The Three Functions of the Negotiation Process

There are certain functions that are generally applicable to the evolving processes of negotiation. One is diagnosis: trying to … … what the problem is, what the other … is susceptible to in the way of appeals, what the ingredients of the situation are, what the other side …, and what one wants oneself. Second is formulation: finding an over-arching principle or formula which will … the problem, since problems can be defined in many … . А workable principle will be ... … for an agreement. For example, exchanging security for territory was established as an overarching formula for trade-offs … Egypt and Israel. Finally … … the function of applying this general principle to а particular detail out of which one can construct an agreement between … … . Experience shows that these functions must be … … in order for the negotiation process to be effective.

1. wants; 2. the basis; 3. the parties; 4. ways; 5. between; 6. find out; 7. carried out; 8. there is; 9. define; 10. side;

EXERCISE 3. Practice your abilities in discussion.

Read the article to find out the main ideas and make up a plan of it in written form. Discuss some points mentioned below the text in pairs, expressing agreements or disagreements, exclamations, additions as well as summarizing your ideas (use the material of section 2). Then retell it using your plan.

1. litigation –спор, тяжба

2. thereby – около того, посредством этого

3. trust - доверие

4. caucus - закрытое собрание, политика подтасовки выборов, давление на избирателей

5. for the sake - ради

6. mediation - посредничество

7.bilateral - двусторонний (trilateral - трехсторонний, multilateral - многосторонний)

8. conciliation - примирение, умиротворение