Read the passage below and answer the questions that follow:
Negotiations are complex because one is dealing with both facts and people. It is clear that
negotiators must above all have a good understanding of the subject. They must also be
aware of the general policy of the company or institution in relation to the issues and they
must be familiar with the organizational structure and the decision-making process.
However, awareness of these facts may not necessarily suffice to reach a successful
outcome. Personal, human factors must be taken intoaccount. The approach and strategy
adopted in negotiating are influenced by attitude as well as by a cool, clear logical analysis
of the facts and one’s interests. The personal needs of the actors in negotiating must
therefore be considered. These can include a need for friendship, goodwill, credibility,
recognition of status and authority, a desire to beappreciated by one’s own side and to be
promoted and, finally, an occasional need to get home reasonably early on a Friday
evening. It is a well-known fact that meetings scheduled on a Friday evening are shorter
than those held at other times. Timing can pressure people into reaching a decision and
personal factors can become part of the bargaining process.
Researchers who have studied the negotiating process recommend separating the people
from the problem. An analysis of negotiating language shows that, for example, indirect
and impersonal forms are used. This necessity to behard on the facts and soft on the people
can result in the sometimes complex, almost ritualistic, style of negotiating language.
Language varies according to the negotiating style.In negotiating you can use either a co-operative style or a competitive one. In the co-operative style the basic principle is that
both parties can gain something from the negotiation without harming the interests of the
other. Or in other words that both parties will benefit more in the long run in friendship
and co-operation even if they make some concessions. This type of negotiation is likely to
take place in-house between colleagues and departments, or between companies when
there is a longstanding relationship and common goals are being pursued.
Unfortunately co-operative style negotiations without a trace of competition are rare. In
most negotiating situations there is something to be gained or lost. There can be a danger
in adopting a co-operative mode, as unscrupulous people may take advantage of co-operative people.
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The opposite mode to co- operative negotiating is competitive negotiating. Negotiators see
each other as opponents. Knowledge of the other party’s needs is used to develop strategies
to exploit weaknesses rather than to seek a solution satisfactory to both sides. This type of
negotiating may be appropriate in the case of one-off contracts where the aim is to get the
best result possible in negotiations. Needless to say, the language in this type of discussion
may become hostile and threatening even if it remains formal.
1a Why are negotiations not a simple matter? Discuss. (3 Marks)
1b Is a strong awareness of the facts sufficient? Givereasons for your answer. (4 Marks)
1c When are meeting relatively short? Why? (3 Marks)
1d Fill in the blanks:
Research has shown that it can help to separate the………..from the
…………This can be done by using special negotiating…………….
(3 Marks)
1e What kind of language is used while negotiating? (3 Marks)
1f Give three differences between the two styles of negotiations. (3 Marks)
1g Which style of negotiation do you think the writer recommends? Why? (3 Marks)
1h Give a suitable title to the passage. (3 Marks)
1i Given below are the opposites of the words in the passage.
What are these words? Select them from the passage:
i simple ii fiction
iii specific iv emotional
v lose vi benefit
vii frequent viii honest
ix friends x strengths
