager

You think the staff restaurant still offers good value for money, despite the cuts in subsidies. Prices are similar to those in other companies in your area. The company has to reduce costs or the staff’s salaries will be reduced. You want to negotiate a solution to the problem. Your objectives are:

1. to listen carefully to what the union representative says.

2. to explain why the cuts in subsidies are necessary.

CASE STUDY

European Campers

<== попередня сторінка	\|	наступна сторінка ==>
I. Read this e-mail from Max, a senior sales representative, to Jeff, his sales manager. In eight lines there is one extra word that does not fit. Write that word in the space.	\|	Background

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