Page 32. Connect to the Topic. Part B. TUNE IN

Unit four

page 32

connect to the topic

part B: tune in

today were talking with Christine Kinsella; an expert on negotiation.

welcome Ms. Kinsella.

thank you.

Now, we know that you have participated in many business and government negotiations.

Yes, that’s right.

well how do you define negotiation?

to put it simply, negotiation is a discussion between two parties, people or organizations or countries.

and the two parties are trying to reach an agreement.

Okay.

and the goal of the discussion is to reach an agreement that both people accept; and that works for both people.

so we use negotiation all the time; not just in business or government.

that’s right.

for example in our personal lives, imagine that a couple is planning a vacation.

the husband wants to go to the mountains, but the wife wants to go to the ocean.

so they negotiate?

Yes; they need to reach an agreement on where to go for vacation.

So, how do they decide?

Well, if they choose the mountains, the woman is unhappy; and if they choose the ocean, the man is unhappy. Either way one of them is unhappy.

Well, not exactly; they can negotiate so that both are happy with the outcome.

maybe they can go to the mountains for half the vacation, and the ocean for the other half.

or maybe they go to a place that has both mountains and a beach.

like the big island in Hawaii; or maybe they go to the mountains this year and the ocean next year.

I see… you make it sound so simple…