Моделирование сложных переговоров и разрешение конфликтов (урок 34, C1)

🎯 Цели урока

К концу этого урока вы сможете:

• Использовать дипломатический язык для разрешения конфликтов
• Вести сложные переговоры на английском
• Применять стратегии de-escalation (снижения напряженности)
• Находить компромиссы используя appropriate language
• Понимать грамматические структуры для выражения несогласия, уступок и требований

📖 Основы языка переговоров

Negotiation language требует баланса между:

• Assertiveness (настойчивость) и diplomacy (дипломатичность)
• Clarity (ясность) и politeness (вежливость)
• Firmness (твердость) и flexibility (гибкость)

Три уровня директивности

1. Direct (прямой)

• Clear and unambiguous
• Risk: может звучать aggressive
• Use: когда authority established или urgency high

"We need this done by Friday." "That's not acceptable." "You must provide the data."

2. Softened (смягченный)

• Modals и hedges добавляют politeness
• Balance между clarity и diplomacy
• Use: стандартные business negotiations

"We'd need this done by Friday." "I'm not sure that would be acceptable." "We'd appreciate it if you could provide the data."

3. Indirect (косвенный)

• Maximum politeness
• Risk: может быть unclear
• Use: sensitive situations, высокий power distance

"I wonder if it might be possible to have this by Friday?" "Perhaps we could explore other options?" "Would there be any way you could share the data?"

🤝 Грамматические структуры для переговоров

1. Expressing Positions (выражение позиций)

Strong position:

Structure: Subject + believe/think + that + clause "We believe that this approach is the most effective."

Grammar: Present simple для stating position, "that" clause для content

Stronger: "We're convinced that..." "We're confident that..." "It's clear that..."

Grammar: Present continuous с mental state verbs для emphasis

Diplomatic version: "We tend to think that..." "Our position is that..." "From our perspective..."

Grammar:

• "Tend to" softens assertion
• Noun phrases ("our position") более formal
• Prepositional phrases ("from our perspective") acknowledge other views exist

2. Expressing Disagreement

Direct disagreement: "I disagree." "That's not correct." "We can't accept that."

Grammar: Simple present, modal negative (can't), strong verbs

Softened disagreement:

Pattern 1: Partial agreement first "I see your point, but I'm not sure I agree completely."

Grammar:

• Present simple (see)
• Adversative "but"
• Negation with hedge (not sure)
• Adverb (completely) allows partial agreement

Pattern 2: Question format "Do you really think that's the best approach?" "Are you sure that would work?"

Grammar:

• Interrogative softens challenge
• Adverb (really, sure) questions certainty
• Modal (would) adds hypothetical distance

Pattern 3: Alternative framing "I'd look at it differently." "I'm not sure I'd go that far." "I'd have to disagree on that point."

Grammar:

• Conditional modal (would, 'd)
• First person (I) personalizes disagreement
• Prepositional phrases (on that point) specify scope

Most diplomatic: "I wonder if we might consider another perspective?" "Perhaps there's another way to look at this?" "I'm not entirely convinced that..."

Grammar:

• "I wonder if" indirect questioning
• Modal "might" tentative suggestion
• "Perhaps" hedging adverb
• "Not entirely" partial negation (softer than "not")

3. Making Proposals

Direct proposal: "We should do X." "Let's proceed with Y." "I propose we implement Z."

Grammar:

• Modal obligation (should)
• Inclusive imperative (let's)
• Verb "propose" + subordinate clause

Collaborative proposal: "What if we were to consider X?" "How about if we tried Y?" "We could explore the possibility of Z."

Grammar:

• Conditional structures (what if, how about if)
• "Were to" formal conditional
• Modal possibility (could)
• Gerund (trying) suggests trial
• Nominalization (possibility) + of + gerund

Tentative proposal: "Perhaps we might look at X?" "Would it be worth exploring Y?" "I wonder if Z might be an option?"

Grammar:

• Hedging adverbs (perhaps)
• Double modals (might...might)
• Worth + gerund construction
• Indirect question (I wonder if)

4. Responding to Proposals

Acceptance:

Enthusiastic: "That sounds excellent." "We'd be happy to proceed with that." "That works perfectly for us."

Grammar:

• Demonstrative (that) refers to proposal
• Sensory verb (sounds) + adjective
• Modal willingness (would be happy to)
• Present simple (works) for current applicability

Conditional acceptance: "We could agree to that, provided that..." "That would work if..." "We're open to that, assuming..."

Grammar:

• Modal (could, would) adds conditionality
• Past participle (provided) introducing condition
• Present participle (assuming) + clause
• Subordinate conditional clauses

Rejection:

Soft rejection: "I'm afraid that might be difficult." "I'm not sure we could commit to that." "That might not be feasible given..."

Grammar:

• "I'm afraid" softens rejection
• Modal uncertainty (might, could)
• Negative constructions with hedges
• Past participle (given) introducing reason

Firm but polite rejection: "I appreciate the suggestion, but we can't accept those terms." "While I understand your position, we're unable to agree to that."

Grammar:

• Acknowledgment clause first (I appreciate, while I understand)
• Adversative conjunction (but, yet)
• Modal inability (can't, unable to)
• Demonstrative (those terms, that) specifies what's rejected

5. Making Concessions

Conditional concession: "We'd be willing to X, if you could Y." "We might consider X, provided you can Y."

Grammar:

• Modal willingness (would be willing, might consider)
• Conditional clause (if, provided)
• Parallel structure (X...Y)

Gradual concession: "We could possibly move on X." "There might be some room for flexibility on Y." "We'd be prepared to make a small adjustment to Z."

Grammar:

• Stacked modals (could possibly)
• Existential construction (there might be)
• Abstract nouns (room, flexibility)
• Adjectives minimizing concession (some, small)

Reluctant concession: "Against our better judgment, we'll agree to..." "While we have reservations, we're prepared to..." "Reluctantly, we can accept..."

Grammar:

• Prepositional phrases showing reluctance
• Concessive clauses (while, although)
• Adverbs (reluctantly) at beginning
• Future/modal showing commitment despite reluctance

6. Setting Boundaries

Firm boundary: "That's our final offer." "We can't go beyond that." "This is non-negotiable."

Grammar:

• Demonstrative (that, this) + copula + noun
• Modal impossibility (can't)
• Negative prefix (non-) + adjective

Diplomatic boundary: "I'm afraid that's as far as we can go." "We've reached our limit on this point." "Beyond this, we'd need to reconsider our position."

Grammar:

• "I'm afraid" softener
• "As far as" extent marker
• Perfect tense (have reached) показывает completion
• Conditional consequence (would need to)

🔄 Структуры для разрешения конфликтов

1. Acknowledging the Other Side

Full acknowledgment: "I understand your concerns." "I see where you're coming from." "I appreciate your position."

Grammar:

• Mental state verbs (understand, see, appreciate)
• Present simple для current understanding
• Possessive (your) personalizes acknowledgment

With validation: "Your concerns are valid." "That's a legitimate point." "You raise an important issue."

Grammar:

• Copula + adjective validates concern
• Demonstrative (that) refers to previous statement
• Present simple (raise) acknowledges contribution

With empathy: "If I were in your position, I'd feel the same way." "I can see why that would be frustrating." "That must be difficult for you."

Grammar:

• Second conditional (if I were) shows empathy
• Modal (would) hypothetical response
• Modal (must) deduction about feelings
• Why-clause explains understanding

2. Reframing Issues

From problem to opportunity: "Rather than seeing this as an obstacle, perhaps we can view it as an opportunity to..."

Grammar:

• "Rather than" + gerund (alternative framing)
• "Perhaps" hedging adverb
• Modal "can" showing possibility
• Infinitive of purpose (to...)

From blame to collaboration: "Instead of focusing on whose fault it is, let's look at how we can move forward."

Grammar:

• "Instead of" + gerund (alternative focus)
• Indirect question (whose fault)
• Imperative (let's) for collaboration
• Indirect question (how we can) for problem-solving

From positions to interests: "What if we step back from our positions and discuss what we're each trying to achieve?"

Grammar:

• "What if" conditional proposal
• Phrasal verb (step back from) metaphorical
• Coordinated verbs (step back and discuss)
• Relative clause (what we're trying) interest focus

3. Finding Common Ground

Identifying shared interests: "We both want to see this project succeed." "I think we can agree that quality is important." "Our interests align when it comes to..."

Grammar:

• Subject (we both, I think we) inclusive
• Infinitive (want to see, can agree that)
• Present simple для stating shared goals
• Temporal clause (when it comes to) specifying alignment

Building on agreement: "Since we agree on X, perhaps we can use that as a starting point." "Given our shared interest in Y, maybe we can work backwards from there."

Grammar:

• Causal conjunction (since, given)
• Noun clause (that we agree)
• Modal suggestion (can, maybe)
• Metaphorical language (starting point, work backwards)

4. Proposing Solutions

Win-win framing: "What if we could find a solution that addresses both your concerns and ours?" "Is there a way we can both get what we need?"

Grammar:

• "What if" + modal (could) hypothetical
• Relative clause (that addresses) specifying solution
• Existential (is there a way) exploring possibilities
• Modal (can) showing possibility

Trade-off framing: "If you could be flexible on X, we'd be willing to accommodate Y." "We could give ground on A, provided you can meet us halfway on B."

Grammar:

• Conditional if-clause (if you could)
• Modal in main clause (would be, could)
• Phrasal verbs (give ground, meet halfway) negotiation metaphors
• Provided introducing condition

5. De-escalation Language

Calming language: "Let's take a step back." "Perhaps we should take a break and reconvene." "I think we might be getting off track here."

Grammar:

• Imperative (let's) collaborative
• Modal suggestion (should, might)
• Progressive (getting off track) ongoing problem
• Adverb "here" temporal/situational marker

Refocusing language: "Let's remember what we're here to accomplish." "Can we return to the main issue?" "Perhaps we should refocus on..."

Grammar:

• Imperative (let's remember)
• Relative clause (what we're here to) purpose
• Interrogative (can we) collaborative question
• Modal (should) + verb (refocus)

💼 Сценарии переговоров

Scenario 1: Salary Negotiation

Context: Discussing compensation package

Opening position (candidate): "Based on my experience and the market rate for this role, I was hoping we could discuss a salary in the range of $90,000 to $100,000."

Grammar analysis:

• Past participle (based on) establishing foundation
• Past continuous (was hoping) tentative, polite
• Modal (could) softens request
• Prepositional phrase (in the range of) flexibility

Employer response (softening refusal): "I appreciate you sharing those numbers. While I understand that's within market range, our budget for this position is somewhat constrained. What we can offer is $80,000, but we have room for flexibility on other benefits."

Grammar analysis:

• Acknowledgment (I appreciate) + gerund
• Concessive clause (while I understand)
• Present simple passive (is constrained) for depersonalization
• "What" clause fronting offer
• "But" introducing compromise
• Abstract noun (room for flexibility)

Candidate negotiation: "I appreciate the offer. Given my specialized skills in X and my track record in Y, would there be any possibility of starting at $85,000? I'd be willing to demonstrate value in the first six months and discuss a raise at that point."

Grammar analysis:

• Acknowledgment first
• Past participle (given) + noun phrases
• Conditional polite question (would there be)
• Any + possibility (exploring options)
• Gerund (starting at) + specific number
• Conditional willingness (would be willing)
• Infinitive of purpose (to demonstrate)
• Future possibility (discuss)

Employer counter: "I see your point about the specialized experience. Here's what I can do: I can approve $82,500 as a starting salary, with a guaranteed performance review and potential raise after six months. Additionally, we could add an extra week of vacation and a professional development budget of $3,000 annually."

Grammar analysis:

• Acknowledgment via present simple (see)
• Presentative "here's what" introducing offer
• Modal (can) repeated для each benefit
• Infinitive (to approve) action
• Participial phrase (with a guaranteed...)
• Adjective + noun (potential raise)
• Temporal phrase (after six months)
• Modal (could) для additional benefits
• Adverb (additionally) structuring offer

Candidate acceptance: "That's much more aligned with what I was looking for. The combination of the salary adjustment, the review timeline, and the professional development support works well for me. I'm happy to accept those terms."

Grammar analysis:

• Demonstrative (that) + copula + past participle
• Comparative (more aligned) showing progress
• Relative clause (what I was looking for)
• Nominalization (combination, adjustment, support)
• Present simple (works) acceptance
• Adjective + infinitive (happy to accept)

Scenario 2: Supplier Contract Dispute

Context: Delivery delays causing problems

Client (expressing frustration diplomatically): "I need to raise a concern about the delivery schedule. We were expecting the shipment last week, and this delay is creating significant challenges for our production timeline. Can we discuss how we can get back on track?"

Grammar analysis:

• Modal (need to) + infinitive showing necessity
• Past continuous (were expecting) for past plans
• Present continuous (is creating) ongoing problem
• Adjective (significant) + plural noun
• Interrogative (can we) collaborative
• Phrasal verb (get back on track) metaphorical

Supplier (acknowledging and explaining): "I completely understand your frustration, and I apologize for the delay. The issue stemmed from an unexpected shortage in raw materials from our own supplier. I want to assure you that we've taken steps to prevent this in the future. As for the current situation, we can expedite production and have your order ready by this Friday. Would that work for you?"

Grammar analysis:

• Adverb (completely) strengthening acknowledgment
• Present simple (understand, apologize)
• Past simple (stemmed) explaining cause
• Adjective (unexpected) mitigating factor
• Present simple (want to assure) commitment
• Present perfect (have taken) completed action
• Infinitive of purpose (to prevent)
• Prepositional phrase (as for) topic shift
• Modal (can) showing ability
• Bare infinitive (expedite, have)
• Conditional question (would that work)

Client (accepting with condition): "Friday would be tight, but manageable if you can guarantee that date. However, given this disruption, I'd like to discuss compensation. Would you be able to offer a discount on this order?"

Grammar analysis:

• Conditional (would be) + adjective
• Coordinated adjectives (tight but manageable)
• Conditional clause (if you can guarantee)
• Adversative (however) introducing new topic
• Past participle (given) establishing basis
• Modal (would like) polite request
• Conditional question (would you be able)
• Infinitive (to offer)

Supplier (offering concession): "Absolutely, I can commit to Friday. Regarding compensation, what I can offer is a 10% discount on this order, plus priority scheduling on your next three orders at no additional cost. Would that address your concerns?"

Grammar analysis:

• Adverb (absolutely) emphatic agreement
• Modal (can commit) firm promise
• Gerund (regarding) formal topic marker
• "What" clause fronting offer
• Parallel structure (discount...plus priority)
• Prepositional phrase (at no additional cost)
• Conditional question seeking confirmation

Scenario 3: Team Conflict Resolution

Context: Two team members disagreeing on approach

Manager (facilitating): "I can see you both have strong feelings about this. Let's take a moment to understand each other's perspectives. Sarah, can you explain what concerns you have about the proposed approach? And then, Mike, I'd like to hear your reasoning as well."

Grammar analysis:

• Modal (can) + verb (see) observation
• Quantifier (both) inclusive
• Abstract noun (feelings)
• Imperative (let's take) collaborative
• Infinitive of purpose (to understand)
• Interrogative (can you explain) invitation
• Relative clause (what concerns you have)
• Temporal sequencer (and then)
• Modal (would like) polite request

Sarah (expressing concern): "My concern is that this approach might be too risky given our tight deadline. If something goes wrong, we won't have time to pivot. I'd feel more comfortable with a more conservative strategy that we know works."

Grammar analysis:

• Copula + that-clause stating concern
• Modal (might be) uncertainty
• Past participle (given) establishing context
• Conditional clause (if something goes wrong)
• Future negative (won't have) consequence
• Infinitive (to pivot)
• Modal (would feel) conditional preference
• Comparative (more conservative)
• Relative clause (that we know works)

Mike (defending position): "I understand the risk factor, but I think the potential rewards outweigh it. The conservative approach has limitations that could cost us in the long run. What I'm proposing would differentiate us from competitors and give us a significant advantage."

Grammar analysis:

• Present simple (understand) acknowledgment
• Adversative (but) introducing counter
• Present simple (think) belief
• Subject (rewards) + verb (outweigh) + object
• Present simple (has) inherent problem
• Relative clause (that could cost us)
• Prepositional phrase (in the long run) temporal
• "What" clause fronting proposal
• Conditional (would) hypothetical benefits
• Coordinated infinitives (differentiate and give)

Manager (finding middle ground): "Both perspectives have merit. What if we could incorporate elements of both approaches? We could use Sarah's conservative framework as our foundation, but integrate some of Mike's innovative elements where the risk is more manageable. That way, we'd have a safety net while still pushing forward. How does that sound to both of you?"

Grammar analysis:

• Quantifier (both) inclusive
• Present simple (have) validation
• "What if" conditional proposal
• Modal (could) possibility repeated
• Infinitive (incorporate, use, integrate)
• Adversative (but) coordination
• Relative clause (where the risk is) specifying conditions
• Idiomatic phrase (that way) showing consequence
• Modal (would have) hypothetical result
• Participial phrase (while still pushing) simultaneity
• Interrogative (how does that sound) seeking consensus

Sarah & Mike (accepting compromise): Sarah: "I could work with that. As long as we have clear fallback options, I'm on board." Mike: "Yeah, that actually sounds like a smart hybrid. I'm willing to give it a try."

Grammar analysis:

• Modal (could work) conditional acceptance
• Prepositional phrase (as long as) condition
• Present simple (have) requirement
• Adjective phrase (clear fallback options)
• Metaphor (on board) agreement
• Adverb (actually) mild surprise
• Present continuous (am willing) current stance
• Infinitive (to give it a try)

🎯 Advanced Negotiation Strategies

1. The BATNA Framework

BATNA = Best Alternative To a Negotiated Agreement

Referencing your BATNA: "While we're very interested in reaching an agreement, we do have other options we're exploring."

Grammar:

• Concessive clause (while we're interested)
• Adverb (very) showing genuine interest
• Gerund (reaching) object of preposition
• Present simple (have) current situation
• Present continuous (are exploring) ongoing alternatives

Softly mentioning consequences: "If we can't find common ground here, we may need to consider alternative suppliers."

Grammar:

• Conditional clause (if we can't)
• Phrasal verb (find common ground) metaphorical
• Modal (may need) softened necessity
• Infinitive (to consider)

2. Anchoring Strategy

Setting high anchor: "Our initial proposal is based on a price point of $X."

Grammar:

• Possessive (our) ownership
• Adjective (initial) signals room for movement
• Passive (is based on) depersonalized
• Prepositional phrase (of $X) specific number

Responding to anchor: "I appreciate you putting that number on the table. However, that's significantly outside our budget range. Could we discuss a figure closer to $Y?"

Grammar:

• Gerund (putting) as object
• Adversative (however) signaling gap
• Adverb (significantly) degree of difference
• Prepositional phrase (outside our budget range)
• Interrogative modal (could we) politeness
• Infinitive (to discuss)
• Comparative (closer to) suggesting movement

3. Time Pressure Tactics

Applying time pressure: "We need to finalize this by end of day Thursday. After that, we'll have to move forward with another option."

Grammar:

• Modal necessity (need to)
• Infinitive (to finalize)
• Temporal phrase (by end of day)
• Future obligation (will have to)
• Infinitive (to move forward)

Resisting time pressure: "I understand the timeline is important, but rushing a decision of this magnitude wouldn't serve either of us well. Could we explore extending the deadline by a few days?"

Grammar:

• Present simple (understand) acknowledgment
• Adversative (but) resistance
• Gerund (rushing) as subject
• Conditional negative (wouldn't serve) hypothetical consequence
• Object (either of us) mutual interest
• Interrogative modal (could we)
• Gerund (extending) as object

4. Silence as Strategy

Strategic pause: [Present offer, then remain silent]

"We're prepared to offer $75,000." [Silence - wait for response]

Grammar of silence:

• No immediate follow-up
• No filling with qualifiers
• Forces other party to respond or counter

Responding to silence: "I'm wondering what you think about that offer?"

Grammar:

• Present continuous (am wondering) ongoing thought
• Indirect question (what you think)
• Demonstrative (that offer) specific reference

🗣️ Language для Different Negotiation Styles

Competitive Style (Win-Lose)

Characteristics:

• Direct language
• Firm positions
• Less hedging

Examples: "This is our final offer." "We require these terms." "That's not negotiable."

Grammar:

• Demonstrative (this, that) + copula
• Present simple для finality
• Negative structures
• Strong modal (require)

Collaborative Style (Win-Win)

Characteristics:

• Inclusive language
• Problem-solving focus
• Frequent hedging

Examples: "How can we both benefit from this?" "What if we worked together to find a solution?" "Let's explore options that meet both our needs."

Grammar:

• Interrogatives seeking input
• Inclusive pronouns (we, both, our)
• Conditional structures
• Imperatives (let's) collaborative
• Infinitives of purpose

Accommodating Style

Characteristics:

• High flexibility
• Relationship focus
• Concessive language

Examples: "We're happy to accommodate that." "Whatever works best for you." "We can be flexible on this point."

Grammar:

• Adjective + infinitive (happy to)
• Indefinite pronoun (whatever)
• Modal ability (can be)
• Adjective (flexible)

Compromising Style

Characteristics:

• Middle ground seeking
• Give-and-take language
• Conditional structures

Examples: "If you can meet us halfway on X, we'll accommodate Y." "We're willing to split the difference." "How about we each give a little?"

Grammar:

• Conditional if-clauses
• Future simple (we'll)
• Present continuous (are willing)
• Phrasal verbs (meet halfway, split difference)
• Quantifiers (a little, halfway)

📊 Cultural Considerations

Direct vs Indirect Cultures

High-context (indirect) cultures:

• More hedging required
• Longer relationship building
• Reading between lines important

Adapted language: "Perhaps we might consider discussing the possibility of..." "It may be that we could explore..." "One wonders whether it might be worth..."

Grammar:

• Multiple modals stacking
• Impersonal constructions (one wonders, it may be)
• Conditional layers

Low-context (direct) cultures:

• Clearer, more explicit
• Focus on content over relationship
• Directness valued

Adapted language: "We propose..." "Our position is..." "We need..."

Grammar:

• Present simple
• Fewer hedges
• Active voice
• Clear subjects

Power Distance

High power distance:

• More formal language
• Deference to authority
• Hierarchical awareness

Language: "If I may suggest..." "With respect, I'd like to propose..." "Would it be possible to consider..."

Grammar:

• Permission-seeking (if I may)
• Formal phrases (with respect)
• Conditional questions
• Passive constructions

Low power distance:

• More egalitarian language
• Direct questioning OK
• Flat hierarchy

Language: "I think we should..." "Let's discuss..." "What do you think about...?"

Grammar:

• First person assertions
• Inclusive imperatives (let's)
• Direct questions

🔑 Ключевые фразы для переговоров

Opening Negotiations

"I'd like to begin by outlining our objectives." "Before we dive in, let's establish some ground rules." "I appreciate you making time for this discussion." "Perhaps we could start by identifying areas of agreement?"

Clarifying Positions

"Could you elaborate on what you mean by...?" "Just to make sure I understand correctly..." "So if I'm hearing you right, you're saying..." "Let me paraphrase to ensure we're on the same page."

Expressing Concerns

"I have some concerns about..." "I'm worried that this might..." "One issue we'd need to address is..." "I'm not sure this takes into account..."

Building Momentum

"It sounds like we're making progress." "I think we're getting closer." "We seem to be aligned on..." "This is moving in the right direction."

Breaking Impasse

"We seem to be stuck on this point. Can we set it aside and come back to it?" "Perhaps we need a fresh perspective. What if we..." "Let me suggest an alternative approach." "Maybe we're looking at this the wrong way."

Closing Negotiations

"I believe we've reached an agreement we can both live with." "Shall we summarize the key points we've agreed on?" "I'm satisfied with this outcome. Are you?" "Let's put this in writing to confirm our understanding."

💡 Практические упражнения

Exercise 1: Transformation Drill

Transform direct statements into diplomatic ones:

Direct: "That's wrong." Diplomatic: "I might see that differently."

Direct: "We can't do that." Diplomatic: "That might present some challenges for us."

Direct: "Your price is too high." Diplomatic: "I wonder if there might be room for adjustment on the pricing?"

Your turn: Transform these:

1. "That's impossible."
2. "We refuse to accept those terms."
3. "You're not listening to me."

Exercise 2: Role Play Scenarios

Scenario A: Price Negotiation

• Person A: Buyer wanting 20% discount
• Person B: Seller can only offer 10%
• Goal: Find middle ground

Scenario B: Deadline Dispute

• Person A: Client needs project in 2 weeks
• Person B: Contractor needs 4 weeks
• Goal: Agree on timeline and scope

Scenario C: Team Conflict

• Person A: Wants traditional approach
• Person B: Wants innovative approach
• Person C: Manager facilitating
• Goal: Hybrid solution

Exercise 3: Response Practice

Given statement, provide three responses:

Statement: "We need a 50% deposit before starting."

Response 1 (Agreeing): "That's reasonable. We can arrange that."

Response 2 (Negotiating): "Would you consider 30% now and 20% at the midpoint?"

Response 3 (Declining diplomatically): "That's higher than our usual terms. Could we discuss alternatives?"

Exercise 4: Conflict De-escalation

Practice these de-escalation phrases:

"Let's take a breath and reset." "I think we both want the same outcome here." "Perhaps we're talking past each other. Let me make sure I understand..." "This is getting heated. Can we take a short break?" "I value our relationship and want to find a solution that works for both of us."

🔑 Key Takeaways

1. Balance firmness with flexibility — знать свои limits, но оставаться open
2. Acknowledge before disagreeing — validation снижает defensiveness
3. Use conditional language для proposals — "what if," "could we," "perhaps"
4. Frame issues as shared problems — "we" language creates collaboration
5. Strategic hedging maintains politeness without sacrificing clarity
6. Silence is powerful — don't rush to fill pauses
7. Cultural awareness crucial — adapt style to context
8. Listen actively — understanding позиции необходимо для решения
9. Focus on interests, not positions — underlying needs важнее stated demands
10. Document agreements — clarity предотвращает future conflicts

💡 Финальное задание

Three-part practice:

Part 1: Written preparation (200 words)

• Choose negotiation scenario (salary, contract, conflict)
• Write opening statement
• List your objectives and BATNA
• Prepare 5 diplomatic phrases you might use

Part 2: Role play (10-15 minutes)

• With partner or record yourself
• Negotiate to resolution
• Use at least 5 different negotiation strategies from lesson
• Practice de-escalation if tension rises

Part 3: Self-analysis Evaluate your performance:

• [ ] Used diplomatic language appropriately?
• [ ] Acknowledged other party's position?
• [ ] Made and responded to proposals?
• [ ] Found compromise or solution?
• [ ] Maintained professional tone throughout?
• [ ] Used appropriate grammatical structures?

Reflection questions:

1. Which strategies felt most natural?
2. Where did you struggle with language?
3. How could you improve diplomatic phrasing?
4. What cultural factors might affect this negotiation?