Exercise 14.

⇐ ПредыдущаяСтр 20 из 25Следующая ⇒

Before reading. Use a dictionary to find out the meaning of the following words:

1) to sound out ………………………………………………………………

2) beforehand ……………………………………………………………….

3) expectations ……………………………………………………………..

4) to handle …………………………………………………………………..

5) to bear in mind ……………………………………………………………

6) to arouse……………………………………………………………………

7) temptation …………………………………………………………………..

8) prospect …………………………................................................................

9) pitfall ……………………………………………………………………..

10) to drag on ………………………………………………………………..

11) to bow to ………………………………………………………………...

I. Read the text about negotiations and choose the best title from the following:

1. Unsuccessful negotiations and how to avoid them.

2. How to make negotiations effective.

3. Skills for successful negotiations.

4. Bargaining and making concessions

In business negotiations good people skills, mutual respect and trust are absolutely essential. One of the aims of the first meeting is therefore for the two parties to develop trust and soundeach other out.

This phrase can be made easier if you do your homework beforehand. Doing your homework means finding out as much as you can about the company you are dealing with, about its needs and expectations, and about its negotiating style. It also means defining precisely what you want and what your conditions are, as well as deciding in advance what kind of concessions you are willing to make. If you are clear about those points and generally feel well-prepared, you will be able to handle the bargaining stage much more effectively.

In this second phase, what you should be aiming for is a win-win situation. Obviously, it is easier to reach an agreement if both parties take away something from the deal. Getting to a win-win situation clearly requires a number of special skills, such as making concessions. There are three key issues to bear in mind when making concessions. Firstly, it may not be a good idea to start with your biggest one, as your prospect may then think you are desperate to strike a deal.

On the other hand, starting small and making gradually bigger concessions is not recommended, either, as this may arouse unrealistic expectations. Secondly, resist the temptation to make a concession whenever your prospect grants you one.

And thirdly, make sure your prospect is fully aware of the value of every concession you make.

Let us now turn briefly to three serious dangers which often lurk behind negotiations. The first pitfall to avoid is to allow the negotiation to drag on indefinitely. Agree on a schedule at the outset, and keep to it. The next one is the unwillingness to admit that your prospect’s arguments may be right and yours wrong. Finally, never exert undue pressure on your prospect either. Ultimatums, for instance, have no place in effective business negotiations.

II. Now read the text again carefully and do the tasks given below.

Exercise 1. Translate the following word combinations into the Russian language.

1) to sound out ……………………………………………..

2) to do something beforehand …………………………………………….

3) to find out the needs and expectations ……………………………………

…………………………………………………………………………….

4) to decide in advance …………………………………………………….

5) to reach an agreement ……………………………………………………

6) to take away something from the deal ………………………………….

…………………………………………………………………………..

7) to make a concession …………………………………………………….

8) key issues ………………………………………………………………

9) to bear in mind ………………………………………………………….

10) to arouse unrealistic expectations ……………………………………….

…………………………………………………………………………….

11) to resist the temptation ………………………………………………….

12) to lurk behind ………………………………………………………….

13) to turn to

Exercise 2. Find words or phrases in the text which mean the following:

1.	(business) a possible or likely customer
2.	(formal) to allow someone to have or do what they want
3.	(adj) felt or done in the same way by each of two or more people
4.	to wait, sometimes hiding in order to frighten, annoy or attack something
5.	a problem that is likely to happen in a particular situation
6.	to continue for longer than you want or think is necessary
7.	to decide together what will be done and how it will be done
8.	from the start (beginning) of something
9.	to follow an agreement or a rule
10.	to agree to do what someone wants you to do although you do not want to
11.	(formal) to use influence, authority or power in order to affect or achieve something
12.	(adj) (formal) not necessary or reasonable
13.	to try to find out someone’s opinions, ideas, feelings by talking to them

Exercise 3. Give the Russian equivalents to the following word combinations:

1.	mutual respect
2.	to make concessions
3.	to do something beforehand
4.	to develop trust
5.	the negotiating style
6.	to feel well-prepared
7.	to handle the bargaining stage
8.	to aim for something
9.	to take away something
10.	to reach an agreement
11.	to bear in mind
12.	to strike a deal
13.	to arouse unrealistic expectations
14.	to resist the temptation

Exercise 4 Read the text again and define whether the statements are true (T)

or false (F):

1) One of the aims of the meeting is to win respect and develop trust

2) In business negotiations you shouldn’t be prepared beforehand.

3) If you want to win, you know exactly about the needs and expectations

of the company you negotiate to.

4) There three dangers that lurk behind negotiations.

5) Ultimatums are allowed to take place in effective business negotiations.

6) Always start with your biggest concession.

7) It is easier to reach an agreement if both parties take away something from the

deal.

8)Doing your homework means defining what you want and what kind of concessions you are willing to make.

⇐ Предыдущая 15 16 17 18 192021 22 23 24 Следующая ⇒

Поделиться с друзьями:

mylektsii.su - Мои Лекции - 2015-2024 год. (0.009 сек.)Все материалы представленные на сайте исключительно с целью ознакомления читателями и не преследуют коммерческих целей или нарушение авторских прав Пожаловаться на материал