I. Comprehension check.
Practice 1.
Answer the following questions.
Whose negotiation style is characterized by a slow approach to decision-making?
What is the ultimate aim in negotiation for North Americans?
How are South Americans likely to responds to the idea of going through the documents once again to brush every thing up?
What is the difference in the approach to face-saving in decision-making with the Japanese/North Americans/South Americans?
Why do Americans typically find it easier to negotiate with Arabs that with representatives from many other regions of the world?
When should the most important matters be introduced with the Americans?
What type of reciprocity should be expected from the Arabs?
How quickly are Americans likely to make concessions?
How do the Japanese/the North Americans/the South Americans manifest their national traits in negotiation?
What degree of commitment to employer is typical for the Japanese/the North Americans/the South Americans?
Practice 2.
Having an idea of negotiation styles from a cross-cultural perspective decide on the mode of negotiation behavior for the 1) Japanese, 2) the North Americans, 3) the South Americans from a), b), c).
a) Attentive to documentation, quiet and reserved, committed to employer, friendly, respectful, substantial in decision-making
b) Committed to employer, impulsive, passionate, argumentative, respecting the leading role of one individual
c) Impersonal, ready to make early concessions, argumentative, well-organized attentive to documentation, punctual, factual
II. Language work. Practice 3
Find in the text English equivalents for the following word combinations:
Использовать обращение к эмоциям, групповое принятие решений, «сохранение лица», идти на уступки, заключить сделку, иметь полномочия, стиль переговорного процесса, завершить переговоры строить долгосрочные отношения, решить вопрос быстро, общее руководство, постепенный (пошаговый, поэтапный), подход к принятию решений., отсутствие лояльности по отношению к работодателю.
Practice 4
Match the words (1-8) with their definitions in the bubbles (a-j)
1
.
Binding, 2. Valid, 3. Commitment, 4. An appeal, 5. An obstacle, 6.
Valuable, 7.Argumentative, 8. Influence, 9.Subtle, 10. A deadline
Practice 5
Think of suitable words for the following definitions.
Willingness to give time / energy to smth
To finish some work within the time that you have been allowed to do it, especially when it is very important that it is done by that time.
To not have any or enough of something you need of want
To try to achieve something, especially something which may take a long time but which you think is important.
A process that is intended to end an argument between two groups of people
To react to someone’s feelings or actions to wards you by showing the same things for them.