- •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
1. Distinctive – отличительный, характерный, отличающийся
2. composite – составной, сложный, смешанный, комбинированный
3. to еmbody – воплощать, олицетворять, изоброжать
4. substantive – самостоятельный, независимый
5. ambiguity – двусмысленность, неопределенность, неясность
6. cuisine – кухня, стол, питание
7. sensitive – чувствительный, восприимчивый, неустойчивый, обидчивый
8. sensitive market – неустойчивый рынок (эк.)
9. factional – фракционный, с духом раздора, интриги
10. tо mask – маскировать, скрывать, надевать маску, притворяться
The Chinese Setting
The experience of the past decade indicates that the Chinese conduct negotiations in а way that another sides find distinctive in its atmosphere and characteristics, even though individual elements of the process they are not unique tо the Chinese. PRC (People’s Republic of China) negotiators reflect а composite tradition that embodies their own culture and history.
The American official is likely tо be most impressed by the "Chineseness" of his first visits tо Beijing (Peking) — the self-assured and subtle manner in which officials handle substantive issues, and the cultured ambiguity created by the hospitality of his hosts, the banquet cuisine, and sightseeing trips tо the Great Wall or Forbidden City. These aspects of the negotiating process will be purposefully orchestrated by the Chinese tо create а sense of their country' s great tradition and future potential — and in partial compensation for its current political and economic weaknesses.
The Chinese see politics as а very personalized process, they are very sensitive tо signs of factional leadership conflict. The foreign negotiators often find that their Chinese counterparts will try tо mask internal political processes from his understanding.
B. Increase your vocabulary
Work with the synonyms and the words with a close meaning:
In this section you should use your dictionary. Match the words in the given list (1-5) with their equivalents in the bubbles (a- j). Find out as many words as you can.
1. substantive; 2. distinctive; 3.composite; 4. to еmbody; 5. tо mask;
П. Substitute the words in italics for the most suitable ones from the list of the equivalents mentioned above.
1. The Chinese conduct negotiations in а way that another sides find often distinctive.
2. The Chinese negotiators reflect а composite tradition that embodies their own culture and history.
3.The self-assured and subtle manner in which the Chinese officials handle substantive issues usually impress the foreigners.
4. The foreign negotiators often find that their Chinese counterparts will try tо mask internal political processes from his understanding.
EXERCISE 2. Polish up your comprehension.
Complete the sentences of the text using the words in the box.
1. to invoke –-призывать, взывать к
2. predecessors - предок, предшественник
3. ambivalent - двойственный
4. interlocutor - собеседник
5. to constrain - принуждать, сдерживать, стеснять
6. to contravene - противостоять, противоречить, сопротивляться, идти против