- •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. Order
23. To solve (v) – решать, разрешать
To solve a problem – решить проблему
To solve a riddle – разгадать загадку
Syn. to work out
A solution to smth (n) – решение чего-либо
e.g. It was a difficult equation, but it took her only 5 minutes to work out the solution
To come to a solution; to arrive at a solution - прийти к решению, принять решение
24. To tend to do smth (v) – иметь тенденцию, склонность делать что-либо
e.g. He tends to arrive late, so don’t worry
Syn. to have a tendency to do smth
e.g. Divorced people have a tendency to live with new partners rather than marry again
25. A venture (n) – рискованное предприятие, коммерческое предприятие
e.g. He failed in all his ventures – все его начинания потерпели неудачу
A joint venture – совместное предприятие двух и более фирм
26. Worth (adj) – стоящий, заслуживающий, имеющий значение
To be worth doing smth – иметь смысл сделать что-либо
e.g. This book is really worth reading if you are going to take the English exam. – Эту книгу действительно стоит прочитать, если вы собираетесь сдавать экзамен по английскому языку.
I. Comprehension check Practice 1
Answer the following questions:
What does negotiation mean?
When is negotiation used?
What examples of negotiations conducted between countries do you know?
What are the main stages of the negotiation process?
What activities are involved in the planning of the negotiation process?
What is the role of interpersonal relationship building in the negotiation process?
Can you call exchanging task-related information the most important step of negotiation; if not, why, why not?
What does the success of the persuasion step depend on?
In which way does the general approach to finalizing the agreement differ with the Americans on the one hand and the Asians and Russians on the other hand?
What is a crucial key to effective negotiation?
Practice 2
Complete the following sentences using the required information from the above text.
Negotiation is used not only to arrive at a solution but also to….
These are several basic steps in the negotiation process such as….
After identifying the objectives, the negotiators would like to attain they….
Giving little attention to the phase of interpersonal relationship building Americans forget that….
At the exchanging task-related information phase, the participants are trying to find out what….
Persuasion is a very important stage of negotiations because….
The phase of agreement can be carried out….
Practice 3
Arrange the main stages of the negotiation process in the correct order
Exchanging task-related information
Agreement
Planning
Interpersonal relationship building
Persuasion
Practice 4
Explain in English (in Russian) what the following words mean.
recapture
an objective
economic expansion
facilities
a joint venture
management
frustration
negotiation
II. Language work Practice 5
Find in the text English equivalents for the following word combinations:
Подход к урегулированию конфликтной ситуации, создавать совместные предприятия, развитие технической базы, выход на прежний уровень доходов, проводить переговоры на международном уровне, управлять переговорным процессом, исследовать возможные варианты достижения поставленных целей, определить последовательность обсуждения проблем, незамедлительно приступить к делу, строительство межличностных отношений, ключ к переговорному процессу, определить позицию по ключевым проблемам, определить область совпадений и различий, выработать окончательное соглашение.