Unit 65 Negotiations 3: win-win

Осадчук А.А.

Эк\б-18-6-о

Unit 65 Negotiations 3: win-win

А. Probing

1. Probing – прощупывание

2. win-win – беспроигрышный

3. win-win solution – бес -проигрышное решение

В. Positive positions

1. proposals (offers )– предложения

С. Negative positions

1. Unless – если только не

D. Concessions and trade-offs

1. make a concession – идти на уступки

2. concede - уступать

3. trade-offs – компромиссные

4. horse-trading – конные торги (когда каждая сторона делает ряд уступок, это выражение часто используется для выражения неодобрения.)

Exercises

65.1

1. b

2.c

3.d

4.f

5.e

6.a

65.2

1. If you offer more flexible payment conditions, we will be able to pay a higher price.

2. As long as you guarantee increased fuel economy, we could consider paying 25.5 million per unit.

3. On condition that you sign the agreement today, we will start to deliver the pianes in July.

4. Supposing that you send us your personnel for trading special features to the planes that you order.

5. Prevailed that you accept our conditions, we might agree to work with you in the future.

65.3

1. Unless you reduce the price, we will contact boeing to see what they have to offer.

2. Unless you fail to consider our particular requirements, we will end these discussions.

3 Unless you can deal with our order as a priority, we will cancel it.

4 Unless you are able to offer more environmentally friendly versions, we will go to see your competitor.

5. Unless you stop using unfair techniques, we will break off negotiations.

65.4

1. Concessions

2. Trading

3. Trade-offs

4.  concede

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