10 Negotiation – Setting a position

Words and Phrases
Study the following words and expressions together with their definitions with your tutor.
Then, construct your own sentences using each word/expression on the list.
bring forward
to present for consideration
Sample Sentence:
call back
to call someone for the second time
Sample Sentence:
the act or practice of each side giving up something in order to reach an agreement
Sample Sentence:
a person who expresses support for a particular idea or way of doing things

Sample Sentence:
bad faith
intention to deceive someone
Sample Sentence:
Data Interpretation
Listen to your tutor as he/she reads the text.
Study and interpret the given data. Then, discuss with your tutor.
You are an advertiser of a TV network. Your client plans to advertise alcoholic beverages in your network. He would like to know how many people are tuned to your network during prime time.
• introduce the general idea
• enumerate main points
• make a conclusion
Read the passage below silently. Then, discuss with your tutor.
In your discussion, talk about how you would deal with the situation.
Read the passage below silently.
During your presentation of the graph, your client said that he would like to advertise in another TV network because your network’s family-oriented soap operas during the 8:00pm time slot do not suit his product. How would you convince him to advertise in your TV network?
Sample Answer
Expressing Opinions
Read the text silently. Express your opinion on each statement in 4-5 sentences.
Everything is negotiable.
An effective negotiator has an ability to predict future outcomes of the negotiation process.
Negotiations can always reach a win-win conclusion or solution.