- •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.
Stop and check.
NEGOTIATIONS VOCABULARY
Exercise 5. Match the word to the correct definition.
|
1. |
agenda |
a) |
a legal document that gives details of an agreement |
|
2. |
compromise |
b) |
meeting between at least two parties that aims to reach an agreement |
|
3. |
proposal |
c) |
plan for the meeting or negotiation |
|
4. |
priorities |
d) |
information used to help make your point in a negotiation |
|
5. |
contract |
e) |
agreement that is between the starting positions of both sides in a negotiation |
|
6. |
evidence |
f) |
most important needs or demands |
|
7. |
negotiation |
g) |
position (maybe a final one) that both sides accept |
|
8. |
agreement |
h) |
offer |
Exercise 6. Preparing for a negotiation.
1. Not all negotiations (or meetings) have a formal a ………………………….……. .
2. You should know your s ……..……..……. and w ……………………..………… .
3. Establish your o …………………………………………………………………… .
Unit 13
4. Have all the i ……………………………………………………….……. you need.
5. Prepare any v …………………………………………….………….……. supports.
6. Prepare an o …………………………………….. s ……………...……………….. .
Exercise 7. About the opening statement.
Mark the following statements as True (T) or False (F).
1. |
Everyone present should make an opening statement. |
|
2. |
The opening statement explains the purpose of the meeting. |
|
3. |
It is a good idea to make positive comments about the other side in the negotiation. |
|
4. |
In most situations it is best to try to work with and not against the other side. |
|
5. |
Both sides usually make an opening statement. |
|
6. |
It helps to try to understand the other side’s point of view. |
|
7. |
The opening statement explains your minimum requirement from the negotiation. |
|
Exercise 8. Bargaining and making concession.
Choose the right alternative from the words in italics.
1. It’s okay with us so long as/whereas you can supply the goods by January.
2. If/Unless the specifications are right we’ll be happy.
3. We won’t pay that price if/unless you increase the quantity.
4. If you ask us to help you then we’ll/we do send someone immediately.
5. If you pay in dollars we had to/will have to pay bank charges.
6. We can offer a discount but only/however if you pay at the time of the order.
7. We can reach agreement unless/on condition that the price is fixed for two years.