1. Fill in the gaps:
- I’d like to ____________________________the idea that…….
- If you agree to our price proposal, then we will accept your ____________________terms.
- If you give us 4 per cent ______________________________, then we will sign
- We can _______________________________that.
- What if the ___________________________ ____________________________ goes down?
- High quality? Can you _________________________________?
2. Describe the BEST-model.
3. Fill in the gaps.
International negotiators should be able to
- deal with ____________________ _______________
- __________________________________ as others see it.
- express themselves in a way that ____________________________________________.
4. What are the key attributes of a successful negotiator?
1. put forward; delivery; discount, contract; go with; exchange rate; specify
B for building relationships
E for exchange information
S for structural bargain
T for total commitment
3. ambigous situations; see the world; everyone can understand
4. the willingness to take risks; the ability to think under stress; stamina and patience