Английский язык. Иваненко Т.И. - 52 стр.

where else. Do you:
    a) accept what he says as probably true?
    b) insist on a discount or free credit for one year?
    c) complain to the manager about his attitude?
    5. An overseas firm owes you $ 150,000. The finance Manag-
er explains that the company is having cash flow problems and
needs more time to pay. Do you:
    a) extend the credit period by another three months;
    b) ask for part payment on condition that they make another
order;
    c) threaten to take them to court.

    Now look at the answers to see how you got on.

     Mostly a’s
     You’re not making much of an effort, are you? If you don’t at
least try to negotiate, you’ll get nowhere – he people you are deal-
ing with aren’t going to give anything away if they don’t have to!
     Mostly b’s
     You’re not aggressive and you don’t make ridiculous de-
mands, so you can consider yourself an extremely good negotiator.
Remember always to be flexible and to keep an eye open for every
possible opportunity.
     Mostly c’s
     Do you like being punched on the nose? You had better calm
down and start being realistic now or you might as well give up.
You’ll only succeed if you’re extremely lucky or in the unlikely
event that people you deal with are easily intimidated!

     EXERCISE 2. Ten rules for negotiating
     Dr Ed Zap is holding a two-day seminar on negotiating tech-
niques. At the end of the first morning he gives the group his ten
rules for negotiating. Here they are.

    Ten rules for negotiating
    1. Find out how many points are to be negotiated.
    2. Start from an extreme position.

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