Introduction Who’s who in effective negotiating Unit 1 peparing the ground Agreeing objectives,strategy,and roles Task-versus person-orientation Welcome and introductions Preparation and aking opening Unit 2 setting the agenda Structuring and controlling the negotiation process Organic versus systematic working cultures Sequencing and linking Controlling the negotiation process Unit 3 establishing Presenting your position,getting feedback Direct versus indirect communication Asking for and giving feedback Establishing positions Unit 4 clarifying positions Active listening,effective questioning Individuals versus teams versus teams Asking questions,showing interest Clarifying positions Unit 5 Managing conflict …… Unit 6 making and responding to proposals Unit 7 bargaining Unit 8 conclusion and agreement Vocabulary＆notes Supplementary exercises＆suggested answers Answer key Listening tapescript Vcd transcript
