- •Деловые переговоры
- •Managing International Negotiations
- •Unit 1 Managing Negotiations
- •Introduction
- •The Negotiation Process
- •Studying the words
- •Syn to make/to do (Br) a deal
- •To explore (V) – изучать, исследовать
- •Syn. To participate
- •Syn. Order
- •I. Comprehension check Practice 1
- •II. Language work Practice 5
- •Practice 6
- •Practice 8
- •Practice 9
- •Practice 10
- •Practice 11
- •Unit 2 Cultural Differences Affecting Negotiations
- •Studying the words
- •Syn. Vital /significant
- •I. Comprehension check.
- •II. Language work. Practice 3
- •Practice 4
- •Practice 5
- •Practice 6
- •Unit 3 Negotiation Tactics
- •Studying the words
- •I. Comprehension check.
- •II. Language work.
- •Bargaining Behaviors
- •Studying the words
- •Comprehension check
- •Practice 2
- •Language work Practice 3
- •Practice 4
- •Practice 6
- •The Use of Dirty Tricks in Negotiating
- •Studying the words
- •Comprehension check. Practice I Answer the following quotations:
- •II. Language work
- •Practice 5.
- •Section 1. Practice your active English.
- •5. The epitome – воплощение, олицетворение
- •The Three Functions of the Negotiation Process
- •Common Confusion about the Negotiation Process
- •Part 2.
- •To charge; 2. An aim; 3. To solve; 4. A problem;
- •5. Negotiation process; 6. To recognize; 7. A definition;
- •8. To overcome; 9. To negotiate; 10. To permit;
- •Stabilizers, Destabilizers, and Quasi-Mediators
- •Символы
- •3. Какие подарить цветы
- •How Analysis Can Help
- •Facilitating Maneuvers
- •Negotiating Skills Can Be Taught
- •Роль одежды в деловых отношениях
- •The Conventional Perception of Bilateral Negotiation
- •Multi-Party Negotiation
- •The Mediator's Capacity to Raise and Maintain Doubts
- •Quasi-Mediators and Mediators
- •Уместны ли подарки среди деловых людей
- •1. Distinctive – отличительный, характерный, отличающийся
- •The Chinese Setting
- •Negotiation Tactics
- •National Characteristics
- •Negotiating Strategies and Tactics
- •Period оf Assessment
- •Pressure Tactics
- •End Game
- •Визитные карточки
- •Part 6. Japan
- •4. Сondescension - снисхождение The Japanese Setting
- •Communication Patterns
- •The Negotiators
- •Negotiating Strategies and Tactics
- •Guidelines for the Negotiators
- •Восточный этикет
- •The Cherished Independence of the Individual, Avoiding Negotiations.
- •No Fallback Position in Negotiations
- •Manipulating the Symbols of Power
- •Guidelines for Negotiators
- •Этика телефонных разговоров
- •Manipulating the Media
- •Negotiating Strategies and Tactics
- •Fondness for Lofty Principles
- •In International Affairs
- •The Negotiators (Chain of Command)
- •Guidelines for the Negotiators
- •Mежнациональные различия в мимике и жестах
- •The point I wish to stress
- •Texts for rendering and reporting
- •Стиль переговоров южнокорейских бизнесменов
- •Формы приветствия и обращения
- •Правил этикета, которым нужно следовать во время деловых и светских бесед
Practice 11
Complete the following sentences using necessary prepositions
The solution …. this weeks puzzle will be published …. next week’s magazine.
It’s alright, I don’t need a calculator, I can work it … … my head.
You should take extra care …. you dict, or better still, give … smoking.
Alan will take you … a hotel and arrange … your accommodation there.
As a charity, we provide food and shelter … people …need regardless … the reasons … their need.
Many famous pop stars were involved … the recording … the song “We are the world”, to raise money … Ethiopia.
The despute was settled … a way that was acceptable … both sides.
The proposal is … negotiations.
What are they negotiating … them …?
Your computer will only respond … commands given … the correct sequence.
Practice 12
Insert missing words. Use your active vocabulary.
The author’s … in writing this book was to draw attention to the problem of the Maoris in New Zealand.
Anyone who wants to … fluency in a foreign language should buy this dictionary.
Everyone pays the same rate of tax,… whether they are married or singh.
We are prepared to lose money on this …, it’s in our long – term interest.
The offer is …, so feel free to suggest changes.
It took 2 years of… to end the war.
The dance is basically a … of steps repeated over ond over again.
Practice 13
Translate the following sentences into English:
Его банкротство было результатом нескольких необдуманных коммерческих предприятий.
Они заключили сделку, что будут держаться вместе независимо от обстоятельств.
Возможно стоит дать объявление в местную газету.
После переговоров, продолжавшихся почти весь день, нам удалось достичь удовлетворительного соглашения.
Он попробовал начать собственное дело, он бросил его в 1980 году, когда понял, что был близок к финансовому краху.
Хороший менеджер постарается вовлечь всех в процесс принятия решений.
Настоящий профессионал может работать со всяким клиентом, независимо от его возраста, расы и цвета кожи.
Организация здравоохранения – важный вопрос в избирательной кампании правительства.
Последовательность событий, ведущих к войне, очень интересна с исторической точки зрения.
62 процента людей, страдающих сердечными заболеваниями, участвовали в обследовании.
Его можно убедить пересмотреть его решение?
Эта работа будет сделана по частям.
Ей удается переговорный процесс, она знает как идти на компромисс.
Давайте заключим сделку. Я расскажу вам то, что вы хотите знать при условии, что вы никому об этом не расскажите.
Оснащение отеля было великолепным: теннисный корт, плавательный бассейн, несколько баров и хороший ресторан.
Unit 2 Cultural Differences Affecting Negotiations
Americans have а negotiation style that often differs from that of many other countries. Americans believe that it is important to be factual and objective. In addition, they оften make early concessions to show the other party that they are flexible and reasonable. Moreover, U.S. negotiators typically have authority to bind their party to an agreement, so if the right deal is struck the matter can be resolved quickly. This is why deadlines are so important to Americans. They have соmе to do business, and they want to get things resolved immediately.
А comparative example would bе the Arabs, who, in contrast to the logical approach of the Americans, tend to use an emotional appeal in their negotiation style. They analyze things subjectively and treat deadlines as only general guidelines for wrapping up negotiations. They tend to open negotiations with an extreme initial position. However, the Arabs believe strongly in making concessions, they do so throughout the bargaining process, and they almost always reciprocate an opponent's concessions. They also seek to build а long-term relationship with their bargaining partners. For these reasons, Americans typically find it easier to negotiate with Arabs than with representatives from many other regions of the world.
Before beginning аnу negotiations, review the negotiating style of the parties. (Table 4-3 provides some insights regarding negotiation styles of the Japanese and North and South Americans.) This review should help answer certain questions: What can we expect the other side to say and do? How are they likely to respond to certain offers? When should the most important matters be introduced? How quickly should concessions bе made, and what type of rесiрrосitу should be expected? These types of questions help to effectively prepare the negotiators.
NEGOTIATION STYLES FROM А CROSS-CULTURAL PERSPECTIVE |
||
Japanese |
North American |
South American |
Emotional sensitivity highly valued |
Emotional sensitivity not highly valued |
Emotional sensitivity valued |
Hiding of emotions |
Dealing straightforwardly or impersonally |
Emotionally passionate |
Subtle power plays; conciliation |
Litigation not as much as conciliation |
Great power plays; use of weakness |
Loyalty to employer; employer takes care of its employees |
Lack of commitment to employer; breaking of ties by either if necessary |
Loyalty to employer (who is often family) |
Group decision-making consensus |
Teamwork provides input to а decision maker |
Decisions come down from one individual |
Face-saving crucial; decisions often made on basis of saving someone from embarrassment |
Decisions made on а cost-benefit basis; face saving does not always matter |
Face saving crucial in decision making to preserve honor, dignity |
Decision makers openly influenced by special interests |
Decision makers influenced by special interests, which often is not considered ethical |
Execution of special interests of decision maker expected, condoned |
Not argumentative; quiet when right |
Argumentative when right or wrong, but impersonal |
Argumentative when right or wrong; passionate |
What is down in writing must be accurate, valid |
Great importance given to documentation as evidential proof |
Impatient with documentation as obstacle to understanding general principles |
Step-by-step approach to decision making |
Methodically organized decision making |
Impulsive, spontaneous decision making |
Good of group is the ultimate aim |
Profit motive or good of individual ultimate aim |
What is good for group is good for the individual |
Cultivate а good emotional social setting for decision making; get to know decision makers |
Decision making impersonal; avoid involvements, conflict of interest |
Personalism necessary for good decision making |