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Маркетинг II. Translate the collocations above into Russian. Explain their meanings. Use them in the sentences of your own.
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I. Make up the following collocations.

Active Vocabulary

TP__________________________________________________________________________

OP__________________________________________________________________________

A. Put the following stages in a negotiation into the order Speaker 1 mentions them.

I. Listen to four business people sharing their views on how to negotiate and answer the questions below.

Listening

Compare sentences with other people in the class.

have lunch q

agree on a procedure q

bargain q

close q

listen and take notes q

create a rapport q

set out proposals q

agree terms q

celebrate q

make counter-proposals q

b. Speaker 2 refers to the following acronyms. What do they mean?

WAP________________________________________________________________________

FBP_________________________________________________________________________

BATNA______________________________________________________________________

c. According to Speaker 3, why doesn’t ‘win-win’ usually work?

_____________________________________________________________________________

d. What five pieces of advice does Speaker 3 offer?

_________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________

e. According to Speaker 4, what’s the worst thing you can do to a negotiator?

_____________________________________________________________________________

What’s the difference between tactics and dirty tricks?

_____________________________________________________________________________

What examples does he mention?

_____________________________________________________________________________

  1. initial
  2. long-term
  3. dirty
  4. one off
deal offer relationship tricks
  1. critical
  2. ‘win-win’
  3. negotiating
  4. last minute
process demand phase negotiation

III. Give your definitions to each word from the box below. What of them are meant by the following statements?

decisions problems ideas figures excuses views proposals your colleagues

a. You can address them. You can deal with them. You can foresee them. You can solve them.

b. You can develop them. You can share them. You can come up with them. You can brainstorm them.

c. You can make them. You can consider them. You can put them forward. You can withdraw them.

d. You can look at them. You can go through them. You can quote them. You can round them up.

e. You can make them. You can question them. You can reach them. You can put them off.

f. You can support them. You can attack them. You can back them up. You can chat with them.

g. You can air them. You can share them. You can express them. You can exchange them.

h. You can make them. You can look for them. You can invent them. You can refuse to accept them.