10 What a Businessman Should Know

The First Four Minutes

When do people decide whether or not they want to become friends? According to Dr. Leonard Zunin during their first four minutes together in his book, "Contact First Four Minutes", he offers this advice to anyone interested in starting a new friend­ship. "Every time you meet someone in a social situation, give him your undivided attention for four minutes. A lot of people's whole lives would change if they did just that".

When we are introduced to new people, the author suggests, we should try to appear friendly and self-confident. In general, he says, "People like people who are like themselves". On the other hand, we should not make the other person think we are too sure of ourselves. It is important to appear interested and sympathetic, realize that the other person has his own needs, fears and hopes... That is not the time to complain about one's health or mention faults one finds in other people. It is not the time to tell the whole truth about one's opinions and impressions.

Dr. Zunin suggests that these first four minutes together be treated with care. If there are unpleasant matters to be discussed they should be dealt with later.

Tell your friend:

1) what are the five rules that a businessman should keep in mind when he meets someone in a social situation;

2) which of the rules you find especially useful;

3) which of them you follow.

One of the most important skills of a businessman is the skill of negotiating. Most negotiations are conducted with a view to reaching a compromise agreement. Both parties together move towards an outcome which is to mutual benefit.

This is a range of tactics which can help conduct negotiations.

It's no use immediately discussing business matters. The to­pic at the outset of negotiations should be neutral, non-business. It could be immediate experiences, the sort of journey the visitor has had: football, ice-hockey, the morning's newspaper headlines, common interests, etc.

Five per cent of the negotiating time is devoted to breaking the ice. The two parties adjust their thinking and behaviour to one another.

If you want to follow the reaction of your visitor introduce in your speech the question - "Agree?"

At the very beginning of the talks get agreement covering the purpose, plan, agenda of a meeting.

Here is some advice to a negotiator.

1 First discuss major items, then minor items.

2 Follow the headlines of the plan one by one.

3 Come over to the next point after you have resolved the previous one.

There are always differences of view between the parties. Here is some advice on problem-solving tactics.

1 Present a problem in general and obtain the other party's view on it.

2 Look together at the possibilities of joint advantage.

3 Suggest practical actions to resolve a problem.

If negotiations are difficult and you are in a deadlock, take time-out. It'll help you build bridges between yourself and your partner when you resume negotiations.

Topical Vocabulary

to become friends - подружиться, стать друзьями

to start a new friendship – начать новую дружбу

to give smb undivided attention for some minutes – уделить кому-либо неподдельное внимание

to be introduced to – быть представленным (кому-либо)

self-confident - самоуверенный

in general – в общем

on the other hand – с другой стороны

to complain about one’s health – жаловаться на здоровье

to mention faults – упоминать ошибки

to be treated with care – обращаться заботливо

skills of negotiating – навыки при переговорах

to conduct negotiating – проводить переговоры

with a view to reaching – с целью достичь …

an outcome – результат, исход

to mutual benefit – к взаимной выгоде

a range of tactics – ряд ходов, тактика

at the outset – вначале

immediate experiences – свежие события

to break the ice – сломать лёд, нарушать молчание

agenda – повестка дня

adjust – приспосабливать

a negotiator – участник переговоров

major items – главные вопросы

to come over to – переходить (к следующему вопросу)

problem – solving tactics – тактика решения проблем

to obtain one’s view on smth. – узнать чью-то точку зрения на что-либо

joint advantage – общая выгода

to build bridges – строить мосты

a dead lock – тупик, безвыходное положение

to resume – возобновлять, резюмировать

expertise – опыт, знания

Answer the questions:

1. How should you behave when you are introduced to new people?

2. What is the main advice to a negotiator?

3. What is the main advice on problem-solving tactics?

4. Would you like to change your life?

5. What advice will you give to a businessman?