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Negotiating Strategies and Tactics
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Mexico's negotiating … resists categorization into phases such as "opening moves," "period of assessment," "end game," and "implementation." In fact, … dictate whether Mexicans begin with а position that is "extreme," "reasonable," or "non-engaging." In … …, expectations about oil prices correlate closely with Mexico's behavior at … … ….
Intractability. During the days of rising oil prices, Mexican … frequently displayed an intractable or non-engagement style. The Mexicans might eventually ask … … tangential to the initial presentation, prompting аn unsatisfactory discussion. Nonetheless, they refuse even to indicate that they felt а natural gas agreement would be … … …. The sessions proved to be "very painful".
In the negotiations that produced а U.S.-Mexican trade subsidies agreement in April 1985, Mexican negotiators started out with … … … but eventually became more reasonable. The three-year accord requires that domestic industries demonstrate а direct injury before higher tariffs can be imposed on subsidized Mexican merchandise entering the American …. The lack of any major trade treaty between … … …since the late 1940s reflects the deep distrust toward the United States by Mexico.
| 1. strategy; 2. а question; 3. the bargaining table; 4. negotiators; 6. the two nations; 6. а good idea; 7. an extreme position; 8. recent years; 9. market; 10. circumstances; |
EXERCISE3. Practice your abilities in discussion.
Read the article to find out the main ideas. Put 10-15 questions to the text then with the help of your questions discuss it, expressing agreements or disagreements, exclamations, additions as well as summarizing your ideas (for the purpose use the material of section 2). Then retell it.
1. to embrace – воспользоваться
2. lofty – высокомерный
3. to furnish – заставлять, снабжать
4. а burden – ноша, груз
5. a foe – враг, недруг
6. a fidelity – верность, преданность
7. a repository – склад, хранилище
8. prominent – известный, выдающийся, выпуклый
Fondness for Lofty Principles
In International Affairs
Nonetheless, Mexican diplomats have shown а fondness for embracing lofty principles in international affairs. Indeed, countries often define their distinctive position in regional or world politics (in different sphears – defense, economy etc.) in terms of а "national-role conception." As such, it is the "image" of the appropriate relationship of their state toward the external environment.
А thorough examination of statements by national leaders in 71 countries in the 1965-1967 period furnishes evidence of at least 17 role conceptions. Typical of these is "Defender of the Faith," as articulated by President John F. Kennedy. He said, "We are still the keystone in the arch of freedom and I think we will continue to do, as we have done in the past, our duty. Let every nation know... that we shall pay any price, bear any burden, meet any hardship, support any friend, oppose any foe to assure the survival and success of liberty."" Another prominent role is that of "Faithful Ally." For instance, in 1967 Premier Pierre Werner indicated that Luxemburg,was too small to defend itself by its own means, that was why they had integrated themself with а larger collectivity. Historically, Mexican leaders have considered their country а "Repository оf Moral Values." Specifically, they have championed the sovereignty of states, noninterference in the affairs of others, the equality of nations, and the peaceful resolution of disputes.
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EXERCISE 4. Train your thinking and communicating.
A. Translate the text from English into Russian using your dictionary in written form. Look through the texts. Write down and act out the following dialogues using the material of section 2:
1. You are going to know more about the Mexico's way of negotiating so you are asking questions to a specialist in this problem identifying “pros” and “cons”.
2. Two specialists in trade relations with Mexico are discussing the peculiarities of trade negotiations expressing agreement and disagreements.
3. A counter part at the negotiations with the Mexico’s side is summarizing advantages and disadvantages of the future talks, using exclamations and other conversational formulas.
The Negotiators (Chain of Command)
The president is Mexico's principal decision-maker. He permitsflexibility to his negotiators in questions of tactics. Mexican negotiating teams exhibit а united front, making it virtuallyimpossible to exploit differences among their members, who dutifully defer to the principal negotiator. He, in turn, defers to the president in Mexico’s centralized system. The style of principal negotiators depends on their personalities, constituency, and the issues on the table.
Mexico's principal negotiators are excellent. In fact, а U.S. Treasury official described Angel Gurria, Mexico's chief debt negotiator, as а "miracle worker" who has obtained "fantastic terms" for Mexico in negotiations with private banks. Не is arguably the best in the Third World. Also possessing world class talent are Silva Herzog, Central Bank President Miguel Mancera Aguayo, and Соmmегсе Minister Hector Hernandez Cervantes. These men have mastered their subjects, know their opposite numbers, are familiar with the political systems, and understand the international economic and political environment. For his handling of Mexico's 1982 debt crisis, Euromoney magazine saluted Silva Herzog as 1983's "finance minister of the year."
Charges of elitism aside, Mexico does field an impressive first team on а half dozen or so perennialissues. Its negotiators are intelligent and well educated. Weakness in back-up staff is making it impossible to carry on two or more separate negotiations in different parts of the world.
EXERCISE 5. Train your skills in rendering.
Read the guidelines and make a concise translation of the items, then report them in English comparing them with the ones for French and Japanese negotiators.
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