The problem Flashcards
(36 cards)
The classic example of this negotiating minuet
is the haggling that takes place between a customer and the proprietor of a secondhand store
prəpraɪətəʳ
The proprietor of a hotel, shop, newspaper, or other business is the person who owns it.
Have you noticed the engraving on that dish?
ɪngreɪv
If you engrave something with a design or words, or if you engrave a design or words on it, you cut the design or words into its surface.
Your ego becomes identified* with your
position. You now have a new interest in “saving face” — in reconciling future action with past positions — making it less and less likely that any agreement will wisely reconcile the parties’ original interests
rekənsaɪl
If you reconcile two beliefs, facts, or demands that seem to be opposed or completely different, you find a way in which they can both be true or both be successful.
If you are reconciled with someone, you become friendly with them again after a quarrel or disagreement.
The danger that positional bargaining will impede a negotiation was well illustrated by the breakdown of the talks under President Kennedy for a comprehensive ban on nuclear testing
ɪmpiːd
If you impede someone or something, you make their movement, development, or progress difficult.
*
A critical question arose: How many on-site inspections per year should the Soviet Union and the United States be permitted to make within the other’s territory to investigate suspicious seismic events?
saɪzmɪk
having very great and usually damaging effects:
The Soviet Union finally agreed to three inspections. The United States insisted on no
less than ten
ɪnsɪst
to keep doing something, even if it annoys other people, or people think it is not good for you:
And there the talks broke down — over positions
If a machine or a vehicle breaks down, it stops working.
If a discussion, relationship, or system breaks down, it fails because of a problem or disagreement.
To break down something such as an idea or statement means to separate it into smaller parts in order to make it easier to understand or deal with.
When a substance breaks down or when something breaks it down, a biological or chemical process causes it to separate into the substances which make it up.
If someone breaks down, they lose control of themselves and start crying.
despite the fact that no one
understood whether an “inspection” would involve one person looking around for one day, or a hundred people prying indiscriminately for a month
to try to find out private facts about a person:
If someone pries, they try to find out about someone else’s private affairs, or look at their personal possessions.
If you pry something open or pry it away from a surface, you force it open or away from a surface.
If you pry something such as information out of someone, you persuade them to tell you although they may be very unwilling to.
despite the fact that no one
understood whether an “inspection” would involve one person looking around for one day, or a hundred people prying indiscriminately for a month
. in a manner that lacks discrimination or careful choice; randomly or promiscuously
- in a jumbled or confused manner
Bargaining over positions vreates incentives that stall settlement
If a process stalls, or if someone or something stalls it, the process stops but may continue at a later time.
If you stall, you try to avoid doing something until later.
If you stall someone, you prevent them from doing something until a later time.
In positional bargaining you try to improve the chance that any settlement reached is favorable to you by starting with an extreme position, by stubbornly holding to it, by deceiving the other party as to your true views, and by making small concessions only as necessary to keep the negotiation going
dɪsiːv
If you deceive someone, you make them believe something that is not true, usually in order to get some advantage for yourself.
If you deceive yourself, you do not admit to yourself something that you know is true.
If something deceives you, it gives you a wrong impression and makes you believe something that is not true.
Dragging one’s feet, threatening to walk out, stonewalling, and other such tactics
become commonplace
/ˈstəʊn.wɔːl/
If you say that someone stonewalls, you disapprove of them because they delay giving a clear answer or making a clear decision, often because there is something that they want to hide or avoid doing.
Arguing over positions endangers an ongoing relationship
ɪndeɪndʒər
To endanger something or someone means to put them in a situation where they might be harmed or destroyed completely
The task of jointly devising an acceptable solution tends to become a battle
dɪvaɪz
If you devise a plan, system, or machine, you have the idea for it and design it.
Each side tries through sheer will power to force the other to change its position
You can use sheer to emphasize that a state or situation is complete and does not involve or is not mixed with anything else.
A sheer cliff or drop is extremely steep or completely vertical.
Sheer material is very thin, light, and delicate.
. Positional bargaining thus strains and sometimes shatters the relationship between the parties.
(streɪn
To strain something means to make it do more than it is able to do.
If strain is put on an organization or system, it has to do more than it is able to do
To strain something means to make it do more than it is able to do.
Strain is a state of worry and tension caused by a difficult situation.
If you say that a situation is a strain, you mean that it makes you worried and tense.
Strain is a force that pushes, pulls, or stretches something in a way that may damage it.
Strain is an injury to a muscle in your body, caused by using the muscle too much or twisting it.
If you strain to do something, you make a great effort to do it when it is difficult to do
When you strain food, you separate the liquid part of it from the solid parts.
When you strain food, you separate the liquid part of it from the solid parts.
If you hear the strains of music, you hear music being played.
A strain of a germ, plant, or other organism is a particular type of it.
Positional bargaining thus strains and sometimes shatters the relationship between the parties
ʃætəʳ
If something shatters or is shattered, it breaks into a lot of small pieces.
If something shatters your dreams, hopes, or beliefs, it completely destroys them.
If someone is shattered by an event, it shocks and upsets them very much.
Several different parties may sit at the table, or each side may have constituents, higher-ups, boards of directors, or committees with whom they must deal.
kənstɪtʃuənt
Voter
The constituent parts of something are the things from which it is formed. (adj)
A constituent of a mixture, substance, or system is one of the things from which it is formed.
Reciprocal concessions are difficult: to whom do you make a concession?
rɪsɪprəkə
A reciprocal action or agreement involves two people or groups who do the same thing to each other or agree to help each another in a similar way.
Tương hỗ, qua lại
Yet even thousands of bilateral
deals would still fall short of a multilateral agreement
Bilateral negotiations, meetings, or agreements involve only the two groups or countries that are directly concerned.
Multilateral means involving at least three different groups of people or nations.
fall short of: to not reach a particular level or fail to satisfy expectations
In such situations, positional bargaining
leads to the formation of coalitions among parties whose shared interests are often more symbolic than substantive
koʊəlɪʃən
A coalition is a government consisting of people from two or more political parties.
A coalition is a group consisting of people from different political or social groups who are co-operating to achieve a particular aim.
In such situations, positional bargaining
leads to the formation of coalitions among parties whose shared interests are often more symbolic than substantive
Substantive negotiations or issues deal with the most important and central aspects of a subject. (important - real - value)
Instead of seeing the other side as adversaries, they prefer to see them as friends.
ædvəʳsəri
Your adversary is someone you are competing with, or arguing or fighting against.
In a soft negotiating game the standard moves are to make offers and concessions, to trust the other side, to be friendly, and to yield as necessary to avoid confrontation.
kɒnfrʌnteɪʃən
A confrontation is a dispute, fight, or battle between two groups of people.
