- •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
Syn. To participate
e.g. The companies participating in the training have each agreed to provide employment to for successful trainees.
An issue (n) – вопрос, проблема
Major international issues – важные международные вопросы
Syn. a question
a subject
e.g. the school of medicine is holding a series of 12 weekly lectures. Subjects to be covered include stress, exercise and nutrition
To raise an issue – поднять вопрос
To decide/settle an issue – урегулировать, решить проблему
On the issue of… – по вопросу………
e.g. She spoke on the issue of private health care
13. Management (n) – управление, заведование
The management of state affairs - управление государственными делами
Conflict management – урегулирование конфликтной ситуации
To manage (v) – управлять, руководить
To manage a company – управлять фирмой
Syn. to run
To run a hotel – управлять отелем
14. To negotiate with smb for (about) smth – вести переговоры с кем-либо о чём-либо.
e.g. There is no sense in negotiating with him for a pay rise.
To negotiate smth – обсуждать что-либо
e.g. Foreign ministers are meeting at talks in Geneva to negotiate a treaty banning all chemical weapons.
Negotiation (n) – переговорный процесс.
e.g. Problems at work are more likely to be solved by tactful negotiation than by confrontation.
Negotiations (n pl) – переговоры, обсуждение условий
e.g. The present peace negotiations are going very well.
To conduct/carry on/hold negotiations – вести переговоры
To conclude negotiations – завершить переговоры
To enter into negotiations with smb for smth – вступить в переговоры с кем-либо о чём-либо
To wrap up negotiations – завершить переговоры
This proposal is under negotiations – это предложение служит предметом переговоров
A negotiator (n) – лицо, ведущее переговоры, член делегации
A chief negotiator – глава делегации
Negotiable (adj) – договорной, могущий быть предметом переговоров, уступок
At a negotiable price – по договорной цене
e.g. An offer, price, agreement that is negotiable can be discussed and changed before being agreed on.
15. An objective (n) – цель, задача
e.g. One of the objectives behind our current advertising campaign is to in crease sales overseas.
To achieve/ to attain/ to meet an objective – достичь цели
e.g. this company is continually failing to achieve its objectives
Syn. a target
e.g. our target is the release of all political prisoners.
16. An option (n) – предмет выбора
e.g. Spanish is one of the options
Syn. a choice
e.g. Caravan, hotel, camping, youth hostel the choice is endless.
17. Persuasion (n) – убеждение, убедительность
The art of persuasion - искусство убеждения
By force or persuasion – силой или убеждением
e.g. We had to use persuasion to get her to agree.
To persuade smb of smth (v) – склонять, уговаривать, убеждать кого-либо в чём-либо
e.g. He persuaded me of the truth of his statement – он убедил меня в справедливости своих слов
He persuaded me that it was true
Syn. to get smb to do smth (a in informal) expression
e.g. In the end I got them to agree to my plan.
Syn. to talk smb into smth/doing smth
e.g. He is trying to get people to invest in his business, but don’t let him talk you into it.
18. Piecemeal (adv) = by piecemeal – по частям, постепенно
To learn smth (by) piecemeal – изучать что-либо урывками, нерегулярно
e.g. This work will be done piecemeal
19. recapture (n) – взятие обратно, захват вновь
e.g. Recapture of profits – выход на прежний уровень доходов
To recapture (v) – взять обратно, снова захватить
e.g. The prisoners were recaptured after a few hours after their escape
20. Regardless of smth (phr. prep.) – независимо от чего-либо, не считаясь с чем-л., не принимая во внимание что-л.
Regardless of the future – не думая о будущем
Regardless of the expenses – не считаясь с расходами
Regardless of our mistakes – невзирая на ошибки
Regardless of whether we want it or not – независимо от нашего желания
Syn. irrespective of smth
21. To secure (v) – обеспечить, гарантировать что-л.
To secure the liberty of smb – гарантировать кому-л. свободу
To secure a treaty – добиться заключения договора;
To secure an order – получить заказ
To secure a good bargain – заключить удачную сделку
22. (a) Sequence (n) – последовательность, ряд, порядок следования
Chronological (natural) sequence – хронологическая, (естественная) последовательность
Sequence of the seasons – смена времён года
There is little sequence in his argument – в его аргументах не хватает последовательности
His story lacks sequence – его рассказ бессвязан