![]() Главная страница Случайная страница КАТЕГОРИИ: АвтомобилиАстрономияБиологияГеографияДом и садДругие языкиДругоеИнформатикаИсторияКультураЛитератураЛогикаМатематикаМедицинаМеталлургияМеханикаОбразованиеОхрана трудаПедагогикаПолитикаПравоПсихологияРелигияРиторикаСоциологияСпортСтроительствоТехнологияТуризмФизикаФилософияФинансыХимияЧерчениеЭкологияЭкономикаЭлектроника |
Match the words and their definitions. Think of their Ukrainian equivalents.
Answer the questions. 1. What have the researchers studied? 2. What does it mean when negotiators are open-minded? 3. Why to be able to change is considered to be good? 4. What kind of agreement is a good one? 5. Why is it advisable to take a long-term view? Think and discuss. 1. Being patient is a good quality of a negotiator. Do you agree? Why? Why not? 2. Comment on other qualities which are important to make a good negotiator. Complete the sentences with the appropriate form of the words provided in capitals.
5. In his book The Art of Winning, Harry Mills says that most negotiations have seven stages. These are listed below, but in the wrong order. Put the stages in order. What word do the initial letters of the stages spell? A Tie up loose ends Confirm what has been agreed, summarize the details on paper. B Explore each other’s needs Build rapport. State your opening position. Learn the other side’s position. C Ready yourself Prepare your objectives, concessions and strategy. Gather information about the other side. D Probe with proposals Make suggestions and find areas of agreement. E Close the deal Bring the negotiation to a clear and satisfactory end. F Signal for movement Signal that you are prepared to move from your original position. Respond to signals from the other side. G Exchange concessions Give the other side something in return for something you need or want
6. Read seven extracts from a negotiation between two buyers from an exclusive department store in Moscow and an Italian supplier of leather goods. Match each extract (1 - 7) to one of the stages of Harry Mills’s list (A - G).
|