- •Предисловие
- •Методические указания
- •Introduction to the course.
- •Unit 9. Organizing a meeting
- •Part 1. Types of meeting
- •Part 2. The language of meetings
- •Part 3. Agendas
- •Apologies and minutes
- •Part 4. Agenda -- meeting -- the minutes
- •Part 5. A memorandum (memo)
- •Unit 10. Part 1. Making meetings effective.
- •Vocabulary.
- •Improving your skills
- •Vocabulary.
- •Reported questions.
- •Part 2. Setting objectives for meetings. Opening the meeting.
- •It’s interesting to know
- •Unit 11. The function of chairperson Part 1. The role of the chairperson.
- •I don’t know how to chair a meeting!
- •Part 2. Difficult situations at the meeting.
- •It’s interesting to know.
- •Part3. Discussion techniques.
- •Practice file.
- •Skills checklist
- •Unit 12. Know what you want. Part 1. Types of negotiation.
- •The structure of a negotiation.
- •Part 2. Negotiation strategies.
- •Part 3. Preparing for a negotiation: negotiating scenario and negotiating styles.
- •Part 4. Making an opening statement.
- •Unit 13. Getting what you want. Part1. Key principles of negotiating.
- •Vocabulary.
- •Part2. Probing, proposals and counter-proposals, trade-offs.
- •Part 3. Bidding, bargaining an d making concessions.
- •Stop and check.
- •It’s interesting to know.
- •Part 5. Types of negotiator
- •What type of negotiator are you?
- •Unit 14. Not getting what you don’t want. Part 1. Dealing with difficulties - confrontation.
- •Part 2. Confrontational negotiating tactics.
- •Part 3. Negotiating with powerful people.
- •It’s interesting to know.
- •Part 4. Negotiation and diplomacy.
- •Part 5. Reaching agreement. Ending the negotiation.
- •Baseball strike in baseland.
- •Practice file.
- •File card a/1
- •File card b/1
- •File card a/2
- •File card b/2.
- •Language checklist
- •Skills checklist.
- •Culture page.
Skills checklist
Preparation for meetings
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Chair: |
1. Decide objectives 2. What type of meeting (formal or informal, short oк long, regular or a «one-off», internal/external, information-giving/discussion/decision-making)? 3. Prepare an agenda. 4. Decide time/place/participants/who must attend and who can be notified of decision. 5. Study subjects for discussion. 6. Anticipate different opinions. 7. Speak to participants. |
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Secretary: |
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Participants: |
1. Study subjects on agenda, work out preliminary opinions, 2. If necessary, find out team or department views. 3. Prepare own contribution, ideas, visual support, etc. |
The role of the Chair:
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Start and end on time.
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Introduce objectives, agenda.
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Introduce speakers.
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Define time limits for contributions.
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Control discussion, hear all views.
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Summarise discussion at key points.
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Ensure the key decisions are written down by the secretary.
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Ensure that conclusions and decisions are clear and understood.
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Define actions to be taken and individual responsibilities.
Types of meetings:
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decision-making meeting;
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information-giving meeting;
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spontaneous/emergency meeting;
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routine meeting;
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internal meeting;
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customer/client/supplier first meeting or for establishing relationship.
Unit 11
Structure of decision-making meetings:
1. study/discuss/analyse the situation;
2. define the problem;
3. set an objective;
4. state imperatives and desirables;
5. generate alternatives;
6. establish evaluation criteria;
7. evaluate alternatives;
8. choose among alternatives.
The objective of decision-making meetings:
to get a consensus in a time- and cost-effective manner.
Decision-making meetings should end with DECISIONS.
After the meeting:
1. A memorandum should be sent to all participants summarising the decisions taken and the action required.
2. The memorandum should be sent to any interested individuals who were unable to attend.
3. The Chair should seek feedback on the meetings to try to improve future meetings.
M O D U L E 5. NEGOTIATIONS.
Unit 12. Know what you want.
Types of negotiation.
Negotiation strategies.
Preparing for a negotiation: negotiating scenario and negotiating styles.
Making an opening statement.
Unit 13. Getting what you want.
Key principles of negotiating.
Probing, proposals and counter-proposals, trade-offs.
Bidding, bargaining and making concessions.
Types of negotiator.
Unit 14. Not getting what you don’t want.
Dealing with difficulties – confrontations.
Confrontational negotiating tactics.
Conflicts.
Negotiating with powerful people.
Negotiation and Diplomacy.
Reaching agreement.
Ending the negotiation.