Менеджеры и менеджмент (Executives and Management) - 78 стр.

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nearly always have a BATNA, however undesirable. But if you really haven't got one, you'd better be
good at bluffing or you going to lose big time!
Speaker 3
Ideally, a successful negotiation is a kind of joint problem-solving meeting, where we identify each other's
interests, wants and needs and then explore the different ways we could satisfy those. I say ‘ideally’, because it
hardly ever is like that. Win-win negotiation is a great idea, but most people have a simple 'I win – you lose'
mentality. So what do you do with the person who simply won't listen, who keeps interrupting, who becomes
aggressive, who makes last-minute demands, who won't make a decision? I must have read dozens of books on
negotiation tactics. The problem is, so has everybody else. So they don't really work. My only advice is: don't
get personal – ever; don't agree to anything until you've discussed everything; don't make any concessions
without asking for something in return; ask lots and lots of questions; and don't give in to pressure. Remember,
if the answer must be now, the answer must be 'No'.
Speaker 4
I think it was the negotiations trainer and writer, Gavin Kennedy, who said the worst thing you can do
to a negotiator, is to accept his first offer. You may think that's exactly what he wants, but that's where you'd be
wrong. If you accept his first offer without a fight, your opponent will think he could have got a lot more out of
you. He won't be happy at all, and you don't want that. So play the game. And don't worry about dirty tricks.
They're only dirty tricks when your opponent uses them. When you use them, they're tactics! So use them.
Shock them with your opening offer; use your English as an excuse to deliberately misunderstand them; kill
them with silence; use your emotions when it's to your advantage; right at the end, say you have to get the OK
from your boss or make another last-minute demand.
T a s k 28. Read the joke. Is there a lesson to be learned from it?
Two priests were so addicted to smoking that they desperately needed to puff on cigarettes even while they
prayed. Both developed guilty conscie-nces and decided to ask their superior for permission to smoke. The first
asked if it was OK to smoke while he was praying. Permission was denied. The second priest asked if he was
allowed to pray while he was smoking. His superior found his dedication admirable and immediately granted
his request.
T a s k 29. How direct you want to be in a negotiation is a matter of both culture background and
personal choice. On which side of the line below would you place people from your own culture? How
about you personally?
prefer the diplomatic approach | prefer straight-talking
a) Find someone in your group who put themselves on the other side of the line from you.
Try to persuade each other that you side is better.
b) The following thoughts passed through the minds of two negotiators during a negotiation. Use the words
and phrases in brackets to reproduce what they actually said.
a) That's impossible.
(unfortunately / would not / possible)
b) We can't go higher than 7 %.
(would find / quite difficult)
c) We won't accept less than $5 a unit.
(afraid / not in a position / this stage)
d) You'll have to pay more if you want that.
(may / slightly)
e) We need a commitment from you now.
(would / some kind)
f) We should spend more time looking for a compromise here.

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