Article A

1. tactics a. be flexible

2. make compromises b. not changing your opinion or attitude

3. consistency c. the methods you use to get what you want

Negotiations are demanding and may become emotional. You may find your negotiator banging his or her fist on the table or leaving the room. Accept such tactics with patience and calmness. They are designed to make it difficult for you to concentrate.

These negotiating teams are often made up of experienced managers whose style can be like a game of chess, with moves planned in advance. Wanting to make compromises may be seen as a sign of weakness. Distinguish between your behaviour inside and outside the negotiations. Impatience, toughness, and emotion during the negotiations should be met with calmness, patience and consistency. Outside the negotiating process you can show affection and personal sympathy.

From the Financial Times.

Article B

1. speak your mind a. when you find out what the other side wants

2. place great weight on b. say what you think

3. exploratory phase c. consider very important

As well as being formal, negotiations are direct. These managers speak their mind. They place great weight on the clarity of the subject matter and get to the point quickly.

Excessive enthusiasm or compliments are rare in business here. You should give a thorough and detailed presentation, with an emphasis on objective information, such as your company’s history, rather than on clever visuals or marketing tricks.

Prepare thoroughly before the negotiation and be sure to make your position clear during the opening stage of the talks, as well as during their exploratory phases. Avoid interrupting, unless you have an urgent question about the presentation.

From the Financial Times.

<== попередня сторінка	\|	наступна сторінка ==>
Tiptoeing through the minefield	\|	Article C

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