2015-08-21
1818
Task1. Read and retell the tips.
Before negotiations you should prepare properly:
— Plan your negotiating tactics and strategy.
— Try to find out as much as you can about the company of your opposite number.
— Decide what your sticking points must be.
— Take into consideration the personality and position of your opposite number, his/her strengths and weaknesses.
— Don't forget about general social talk before negotiations, it establishes a good rapport with your opposite number.
— To be successful in negotiating you actually need to listen to the other party. It will help you to avoid misunderstanding and create the spirit of cooperation and confidence.
— Keep your goals and objectives in mind.
— Be prepared to make concessions and compromise.
— When you have reached an agreement, close the deal firmly and clearly. Confirm exactly what you have agreed to.
— Keep your language simple and clear. Take your time and use short words and sentences which you are comfortable with and which are understandable for your partner (opposite number).
— If necessary, ask questions and if there is anything you don't understand, ask for it to be repeated.
Task2. Match the words (left column) to their English equivalents
| 1. properly 2. negotiation 3. successful 4. opposite 5. weaknesses 6. strengths 7. to establish 8. misunderstanding 9. confidence 10. goal 11. concession 12. compromise 13. agreement | слабые стороны недоразумение соглашение уверенность компромисс должным образом переговоры уступка успешный сильные стороны учреждать противоположный цель |
Task 3. Small talk before getting down to business Read the dialogue. Act it out.
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- Good morning! I'm..., Marketing Manager. Here is my card.
- Glad to meet you, Mr.... Will you take a seat, please.
- Thank you.
- Did you have a good trip?
- Yes, it was quite nice, thank you.
- Would you like coffee or mineral water?
- Mineral water, please.
- Here you are.
- Thank you.
- Well, shall we get things started?
(Shall we get down to business?
Let's get (straight) down to business.
Let’s discuss business now.
Let’s get into negotiation.
Well, let’s get things rolling.)
Task 4.Try and memorise the following phrases:
Starting and outlining your position
I'd like to begin by saying
I’d like to outline our aims and objectives.
There are two main areas that we'd like to concentrate on / discuss.
Agreeing
We agree.
This is a fair suggestion
You have a good point.
I can't see any problem with that.
Provided / As long as you….. we will….
