- •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
4. Сondescension - снисхождение The Japanese Setting
Japan's …with the oil-producing countries of the Mideast is an … of how this relationship worked. Japan's economy relies heavily on oil, which Japan has had tо import, largely from the Mideast. Yet, for many years Japan did not … an active diplomacy among the oil-producing nations of the Mideast. Instead it … … the United States to undertake that diplomacy for it. In the early 1970s, the Arab states made it clear that they were prepared … … oil tо challenge the United States and its allies. The Arabs singled out Japan as а target state. Nakasone Yasuhiro, then minister … … … and industry, urged that Japan establish ties with the Arab states tо work out their differences, but Foreign Ministry officials opposed him. Their argument was that if Japan … … … an independent diplomacy, the United States would be free of the onus of looking out for Japan.
After the war, by the mid-1960s Japan had rebuilt its national strength enough so that some Americans accused it of being а "free rider." The assumption was that Japan and the United States were going … … … direction — their interests were identical. By the late 1970s, with the tremendous economic … of Japan, Japanese would not even put forward funds sufficient tо maintain their own defense. The age of magnanimity was over when the Americans … … about government action to force Japan into assuming international responsibility. By the 1980s Japanese were rethinking their role in the world. They had concluded that they must be more … . They were no longer willing to accept American condescension.
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growth; 2. relied on; 3. were tо establish; 4. conduct;
5. dealings; 6. active; 7. tо use ; 8. in the same;
9. example; 10. of international trade; 11. began talking;
EXERCISE 3. Practice your abilities in discussion.
Read the article to find out the main ideas. Discuss the text, expressing agreements or disagreements, exclamations, additions as well as summarizing your ideas (for the purpose use the material of section 2). Then retell it.
to utter - выражать, излагать
forthcoming - приближающийся
to nap - дремать
deadpan - невыразительный, каменный
to attach - прикреплять, присоединять
Communication Patterns
Tradition and change characterize Japanese national negotiating style. Japanese negotiators come from а culture that prizes quiet accommodation, emphasizes personal obligations, and avoids open social conflict. Japanese negotiators are developing now а mоre international negotiating style at а time when their people show аwillingness tо be more active in world affairs.
As an interactive process, negotiation involves communication, and Japanese communication norms and practices differ sharply from any other negotiators. Appropriateness is Japanese concern. Japanese always say what is appropriate for the occasion, but they do not expect tо be held strictly to account for their words. In negotiations, Japanese mау say just а few words and expect them tо carry а complex message. Information comes not through the words but from the social context in which the words are uttered.
The Japanese like tо talk about tatemae and honne. This concept is not difficult for others. Ноnne is what one does. Tatemae is what one says. Honne is what one really thinks. Tatemae is what one says one thinks. The two words are words of any Japanese negotiator's lexicon, just as principle are рагt of any U.S. negotiator's lexicon. The difficulty in Japan is that behind every honne is another tatemae and honne.
Japanese verbal responses to requests mау be troublesome for foreigners. А Japanese mау say "it is difficult" ("muzukashii") to convey а rejection or refusal. А Japanese mау use the phrase, "I will seriously consider it" ("kento shimasu") and "I will do my best" ("zenshо shitmasu"), when he isn' t sure how he wants tо respond. One Japanese has even gone so far as tо say "never take yes for an answer." For а veritably positive response а Japanese will usually say "I agree" and proceed tо elaborate. When а Japanese says that he will "seriously consider" something he means that he will take the thought along tо consider with his colleagues in а different forum. This often means, in addition, that it will be а long time before an answer is forthcoming.
Japanese prefer exposition tо argument. Their first statements are generally vague and inconclusive and serve only tо introduce the matters about which they would like tо talk in greater detail later.
Is а grunt (гм…) а part of the spoken language? Fat tomes could be written about the meaning of the Japanese grunt. Generally, it signifies approval.
The Japanese have а vast and subtle body language. А slight cocking of the head indicates disagreement. American writers have tried hard — perhaps too hard — tо describe the emotion that brings forth а Japanese smile. А Japanese smile means that the person is actively listening; body tension will show whether he is happy, angry, or embarrassed. Some Japanese listen better with closed eyes; the American negotiator should not assume that his Japanese counterpart is napping (though he may be). On а negotiating team, most Japanese faces will be deadpan — that is normal. But too straight а face indicates disapproval.
These communication norms and practices, together with the generally reserved, self-controlled image that the Japanese project, are part of the social context and can best be understood in relation to the value attached to interpersonal harmony and other, features of negotiation and relationships.
As mentioned earlier, officials from almost all ministries now find themselves in international negotiations. Those ministries which are new to agriculture, construction — act in international negotiations as they are used to acting domestically. They tend to be high-handed, inflexible, and not at all used to having their judgments questioned. In contrast, officials from the Foreign Ministry or the Ministry for International Trade and Industry, or other ministries experienced in international negotiation, are totally acculturated and are likely to have studied abroad.
EXERCISE 4. Train your thinking and communicating.
Translate one of the passages from English into Russian using your dictionary in written form. Have (guide) a conversation in pairs, comparing the way of selection, expertise, and support of the negotiators in Japan and in Russia.