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1. Impact opening (choose one) (Ask a question) Have you ever …?How would you..? (Quote some surprising figures) Did you know …? (Quote someone well-known) (Name) once said… (Use a newspaper headline) Have a look at this… 2. Give the background to the problem OK. (Time) ago we were having difficulties with … We couldn’t … And we weren’t … 3. Ask a rhetorical question So, what was going wrong? 4. Describe the problem Well, the problem we were facing… was not … but … 5. Describe its effects Now, obviously, this was having an effect on … as well as… and… 6. Ask another rhetorical question So, how did we deal with the problem? 7. Describe the action you took Well, basically there were three things we had to do… Our first priority was to… The next thing was to… And, finally, we … 8. Ask a third rhetorical question The question is, did it work? 9. Describe the results (perhaps a graph) Have a look at this. Here are the results. As you can see… 10. Close Ok, I’m going to break off in a second and take questions. To sum up, … Thank you. Title     Background 1. 2. 3. Problem   Effects 1. 2. 3.     Action 1. 2. 3.   Results Summary

From In Company Intermediate

Lesson 3. Negotiating

Warm Up

I. Comment on the expression: Never begin deal, a battle or a love affair if the fear of loosing overshadows the prospect of winning. (Aristotle Onassis, shipping tycoon)

II. What is important for successful negotiations? Why?


Daily life is full of negotiations that can drive you crazy. Over breakfast you get into an argument with your spouse about buying a new car. You think it’s time, but your spouse says: ‘Don’t be ridiculous! You know, we can’t afford it right now’. A morning meeting with your boss. You present him with a carefully prepared proposal for a new project, but he interrupts you after a minute and says: ‘We already tried that and it didn’t work. Next item.’ During your lunch hour you try to return a defective toaster-oven, but the salesperson refuses to refund your money because you don’t have the sales slip: ‘It’s store policy’. In the evening you need to return some phone calls, but the line is tied up by your thirteen-year-old daughter. Exasperated, you ask her to get off the phone. She yells: ‘Why don’t you get me my own phone line? All my friends have them.’ Adapted from Getting Past No by William Ury

 William Ury is a co-author of the world’s most famous book on negotiating, Getting to Yes. Read the following extract from his best-selling sequel, Getting Past No. Which of the situations remind you of something that’s happened to you?

Reading Comprehension

I. In order to give the person in the extract above advice, what else would you need to know about each situation? What would you say in response to each of the people in the text? Compare your ideas with a partner.

II. Complete the following sentence in not mare than five words: “A good negotiator ______________________________”

Дата: 2018-11-18, просмотров: 321.