Wise Up Online. Negotiation

Negotiation

Wise Up Online

Chapters ^Chapters

What is negotiation? ^{p. 03}

1

3 The Win-Lose Outcome ^{p. 59}

2 The Lose-Lose Outcome ^{p. 33}

4 Compromise ^{p. 86}

5 Relationships ^{p. 107}

6 Objectives ^{p. 130}

7 The Win-Win Outcome ^{p. 155}

8 Grammar Guide ^{p. 179}

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What is

negotiation? ^{What is} negotiation?

1

When most people hear the word negotiation, they immediately think of adjectives such as heavy, fierce, or tough collocating with it.

If they were to think of related words, they would probably go for competition, battle, fight.

And one verb would definitely rank as number one in most people’s minds: to win.

People wanna win a negotiation as much as they wanna win a tough competition or a fierce battle. And they want to win them all. They want to run the table.

But is it possible? For someone to win, doesn’t it necessarily mean someone else will lose? Is there a single way people can get to win every negotiation agreement into which they engage?

Well, let me answer this question right up front: Yes, there is.

And, in this series, I’ll show you how we can walk this path…together.

But before we start our journey, we need to fully understand what negotiation is. A negotiation agreement takes place whenever two or more people have different or even opposing interests, and they need to reach an agreement.

And if major business transactions or multimillionaire commercial agreements came to your mind when you heard the definition, you are

WHAT IS NEGOTIATION?

In this chapter, you will learn some important concepts about negotiation, some idiomatic expressions and phrasal verbs, as well as examples of word formation with suffixes. You will also learn some important vocabulary and grammar topics to make it happen.

Now, look at the script of What is negotiation?

Part 1.

But let’s set the record straight here: most people will spend their whole life without ever engaging in such major agreements. And you might be one of those people. That is all right; it does not make you less of a negotiator.

Negotiation is part of everybody’s everyday life. We negotiate all the time, because people have different points of view on various subjects, and more often than not, not only do we need, but we want to reach common ground.

You negotiate when your workmate and you have different points of view on a deadline, you negotiate when you bargain for a product with a seller. You negotiate on a Friday night if your spouse and you simply want to watch different movies.

But, hey, when you negotiate with your spouse, kids, relatives, friends, or even co-workers, do you want your interest to prevail at any cost?

Well, winning a negotiation is having your interests met, but would it make you happy to watch a movie you really enjoy having your partner dead bored by your side? Maybe even a bit upset? Is that really winning?

And this is how we get to another aspect of every negotiation agreement that we tend to take for granted: relationships.

Yes, in every negotiation there are opposing objectives – other than that, there’s no need to negotiate. But there is always more than one person involved, and whenever at least two people are interacting, there are also emotions and a relationship that should be taken care of.

These are key concepts of a negotiation agreement and every great negotiator’s goals: to achieve your interests and improve your relationships.

O QUE É NEGOCIAÇÃO?

Quando a maioria das pessoas ouve a palavra negociação, elas imediatamente pensam em adjetivos como pesada, acirrada ou difícil combinando com ela.

Se fossem pensar em palavras relacionadas, provavelmente pensariam

em competição, batalha, luta.

E um verbo definitivamente ficaria em primeiro lugar na mente da maioria das pessoas: ganhar.

As pessoas querem ganhar uma negociação tanto quanto querem ganhar uma competição difícil ou uma batalha acirrada. E elas querem ganhar todas. Elas querem dominar o jogo.

Mas será possível? Para que alguém ganhe, não significa

necessariamente que outra pessoa vai perder? Existe algum jeito de as pessoas ganharem todas as negociações das quais participam?

Bem, deixe-me responder essa pergunta logo de cara: Sim, existe.

E, nesta série, vou mostrar como podemos trilhar esse caminho… juntos.

Mas antes de começarmos nossa jornada, precisamos entender

exatamente o que é negociação. Um acordo em uma negociação ocorre sempre que duas ou mais pessoas têm interesses diferentes ou até mesmo opostos, e precisam chegar a um acordo.

E se grandes transações comerciais ou acordos comerciais

multimilionários vieram à sua mente quando você ouviu a definição, você não está errado. Eles também são negociações.

Mas vamos esclarecer as coisas aqui: a maioria das pessoas vai passar a vida toda sem nunca se envolver em negociações desse porte. E pode ser que você seja uma dessas pessoas. Está tudo bem; isso não torna você menos negociador.

Negociações são parte do cotidiano de todos. Nós negociamos o tempo todo porque as pessoas têm diferentes pontos de vista em diversos assuntos e, na maioria das vezes, não apenas precisamos, mas queremos chegar a um meio-termo.

Você negocia quando você e seu colega de trabalho têm pontos de vista diferentes com relação a um prazo, você negocia quando pechincha um produto com um vendedor. Você negocia numa sexta-feira à noite se você e seu cônjuge simplesmente querem assistir a filmes diferentes.

Mas, ei, quando você negocia com seu cônjuge, filhos, parentes, amigos, ou mesmo colegas de trabalho, você quer que seu interesse prevaleça a qualquer custo? Bem, ganhar uma negociação é ter seus interesses atendidos, mas você ficaria feliz em assistir a um filme que você realmente gosta com seu parceiro morrendo de tédio ao seu lado?

Talvez até um pouco chateado? Isso é mesmo ganhar?

E é assim que chegamos a outro aspecto de todo acordo em uma negociação que geralmente não valorizamos: relacionamentos.

Sim, em todas as negociações há objetivos opostos – do contrário, não há necessidade de se negociar. Mas sempre há mais de uma pessoa envolvida, e sempre que pelo menos duas pessoas estiverem interagindo, haverá também emoções e um relacionamento que deve ser bem cuidado.

Estes são conceitos-chave de um acordo em uma negociação e as

metas de todo grande negociador: alcançar seus interesses e melhorar

seus relacionamentos.

In this part of the chapter, we will talk about negotiation and learn about phrasal verbs, idiomatic expressions, and other important points. First, let’s talk about negotiation itself.

In the sentence, note that we have two words with suffixes, which are letters added to the end of words in order to create new words.

The first of these is the noun negotiation, in which we have the suffix -ION. Next, we have agreement, which contains the suffix -MENT. These suffixes are commonly used to form nouns. But not all nouns are formed with suffixes, such as people, which is the irregular plural of person, also used in the sentence.

Here, we can also see the adverb whenever, which is formed by when and ever and means “every or any time”. There is yet another adverb, even, which is used to add emphasis.

Now, let’s focus on the verbs. The first one to appear is to take place:

A negotiation agreement takes place whenever two or more people have different or even opposing interests, and they need to reach an agreement.

Um acordo em uma negociação ocorre sempre que duas ou mais pessoas têm interesses diferentes ou até mesmo opostos, e precisam chegar a um acordo.

to take place acontecer

VERBS

Observe that it is formed by the verb to take and the noun place, two unrelated words. This is because to take place is an idiomatic expression, that is, a group of words whose meaning considered as a unit is different from the meanings of each word considered separately.

The other verb in the sentence is to have:

to have VERBS

Part 2.

The verb to reach can be followed by different complements.

However, when we say reach an agreement the idea it has is the same as to compromise.

Another verb you can use in this context is to negotiate.

When complemented by a noun, this verb indicates ownership. In this case, the complement is different or even opposing interests. Note that different and opposing are adjectives that qualify the noun interests, placed right before it.

Even though adjectives may qualify a plural noun, they do not have a plural form;

they are invariable.

The other verbs in the sentence are as follows:

VERBS

to need precisar/necessitar

to reach an agreement chegar a um acordo

to negotiate negociar VERBS

The noun negotiation comes from this verb. Within the context of business, it means to discuss something in order to achieve a goal. For example:

The opposing parties negotiate the terms of the agreement.

As partes opostas negociam os termos do acordo.

They need to negotiate a new contract with the suppliers.

Elas precisam negociar um novo contrato com os fornecedores.

When we choose to use the preposition with, we must specify the other party

involved in the negotiation. In the previous example, it is the suppliers, which is the

plural form of supplier – a person or company that provides a service or a product.

Here, we have the subject, Mary, first person singular, followed by the expression to have an interest, which is conjugated according to the subject as has. In this sentence, the word interest is a noun.

But it can also be a verb:

The meetings take place every Thursday.

As reuniões ocorrem/acontecem toda quinta-feira.

Now, let’s bring back the verbs we have outlined from the opening sentence and analyze them in different examples and contexts.

The first one is the idiomatic expression to take place. Take a look:

To take place could be replaced by the verbs to happen or to occur. Observe that meetings is the plural form of meeting, which is a formal event where people gather to discuss something.

You have also seen the verb to have, which indicates ownership when followed by a noun. One construction you can use with this verb is to have an interest, which means to be interested in something. For example:

Mary has an interest in this job opening.

Mary tem interesse nesta vaga de trabalho.

to interest interessar

VERBS

For example:

This job opening interests Mary.

Esta vaga de trabalho interessa à Mary.

In the previous example, the subject becomes this job opening, and Mary becomes the complement. The verb to interest is conjugated according to the subject in the third person singular. The meaning of this sentence is the same as the one we saw as an example with the expression to have an interest. What changes is the function of the word interest.

There is another way of expressing the same idea, turning the word interest into the adjective interested. Observe the examples:

In both previous examples, we have the adjective interested in the construction to be interested in, which is the same as to have an interest in. Note that, in both sentences, the verb to be agrees with the subject: in the first case, the subject is Mary, third person singular, so the verb is conjugated as is; in the second sentence, the subject is plural, Mary and John, and the verb is conjugated in the third person plural, are. Remember that adjectives do not have a plural form.

It is important not to have only our own interests in mind during a negotiation, no matter what they are. As you have seen, all it takes is at least two people with different interests who need to reach an agreement.

Negotiations can then occur in multiple situations, such as:

Mary is interested in the job opening.

A Mary está interessada na vaga de trabalho.

Mary and Josh are interested in the job opening.

A Mary e o Josh estão interessados na vaga de trabalho.

When your workmate and you have different points of view on a deadline.

Quando você e seu colega de trabalho têm pontos de vista diferentes com relação a um prazo.

In this sentence, note the word workmate, which is formed by two nouns:

work and mate. Here, mate is the same as colleague or friend. Workmate is

a compound noun used to refer to someone who works with you. Moreover,

notice that points of view, which is the same as perspectives, is followed by the

preposition on. Deadline is another compound noun, formed by the words dead

and line. Here, dead means end, that is, deadline is the date by which something

must be delivered.

Negotiations are not exclusive to the business world. They are also part of our everyday lives. One example is:

When you bargain for a product with a seller.

Quando você pechincha um produto com um vendedor.

Here, we have the verb to bargain, which is to try to reach an agreement with someone in order to get a lower price. In the case of this sentence, what is being negotiated is a product. Next, we have the noun seller, the person who sells things.

This word is formed by the verb to sell and the suffix -ER.

Suffixes are letters added to the end of words to form another word with a related meaning. A word formed by a verb and the suffix -ER, for example, refers to the one who performs the action described by that verb. Take a look at other examples:

SUFFIX -ER

to supply + -er = supplier fornecer fornecedor

to teach + -er = teacher ensinar professor

to drive + -er = driver dirigir motorista

to buy + -er = buyer comprar comprador

In all previous examples, we used the verb and added -ER to it to refer to the one who performs that action. However, be aware that this is not a rule for all verbs.

Another common example of negotiation in our daily lives is as follows:

When your spouse and you want to watch different movies.

Quando seu cônjuge e você querem assistir a filmes diferentes.

In this sentence, we are talking about negotiations in marriage. Note that spouse is a gender-neutral noun, referring to an individual of a married couple. So, it can either refer to the husband or the wife. Next, we have two verbs, want to watch.

The first verb, to want, is conjugated in the third person plural of simple present, and the next verb, to watch, is in the infinitive. Note that when the verb to want is followed by another verb, the latter will be in the infinitive form.

Analyzing the situations previously described, it gets clear that negotiations happen when an agreement is needed, be it in business or your personal life. In other words:

In every negotiation there are opposing objectives – other than that, there is no need to negotiate.

Em toda negociação existem objetivos opostos – do contrário, não há necessidade de se negociar.

In the previous example, the verbs there are and there is are used to convey existence. The infinitive form is there be and it must be conjugated according to the noun that follows it. There are is plural and there is, singular.

If every negotiation involves parties with opposing interests trying to achieve their goals, we can conclude that negotiations are delicate, with each party having a tendency to defend their own points of view. That is why many see negotiations as:

NOUNS a battle

uma batalha

a fight uma luta

a competition uma competição

As you can see, the previous words are nouns commonly related to negotiations.

Now, take a look at some adjectives we can use to describe it:

ADJECTIVES strong

forte

fierce acirrada

tough dura/árdua

difficult difícil

long/lengthy/protracted

longa/demorada/prolongada

Now, let’s use some of the adjectives from the previous list to build sentences.

Have a look:

Sometimes a negotiation is a fierce battle.

Às vezes uma negociação é uma batalha acirrada.

She needs to prepare for a difficult, long negotiation.

Ela precisa se preparar para uma negociação longa e difícil.

In the first sentence, we have negotiation as a battle, which is being

characterized by the adjective fierce. In the second example, we have the verb to need, followed by another verb, to prepare. There are two adjectives in this sentence, difficult and long. Note again the position of these adjectives in the sentences: they come before the nouns they describe.

As mentioned before, adjectives usually appear before the noun, but that is not a strict rule. Sometimes, the adjective comes between a noun and a verb, and a verb that is often used to talk about characteristics is the verb to be. Check out this example:

Protracted negotiations are tough for everybody.

Negociações demoradas são difíceis para todo mundo.

Note that there are two adjectives here: protracted, right before the noun negotiations, and the adjective tough also referring to negotiations, but after the verb to be, conjugated as are. Even though negotiations is plural, remember that adjectives are invariable, regardless of their position in the sentence.

One of the things that can make negotiations difficult and long is the fact that no one wants to lose. The opposite of this verb is to win.

Take a look at some examples with these verbs shown as opposites:

You win some, you lose some.

Às vezes se ganha, outras, se perde.

The previous example is an expression commonly used to comfort someone who loses something, conveying to them the idea that, for someone to win, others have to lose.

Now, take a look at an example with the verb to lose:

Every month, we lose customers to cheaper rivals.

Todo mês, perdemos clientes para rivais mais baratos.

In the previous sentence, the verb to lose is referring to customers. When you lose a customer, it means you do not have them anymore. Observe the word cheaper, the comparative form of the adjective cheap. It is used to describe something that does not cost much money. Notice it is formed with the same suffix we have seen previously, -ER, but now it serves a different purpose.

And finally, one example with the verb to win:

I need to win this account.

Eu preciso ganhar esta conta.

In the last example, we have the verb to need followed by the verb to win in the infinitive. The complement is this account. An account in this context refers to a regular client of a company, especially one that provides advertising services.

There is an expression used when someone is winning everything:

to run the table.

to run the table ganhar todas EXPRESSION

This expression comes from the world of sports, more specifically

billiards. This sports analogy refers to when a player sinks all the

balls that are on the table. Note that this expression is formed by

the verb to run.

To run can also be used in a different context to convey another meaning:

Mrs. Jackson runs the company with an iron fist.

A senhora Jackson controla a empresa com um punho de ferro.

In this example, to run means to be in control. So, we can see that Mrs. Jackson has control over the company. The expression we see next, with an iron fist, means in a very strict way.

But constantly wanting to win them all can be a problem:

When you negotiate with your spouse, kids, relatives, friends, or even co-workers, do you want your interest to prevail at any cost?

Quando você negocia com seu cônjuge, filhos, parentes, amigos ou mesmo colegas de trabalho, você quer que seu interesse prevaleça a qualquer

custo?

Let’s analyze this sentence by starting with the nouns. Spouse, which we have seen before, refers to a married person. Next, we have kids, which here is the same as children. Co-workers means the same as workmates, that is, colleagues.

In the question that follows, we have the verb to prevail, which means to get control or influence. It is emphasized by the expression at any cost, which means regardless of the risks and consequences.

Wanting to win at any cost goes against two objectives that must be taken into account when negotiating:

OBJECTIVES INVOLVED IN A NEGOTIATION

to achieve your interests alcançar seus interesses

to improve your relationships melhorar seus relacionamentos

The verb to achieve is similar to the verb to reach. The verb to improve means to

make something better, and it originates the noun improvement, which is formed

with the suffix -MENT. Speaking of prefixes, notice that the noun relationships is

formed with the suffix -SHIP, and it is plural in this sentence.

Even though improving the relationship is a goal involved in negotiations, here is a common consequence:

We tend to take relationships for granted in negotiations.

Nós tendemos a tomar relacionamentos como garantidos nas negociações.

To take something or someone for granted means to fail to appreciate

something or someone properly, especially because we undervalue them. In other words, it is to expect that someone or something will always be there when you need them, but you never acknowledge how important or useful they really are.

The verb to take is commonly used in many expressions and phrasal verbs. Here is another example:

We have to take care of our relationships.

Nós temos que tomar conta de nossos relacionamentos.

Take care is formed by the verb to take and the noun care. To take care of means to look after something or someone, in this case, our relationships.

The verb to take can also be used by itself. Check it out:

She takes her son to school.

Ela leva o filho dela para a escola.

In the context of this sentence, to take means to move or to go with someone from one place to another.

Now you know some nouns, adjectives and verbs related to negotiation, some words formed with

suffixes, idiomatic expressions and expressions

frequently used in different contexts.

Ac tiv ity A – Ans w er s 1. agr eement 2. to tak e place 3. opposing par ties 4. supplier s 5. job opening 6. w orkmate 7. seller 8. to bar gain 9. buy er 10. pr otr acted 11. tough 12. fier ce Ac tiv ity B – Ans w er s 1. ar e inter es ted 2. lose 3. tak e place / happen / occur 4. tak es 5. tak e car e 6. runs / contr ols

A. Number the columns according to the translation of the words.

B. Fill in the blanks with the appropriate words according to the translation.

( 1 ) acordo

( 2 ) acontecer / ocorrer ( 3 ) partes opostas ( 4 ) fornecedores ( 5 ) vaga de trabalho ( 6 ) colega de trabalho ( 7 ) vendedor

( 8 ) pechinchar / negociar ( 9 ) comprador ( 10 ) longa / demorada/

prolongada ( 11 ) dura / árdua ( 12 ) acirrada

( ) suppliers ( ) seller ( ) buyer

( ) opposing parties ( ) tough

( ) to take place

( ) workmate ( ) fierce ( ) protracted ( ) job opening ( ) to bargain ( ) agreement

1. Mary and Josh in the job opening.

A Mary e o Josh estão interessados na vaga de trabalho.

2. Every month we customers to cheaper rivals.

Todo mês perdemos clientes para rivais mais baratos.

3. The meetings every Thursday.

As reuniões ocorrem toda quinta-feira.

4. She her son to school.

Ela leva o filho dela para a escola.

5. We have to of our relationships.

Nós temos que tomar conta de nossos relacionamentos.

6. Mrs. Jackson the company with an iron fist.

A senhora Jackson controla a empresa com um punho de ferro.

Part 3.

Activities

In the vocabulary part of this chapter, you learned words, verbs, and expressions used to talk about negotiation. The first concept you saw was its definition. Take a look:

A negotiation agreement takes place whenever two or more people have different or even opposing interests, and they need to reach an agreement.

Um acordo em uma negociação ocorre sempre que duas ou mais pessoas têm interesses diferentes ou mesmo opostos, e precisam chegar a um acordo.

In the previous concept, we have three verbs, conjugated in the simple present by three different subjects:

A negotiation agreement takes place…

Um acordo em uma negociação ocorre...

The first subject is a negotiation agreement, which is equivalent to the subject pronoun it. So the verb is conjugated as takes, with -S added to the end.

After that, comes:

two or more people have different or even opposing interests…

duas ou mais pessoas têm interesses diferentes ou mesmo opostos...

Two or more people is the subject, which is equivalent to the subject pronoun they. So, the verb to have is conjugated in the third person plural.

And finally:

they need to reach an agreement.

elas precisam chegar a um acordo.

Part 4.

In this clause, they is referring to the people previously mentioned, followed by the verb to need in the third personal plural, and the complement to reach an agreement.

To understand the conjugation of verbs, it is important to know the subject pronouns. Here they are:

1st person

2nd person

3rd person

Singular I eu you você he/she

ele/ela it ele/ela

Plural we nós you vocês

they eles/elas SUBJECT PRONOUNS

The first person singular is I, which has the exclusive rule of always being written with a capital letter, regardless of its position in the sentence. The second person singular is you. As the third person singular, we have he, which is used to talk about people who identify as male, she, which is used to talk about people who identify as female, and it, which is gender-neutral and used to refer to everything else, except people.

We is the first person plural. You is the second person plural, which is written and pronounced in the same way as the singular, so you must always take the context into account to understand to what it refers. Finally, they is the third person plural, which is used to talk about people as well as animals and things, regardless of gender.

The subject pronouns replace the noun that works as the subject of the sentence.

In the simple present, the conjugation of the verb varies according to the subject.

With verbs other than to be, we have basically two conjugations. Take a look at

the first example:

subject + main verb in the base form + complement sujeito + verbo principal na forma base + complemento

We lose customers to cheaper rivals.

Nós perdemos clientes para rivais mais baratos.

SIMPLE PRESENT – OTHER VERBS Affirmative Form

In this sentence, we have the structure subject + main verb in the base form + complement. The subject of this example is a subject pronoun in the second person plural, we, followed by the main verb lose, and the complement customers to cheaper rivals. The conjugation of the main verb in the simple present is the same as its base form, which is the verb without the particle to.

This same conjugation in the affirmative also works for other subjects. For instance:

People tend to take relationships for granted in negotiations.

As pessoas tendem a tomar relacionamentos como garantidos nas negociações.

SIMPLE PRESENT – OTHER VERBS Affirmative Form

The subject is people, which is equivalent to the subject pronoun they, in the third person plural, it is followed by the main verb tend in its base form, and the complement to take relationships for granted in negotiations. Note that the verb to take is in the infinitive because it is the complement of the main verb.

Here is another example:

I need to win this account.

Eu preciso ganhar esta conta.

SIMPLE PRESENT – OTHER VERBS

Affirmative Form

The pronoun I is the subject, followed by the main verb need, which agrees with the subject, and the complement is to win this account. Note that the verb to win is in the infinitive because it is the complement of the main verb.

Check out another sentence:

You win some, you lose some.

Às vezes se ganha, outras, se perde.

SIMPLE PRESENT – OTHER VERBS Affirmative Form

Here, we have two subjects and two verbs. In the first part, we have the subject you, and the verb that follows, win, agrees with the subject. In the second part, again we have the subject pronoun you, followed by the verb lose, which also agrees with the subject. Note that, for lack of context, here you can be either singular or plural, but the verb is still conjugated the same way.

Note how the conjugations of the verbs for the first and second persons singular and plural, as well as for the third person plural, are the same.

Now, look at the conjugation for the third person singular, that is, he, she and it:

subject + main verb + complement sujeito + verbo principal + complemento

He loses customers to cheaper rivals.

Ele perde clientes para rivais mais baratos.

The company loses customers to cheaper rivals.

A empresa perde clientes para rivais mais baratos.

SIMPLE PRESENT – OTHER VERBS Affirmative Form

In the first sentence, we have the subject pronoun in the third person singular, he, followed by the verb lose with -S added to the end, and the complement customers to cheaper rivals.

In the second example, we have the subject the company, which is the third person singular it, also followed by the verb lose conjugated in the same form as in the previous example, with -S added to the end.

Despite this change in the conjugation of the main verb, notice that the sentences follow the

GENERAL RULE = ADD -S Regra geral = acrescente -S

Lucy buys from three different suppliers.

A Lucy compra de três fornecedores diferentes.

VERBS FINISHING IN -O, -S, -X, -CH, -SH AND -Z = ADD -ES Verbos terminados em -O, -S, -X, -CH, -SH e -Z = acrescente -ES

Mary goes to school every day.

A Mary vai para a escola todos os dias.

VERBS FINISHING IN A CONSONANT + -Y = DROP -Y AND ADD -IES Verbos terminados em consoante + -Y = retire o -Y e acrescente -IES

John carries his bag carefully.

O John carrega sua bolsa cuidadosamente.

SPELLING RULES – THIRD PERSON PRESENT

Verbs in the third person singular receive three different types of suffixes depending on their spelling in the base form. Take a look at the spelling rules:

In the first example, we have the verb to buy, so all we have to do is add -S. In the second example, we have the verb to go, which ends in -O; therefore, you have to add -ES to the end. The same thing happens to verbs ending in -S, -X, -CH, -SH, and -Z. In the third example, we have the verb to carry, in which the -Y is dropped and -IES is added to the end.

There is also an exception: the verb to have. Although it is a verb ending in -E, we do not simply add -S to the end. Take a look:

Mary has to go to work by bus.

A Mary tem que ir ao trabalho de ônibus.

SPELLING RULES – THIRD PERSON PRESENT

To Have

subject + auxiliary verb + not + main verb in the base form + complement sujeito + verbo auxiliar + not + verbo principal na forma base + complemento

SIMPLE PRESENT – OTHER VERBS Negative Form

With the verb to have, we drop the -VE and add -S to the end, so the conjugation of the verb in the third person singular becomes has.

Regardless of the conjugation of the verb, all the sentences you have seen so far are in the affirmative form, and follow the same structure.

However, the negative form is slightly different. Take a look at the general structure:

SIMPLE PRESENT – OTHER VERBS Negative Form

When we use verbs in the simple present in the negative form, we use the auxiliary verb do, which will be conjugated. In other words, the main verb will remain in the base form in all conjugations, and the auxiliary verb will be conjugated as does for the third person singular, and do for the other conjugations.

For example:

You do not / don’t want your interest to prevail at any cost.

Você não quer que seu interesse prevaleça a qualquer custo.

She does not / doesn’t want her interest to prevail at any cost.

Ela não quer que seu interesse prevaleça a qualquer custo.

In the first sentence, we have the subject in the second person singular, you,

followed by the auxiliary verb do, the main verb want in the base form, and the

complement your interest to prevail at any cost. In the second example, we have

the subject in the third person singular, she, followed by the auxiliary verb does, the

verb want in its base form, and the complement her interest to prevail at any cost.

It is important to know that the auxiliary verb does not add any extra meaning to the sentence. It is merely there to help structure the sentence.

There is also the contracted form of do not which is don’t, and does not, which is doesn’t. Both can be used, but know that do not and does not will sound more emphatic.

Do can also be an action verb, but only when it is the main verb of the sentence.

Check it out:

SIMPLE PRESENT – OTHER VERBS To Do

I do my job.

Eu faço o meu trabalho.

I do not / don’t do my job.

Eu não faço o meu trabalho.

In the first previous example, we have a sentence in the simple present with the subject I and the main verb do in its base form. Next, we have a negative sentence with the same subject, I, and the same main verb do. Notice that, in the negative, you can see do twice: first as an auxiliary verb – do not or don’t –, and then as the main verb in the base form.

Now let’s see what the negative form of the simple present looks like with a subject in the third person singular.

subject + auxiliary verb + not + main verb in the base form + complement sujeito + verbo auxiliar + not + verbo principal na forma base + complemento

SIMPLE PRESENT – OTHER VERBS Negative Form

As you can see, the general structure will be the same as that of other subjects. Have a look:

SIMPLE PRESENT – OTHER VERBS Negative Form

This job opening does not interest me.

Esta vaga de trabalho não me interessa.

Bret does not negotiate with the suppliers.

O Bret não negocia com os fornecedores.

In the first example, we have the subject this job opening, which corresponds to the subject pronoun it. The auxiliary verb do must be conjugated in the third person singular as does. The negative particle not and main verb interest in its base form comes right afterward.

The same thing happens in the second example. The subject Bret is equivalent to he, which is in the third person singular. The auxiliary verb do comes conjugated as does, followed by the negative particle not and the main verb negotiate in its base form.

Note that does is the auxiliary verb do conjugated in the third person singular.

And pay close attention to the main verb: you will not add -S to the end. The main verb remains in the base form.

Remember, you can say does not or use the contracted form doesn’t. The non- contracted form will sound more emphatic.

You will also use the auxiliary verb when forming interrogative sentences in the simple present. Take a look at the general structure:

auxiliary verb + subject + main verb in the base form + complement verbo auxiliar + sujeito + verbo principal na forma base + complemento

SIMPLE PRESENT – OTHER VERBS Interrogative Form

As you can see, the auxiliary verb will be placed at the beginning of the sentence, right before the subject. Here are some examples:

SIMPLE PRESENT – OTHER VERBS Interrogative Form

Do you want your interest to prevail at any cost?

Você quer que seu interesse prevaleça a qualquer custo?

Do Mark and Zoey work here?

O Mark e a Zoey trabalham aqui?

In the first example, we have the auxiliary verb do, followed by the subject you, the main verb want in its base form, and the complement your interests to prevail at any cost. In the second example, we have the auxiliary verb do, followed by the subject Mark and Zoey, which is equivalent to the subject pronoun they. Then there is the main verb work in its base form and the complement here.

In the third person singular, the structure remains the same; however, the auxiliary verb agrees with the subject.

SIMPLE PRESENT – OTHER VERBS Interrogative Form

Does Andrew work here?

O Andrew trabalha aqui?

Does this job opening interest me?

Esta vaga de trabalho me interessa?

In the first previous example, we have the auxiliary verb do conjugated in the third person singular as does, the subject Andrew, which corresponds to the subject pronoun he, the main verb work in its base form, and the complement here. In the second sentence, we also have the auxiliary verb conjugated as does, for the subject is this job opening, corresponding to it.

Interest is the main verb in the base form, and me is the complement.

In short, the rules for the simple present are as follows: in the affirmative, the main verb is conjugated according to the subject. However, in the interrogative and negative, what is conjugated is the auxiliary verb do, and the main verb remains in the base form.

Now let’s focus on the verb to be, since it does not follow the same logic as that of the others.

To be has three different conjugations in the simple present: am, are, and is. Take a look:

SIMPLE PRESENT – VERB TO BE I am

eu sou/estou

you are você é/está

he is ele é/está

she is ela é/está

it is ele é/está ela é/está we are nós somos/estamos

you are vocês são/estão

they are

eles são/estão

elas são/estão

The verb to be is used to build concepts, convey facts, and talk about states or conditions.

In the first person singular, I, the verb is conjugated as am. In the second person singular, you, the verb is conjugated as are. In the third person singular, he, she and it, the verb is conjugated as is. For all persons in the plural, we, you and they, the conjugation is are.

To form sentences in the simple present with the verb to be, we use the following structure:

subject + main verb + complement sujeito + verbo principal + complemento SIMPLE PRESENT – VERB TO BE

Affirmative Form

Notice that it is the same structure as the one used to form affirmative sentences with other verbs in the simple present.

Have a look at some examples with to be in the affirmative:

SIMPLE PRESENT – VERB TO BE Affirmative Form

I am / I’m a teacher.

Eu sou professor.

Michael and Jane are interested in the job opening.

O Michael e a Jane estão interessados na vaga de emprego.

Michael is interested in Michelle.

O Michael está interessado na Michelle.

In the first example, the subject is I, followed by the verb to be in the first person singular, am, and the complement a teacher. Since the subject is a pronoun, you can contract it with the verb – I’m.

In the previous second example, we have the subject Michael, which is equivalent to the third person singular he, followed by the verb to be conjugated as is, and the complement interested in Michelle. The verb to be could be contracted had we used the subject pronoun he. It would be he’s.

The previous third example has the subject Michael and Jane, which is the third person plural, they, so the verb to be is conjugated as are. The complement is interested in the job opening. If we used they instead of Michael and Jane, the verb to be could be contracted with the subject:

they’re.

You will not use an auxiliary verb. In the negative, you just have to add not after the main verb. Look:

subject + main verb + not + complement sujeito + verbo principal + not + complemento

SIMPLE PRESENT – VERB TO BE Negative Form

Bear in mind that the main verb has to agree with the subject. Take a look:

I am not / I’m not a teacher.

Eu não sou professor.

Michael and Jane are not / aren’t interested in the job opening.

O Michael e a Jane não estão interessados na vaga de emprego.

Michael is not / isn’t interested in Michelle.

O Michael não está interessado na Michelle.

SIMPLE PRESENT – VERB TO BE Negative Form

Note that the contracted form is commonly used in the negative form. If the subject is I, the contraction will remain between the pronoun and the verb: I’m not. For the other pronouns, it will mostly happen between the main verb and the particle not, as in aren’t and isn’t.

To form the interrogative with the verb to be, you need to invert the order of the main verb and the subject. We do not use auxiliary verbs. Take a look at the general sentence structure:

main verb + subject + complement verbo principal + sujeito + complemento SIMPLE PRESENT – VERB TO BE

Interrogative Form

The main verb will also have to be conjugated accordingly. Observe:

Are Michael and Jane interested in the job opening?

O Michael e a Jane estão interessados na vaga de emprego?

Is Michael interested in Michelle?

O Michael está interessado na Michelle?

SIMPLE PRESENT – VERB TO BE Interrogative Form

As you can see in the examples, the main verb agrees with and is placed right before the subject.

It is not hard to tell that the verb to be is very different from the other verbs. It is used in the formation of a very common expression: there be. It is used to indicate the existence of something or someone, and it must agree with the noun to which it refers. Take a look:

In every negotiation there are opposing objectives – other than that, there is no need to negotiate.

Em toda negociação existem objetivos opostos – do contrário, não há necessidade de se negociar.

THERE BE Affirmative Form

There are is the expression there be conjugated in the plural. This is because it refers to opposing objectives, which is plural. In the same example, we have there be referring to the existence of another element in the sentence, no need, which is singular, so the expression is conjugated as there is. As you can see, there be is in the affirmative form here.

Now, take a look at there be in the negative form:

THERE BE Negative Form

Singular

there is not / there isn’t + singular noun

não tem / não há / não existe + substantivo no singular

Plural

there are not / there aren’t + plural noun não têm / não há / não existem + substantivo no plural

To form the negative structure with there be, just add not after the conjugated verb according to the element to which it refers. In the singular, this conjugation is there is not, which can be contracted as there isn't. In the plural, the conjugation is there are not, which can be contracted as there aren’t.

Now, here is the interrogative form:

THERE BE Interrogative Form

Singular

is there + singular noun

tem / há / existe + substantivo no singular

Plural

are there + plural noun

têm / há / existem + substantivo no plural

In the interrogative, we invert the order of there and be. The verb to be comes first, then there and the noun to which it refers. Again, the verb agrees with the noun, and the structure becomes are there in the plural and is there in the singular.

In this chapter, you’ve learned about the simple present of the verb to be and other

verbs. You’ve also learned about subject pronouns, as well as how to talk about existence using there be. If you want to learn more about these topics, you can refer

to the Grammar Guide section at the end of your book.

GRAMMAR GUIDE

Simple Present – Other Verbs Page 254 Simple Present – Verb To Be Page 260 Spelling Rules – Third Person Present Page 264

Subject Pronouns Page 266

There + To Be Page 276

1. Do y ou w ant 2. He loses 3. I don ’t do / I do not do 4. I need / I hav e 5. does not negotiate / doesn ’t negotiate 6. Do the y w ork

Am I? Y ou ar e not / Y ou ar en ’t He is / He ’s She is not / She isn ’t Is i t? W e ar e / W e’r e Y ou ar e not / Y ou ar en ’t Ar e the y?

tiv ity A – Ans w er s Ac tiv ity B – Ans w er s

Part 5.

Activities

Affirmative I am

You are ( 3 )

She is / She’s It is / It’s ( 6 )

You are / You’re They are / They’re

Negative

I am not / I’m not ( 2 )

He is not / He isn’t ( 4 )

It is not / It isn’t We are not / We aren’t ( 7 )

They are not / They aren’t

Interrogative ( 1 )

Are you...?

Is he...?

Is she...?

( 5 ) Are we...?

Are you...?

( 8 ) A. Complete the table with the correct form of the verb to be.

B. Fill in the blanks with the appropriate words according to the translation.

1. your interest to prevail at any cost?

Você quer que seu interesse prevaleça a qualquer custo?

2. customers to cheaper rivals.

Ele perde clientes para rivais mais baratos.

3. my job.

Eu não faço o meu trabalho.

4. to win this account.

Eu preciso ganhar esta conta.

5. Bret with the suppliers.

O Bret não negocia com os fornecedores.

6. here?

Eles trabalham aqui?

Lose-Lose

Outcome The Lose-Lose Outcome

2

Think for a second.

Can you imagine how many possible outcomes can emerge when you have a group of people with different objectives trying to reach an agreement?

I bet you did not paint a pretty picture in your mind. And I don’t blame you.

Things may very well go south.

And I’ll tell you what, this is probably one of the easiest outcomes to be reached when you gather a group of people with little or no reflection at all on what a negotiation is made of.

As you saw in the last episode, there are two major aspects for every negotiation to happen: two or more people with different objectives who have a relationship of any kind. These are the two aspects negotiators should always keep in mind and give equal importance to.

Problems start to arise when they are unbalanced.

If they either cherish the relationship they currently have with the other person so much to the point that they fail to pay attention to their objectives, or if it is the other way around, that is, if they completely disregard the relationship and focus merely on their objectives, a lose- lose outcome is bound to happen.

Let me paint a picture for you:

THE LOSE-LOSE OUTCOME

In this chapter, you will learn how to use superlatives and how to express probability. You will also take a further look into idiomatic expressions.

Now, look at the script of The Lose-Lose Outcome.

Part 1.

A person has worked at the same company for some years and has developed a relationship with her teammates and leaders. This person has been offered another position in another company she would really love to take. But she misses the chance because she doesn’t quit her job. As a matter of fact, she doesn’t even approach the subject with her boss and colleagues.

It’s not uncommon for us to stall to approach delicate subjects or to just put up with certain attitudes and behaviors we should not just because we want to avoid conflict. We are afraid that, if we approach the subject, we might end up facing emotional distress and eventually jeopardizing the relationship. This is the worst mistake we can make: fail to negotiate.

In short, by overestimating the relationship you already have, you miss the chance to achieve your goals and to improve the relationship.

But there is still another situation that can lead you to a lose-lose outcome. Disregarding that you should cherish the relationship. When all parties in a negotiation only care about achieving their personal goals, and only have their own interests and no one else’s in mind, the most likely outcome is that there will be no agreement whatsoever.

Turns out no one achieves any goals, and the relationship has probably worsened after the negotiation.

Lose-lose outcomes might happen even with experienced negotiators.

We are all human, and it’s not hard to get carried away by emotions.

Learning the course that takes us to the easiest, yet least desirable, outcome for negotiation will certainly help us recognize and avoid it.

A NEGOCIAÇÃO PERDE-PERDE

Pense por um segundo.

Você pode imaginar quantas negociações possíveis podem surgir

quando você tem um grupo de pessoas com objetivos diferentes

tentando chegar a um acordo?

Aposto que você não imaginou uma cena bonita. E eu não culpo você.

As coisas podem muito bem dar errado.

E vou dizer uma coisa, este é provavelmente um dos resultados mais fáceis de alcançar quando você reúne um grupo de pessoas com pouca ou nenhuma reflexão sobre como uma negociação é feita.

Como você viu no último episódio, há dois aspectos importantes para cada negociação acontecer: duas ou mais pessoas com objetivos diferentes que têm um relacionamento de qualquer tipo. E estes são os dois aspectos que os negociadores sempre devem ter em mente e dar igual importância.

Os problemas começam a surgir quando eles estão desequilibrados.

Se eles valorizam tanto o relacionamento que têm com a outra pessoa a ponto de não prestar atenção aos seus objetivos, ou se for o contrário, isto é, se eles desconsiderarem completamente o relacionamento e se concentrarem meramente em seus objetivos, uma negociação perde- perde é inevitável.

Imagine esta situação:

Uma pessoa trabalha na mesma empresa há alguns anos e construiu um relacionamento com seus colegas de equipe e líderes. Essa pessoa recebeu uma oferta de emprego em outra empresa que ela gostaria muito de aceitar. Mas ela perde a chance porque não deixou o emprego. Na verdade, ela nem sequer abordou o assunto com seu chefe e colegas.

Não é incomum que enrolemos para abordar assuntos delicados ou que simplesmente toleremos certas atitudes e comportamentos que não deveríamos apenas porque queremos evitar conflitos. Temos medo de que, se abordarmos o assunto, possamos acabar enfrentando um desconforto emocional e, por fim, colocar o relacionamento em risco.

Este é o pior erro que podemos cometer: deixar de negociar.

Resumindo, ao superestimar o relacionamento que você já tem, você perde a chance de atingir seus objetivos e de melhorar o relacionamento.

Mas ainda há outra situação que pode levar você a uma negociação perde-perde: desconsiderar que você deve valorizar o relacionamento.

Quando todos envolvidos em uma negociação só se preocupam em

alcançar os seus objetivos pessoais, e só têm seus próprios interesses em mente sem considerar os dos outros, o resultado mais provável é que não haja qualquer acordo.

Como resultado, ninguém atinge nenhum objetivo e o relacionamento provavelmente vai ficar pior após a negociação.

Negociações perde-perde podem acontecer até com negociadores

experientes. Somos todos humanos, e não é difícil se deixar levar

pelas emoções. Aprender o rumo que nos leva ao resultado mais fácil,

porém menos desejável, para a negociação certamente nos ajudará a

reconhecê-lo e evitá-lo.

Negotiation comes into play when we have two or more people with different or even opposite interests, and they need to come to an agreement. However, differences can be complicated to navigate, and tensions can arise. When thinking about negotiation, most people do not imagine positive things.

In other words:

When you thought about negotiation, I bet you did not paint a pretty picture in your mind. And I don’t blame you. Things may very well go south.

Quando você pensou em negociação, eu aposto que você não imaginou uma cena bonita.

E eu não culpo você. As coisas podem muito bem dar errado.

These sentences contain interesting expressions. Take a look:

I bet eu aposto to paint a pretty picture imaginar uma cena bonita

I don’t blame you eu não te culpo / eu te entendo

to go south dar errado EXPRESSIONS

Most of the aforementioned verbs, except for to blame, should be taken literally; two of them are part of expressions (to paint and to go), and one is being used figuratively (to bet). In the sentence in the example, the verb to bet does not refer to a wager, it is not about gambling; it just expresses how confident you are of something.

Part 2.

I don’t mind working today.

Eu não me importo de trabalhar hoje.

The expression to paint a pretty picture is followed by in your mind. The noun mind refers to the part of a person that makes it possible for them to think, feel emotions, and understand things.

The word mind can also be a verb, to mind. For example:

Mind your own business!

Cuide da sua vida!

Here, to mind means to care about something to the point of being bothered by it. When to mind is followed by another verb, the verb must be in the -ING form.

The verb to mind is also used in another expression:

Note that this sentence is quite emphatic and can sound somehow aggressive. In this expression, the word business means one’s affairs and concerns.

There are several words in the English language that can be either verbs or nouns, such as blame. As a noun, it refers to the responsibility for a bad situation.

For example:

She always gets the blame for his mistakes.

Ela sempre leva a culpa pelos erros dele.

To get the blame means to be held responsible for a mistake or something bad, whether it is true or not.

to get the blame levar a culpa to be held responsible ser responsabilizado(a)

VERBS

When owning up to a mistake, we can use the word fault. Observe:

It’s my fault.

It’s my blame.

É culpa minha.

Here, the noun fault refers to the actual responsibility for having done something bad. It is different from blame, a noun that means an alleged responsibility for having done something bad. We cannot say “it is my blame”, we use the word fault instead.

Now let’s take a closer look at word formation. The word blame can be either a verb or a noun.

But some words, such as adverbs, will be formed differently.

The adverb probably, for example, is formed from the adjective probable and the suffix -LY.

This adverb means there is a probability that something will happen or not, depending on whether the sentence is affirmative or negative. Another adverb that indicates probability and is formed from an adjective and the suffix -LY is presumably.

But not all adverbs are formed from adjectives, and not all adverbs are formed with the suffix -LY. It is the case of maybe. This adverb does not originate from an adjective and is not formed with the suffix -LY, but it also refers to the probability of something happening or not.

Here is a list of adverbs that convey probability:

probably provavelmente

ADVERBS

presumably presumidamente

maybe talvez

Look at these adverbs in sentences:

Things will probably go south.

As coisas provavelmente vão dar errado.

Things will presumably go south.

As coisas presumidamente darão errado.

Maybe things will go south.

As you can see, the adverb maybe is usually placed at the beginning of the sentence, while probably and presumably are often placed before the main verb.

Besides using adverbs, we can also express probability with an adjective:

likely provável ADJECTIVE

Observe an example:

Things are likely to go south.

É provável que as coisas deem errado.

This adjective is commonly used with the verb to be followed by a verb in the infinitive form. In other words, to be likely to + verb. However, the verb to be will be conjugated according to the subject.

And speaking of verbs, some modal verbs are used to talk about probability, such as may and might. Look:

may

poder (possibilidade)

MODAL VERBS

might

poder (possibilidade remota)

Look at may and might used in sentences:

Things may very well go south.

As coisas podem muito bem dar errado.

Lose-lose outcomes might happen even with experienced negotiators.

Resultados perde-perde podem acontecer até com negociadores experientes.

The verb may conveys a sense of probability to the expression to go south. It means there is a chance that this will happen. Might conveys a sense of remote possibility to the verb to happen. It implies a lower probability than may.

In the second previous example, we have the expression lose-lose. It refers to a situation in which everybody loses. The opposite of to lose is to win. There is another expression, win-win, which refers to the opposite situation, in which everybody wins. Take a look:

This is a win-win situation.

Esta é uma situação ganha-ganha.

So far, you have seen several examples of words to speak of some degree of probability.

However, some adverbs express a high level of certainty, such as:

surely seguramente

ADVERBS

positively/certainly positivamente/certamente definitely

definitivamente

These adverbs stem from an adjective + the suffix -LY: sure + -LY for surely;

definite + -LY for definitely; positive + -LY for positively, and certain + -LY for certainly.

Now observe them being used in sentences.

Learning the course that takes us to the easiest, yet least desirable, outcome for a negotiation will certainly help us recognize and avoid it.

Aprender o rumo que nos leva ao resultado mais fácil, porém menos desejável, para a negociação certamente nos ajudará a reconhecê-lo e

evitá-lo.

Certainly refers to the verb to help, giving it a sense of high certainty. It could be replaced by surely or positively and maintain the same sense of high certainty. This sense of certainty is reinforced by the modal verb will. There are two superlative adjectives in this sentence: easiest and least desirable. Superlatives are adjectives that express the highest degree of a particular quality. These adjectives refer to the outcomes, a plural noun that means results. The previous example means that even very experienced negotiators may be tempted to choose the easy way out.

And here is one of the consequences that may take place on such occasions:

If people completely disregard the relationship and focus merely on their objectives, a lose-lose outcome is bound to happen.

Se as pessoas desconsiderarem completamente o relacionamento e se concentrarem meramente em seus objetivos, é bem provável que um resultado

perde-perde aconteça.

This sentence states that a lose-lose outcome is bound to happen. Bound is an adjective that forms the expression to be bound + to + verb, which means something is very likely to happen. This is yet another way to talk about probability with an adjective. Bound can have different meanings according to the context, which is common in the English language.

Moreover, there are two adverbs in this sentence, both formed by an adjective and the suffix -LY: completely, which has the same meaning as totally or entirely. The other adverb is merely, and it means only, simply, nothing more. It could be replaced by just.

Observe the following list:

ADVERBS

totally totalmente

completely completamente

merely meramente

just apenas

entirely

inteiramente

As previously seen, the word just can be an adverb synonymous with merely, as in the following sentence:

It’s not uncommon for us to stall to approach delicate subjects or to just put up with certain attitudes and behaviors we should not just because we want to avoid conflict.

Não é incomum que enrolemos para abordar assuntos delicados ou que simplesmente toleremos certas atitudes e comportamentos que não deveríamos apenas porque

queremos evitar conflitos.

The previous sentence brings interesting verbs, such as to stall, which means to deliberately delay something or someone. Here, the verb to approach means to tackle, to deal with something. The phrasal verb to put up with means to tolerate. The verb to want means to desire or to have a desire for something, and to avoid means to prevent.

There is a modal verb in this sentence: should. In the example, it is used to say what is the correct or best thing to do.

The adverb just is a synonym for merely, but this word can have different meanings in different contexts. For example:

You should approach just one topic at a time in a negotiation.

Você deve abordar apenas um tópico por vez numa negociação.

In this sentence, just means nothing more than the amount of topics that is mentioned in the sentence, which is one. In this case, just is a synonym for only, another adverb.

But it can still have a third meaning.

A cup of coffee is just what I need.

Uma xícara de café é exatamente o que eu preciso.

In the previous sentence, just is the same as exactly.

Just is not the only case of a word with multiple uses. The words still and yet can also be applied in different contexts.

Observe these words in sentences: