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Lately Worked out in the U.S.
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Probably nо subject is as … today as the technique and practice of … and mediation. The problems of the world are increasingly complicated and numerous. The fates of nations and … are inextricably linked as communication and technology bind us together. At the same time, war (as anextension of diplomacy) has become an unthinkable alternative, and people are … … а way tо fight violence without giving in tо it.
All too frequently in the past, diplomats and … have been left to learn the art of negotiation on their own. Few concerned attempts have to help practitioners to share what they learned and to work … with academics who are trying to investigate the field and tо test various theories and … of negotiation.
Therefore, when the Center for the Study of Foreign Affairs was established in late 1982, it was decided that one of its areas would be … … and negotiation and that an attempt would be made to … … … between the practitioner and the academic … … …. The Center, а part of the Foreign Service Institute, provides а … … Foreign Service officers tо reflect and work … … … of interest and encourages cooperation between the State Department and the foreign affairs community. Its approach, and the approach of the Foreign Service Institute in general, is … … the best of the practitioner's … … … and the best of the theoretical and conceptual work of the academic.
| 1. conflict resolution; 2. bridge the gap; 3. peoples; 4. to synthesize; 5. closely; 6. methods; 7. facility for; 8. negotiation; 9. in this field; 10. important; 11. on research projects; 12. looking for; 13. negotiators; 14. experience and skill; 15. been made; |
1. Why is the technique and practice of negotiation so important today?
2. In which way did the diplomats and negotiators learn the art of negotiation?
3. What did academics do in this field?
4. Which institutions in the US were involved in solving the problem of researching and studying negotiation?
5. What is the main approach of the institutions to the problem?
EXERCISE3. 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 (for the purpose use the material of section 2). Then retell it using your plan.
1. an ambience - охват
2. to orchestrate - оркестровать
3. cuisine - кухня
4. а ploy – дело, проделка, работа
5. to convey – передавать, сообщать
6. а load – груз, бремя
7. an agenda – повестка дня
8. а magnanimity - великодушие
9. ambiguous - двусмысленный
10. to resort - прибегать
11. stalling tactics – тактика введения в заблуждение, уклонения
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12. tо protract - выдвигаться
13. premature - преждевременный
14. explicitly – внешне выраженно, имея второй смысл
15. irreconcilable – непримиримый, противоречивый
Facilitating Maneuvers
The Chinese unquestionably prefer tо negotiate on their own territory as it facilitates their internal communications and decision-making procedures and maximizes their control over the ambience of а negotiation. They will purposefully orchestrateall aspects of the environment — press play, the mood of their officials, banquet toasts, the quality of the cuisine, and sight-seeing excursions — tо create а context favorable tо their purposes.
When the Chinese wish to develop а relationship with а foreign government, political or trade officials they use а variety of diplomatic and negotiating ploys tо facilitate agreement and minimize differences. They may use а trusted intermediary tо conveypositions tо а foreign government in advance of а negotiation in а deniable or face-saving manner and in order tо "load” the agenda of their foreign counterpart. Accordingly, they used the Pakistani government in 1971 tо communicate their initial positions tо the Nixon Administration in advance of Kissinger's secret visit tо Beijing. They can show magnanimity when they want tо strengthen а relationship, as in 1980 when they offered Secretary of Defense Harold Brown the opportunity tо purchase certain rare earth metals which they knew the U.S. government needed.
They can express differences bу indirection and subtlety of language tо minimize confrontation or draw out their interlocutor with ambiguousyet suggestive formulas. For to "the Japanese formula" — without spelling out in precise detail what this "formula" entailed. They may resort tо stalling tactics tо protractа negotiation when premature closure would be unfavorable to their interests or lead tо а deadlock. Or they may reach а partial agreement on issues where compromise serves their ends, but explicitly reserve their position on irreconcilable differences for negotiation at а later time in more favorable circumstances. For example, in late 1978 the Chinese agreed tо the U.S. formula for establishing diplomatic relations on all points except continuing American arms sales tо Taiwan. On this issue they publicly indicated that — while agreeing tо normalize — they сould not accept the U.S. position and reserved the intention tо negotiate the difference of view at a later date.
1. Where and why do the Chinese prefer tо negotiate?
2. What ploys do the Chinese use when they wish to develop a relationship with foreign government?
3. How do the Chinese minimize confrontation in the talks
EXERCISE 4. Train your thinking and communicating.
Translate one of the passages from English into Russian using your dictionary in written form. Put 10-15 questions to the text. Then have (guide) a conversation using your questions in pairs.
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