Vocabulary

1. have to be managed – должен управляться, нужно управлять

2. a stated objective – поставленная цель

3. the senior manager – старший управляющий

4. decision-making – принятие решения

5. a rudder – руль

6. long-term or short-term – долгосрочный или краткосрочный

7. a retail shop – магазин розничной торговли

8. ultimately – в конце концов

9. the immediate future – ближайшее будущее

10. ultimate – конечный, окончательный

11. issuing the necessary commands – издание необходимых команд

12. a two-way issue – двустороннее (общение)

13. the management ladder – управленческая лестница

14. organization and personnel charts - карта организации (полномочия отделов) и обязанности персонала

15. the span of control – размах контроля

16. entirely on their own - полностью самостоятельно

17. a delegation – передача

18. the spreading of the workload - распределение трудовой нагрузки

19. pointless – бессмысленный

20. whereas – тогда, в то время как

21. implementation of a plan - осуществление (проведение плана)

22. to remedy – исправлять

23. to spotlight – освещать (выявлять)

24. anticipated cost – ожидаемая стоимость

20. What a businessman should know

The First Four Minutes method. When do people decide whether or not they want to become friends¹? Dr. Leonard Zunin in his book «Contact First Four Minutes» offers this method to anyone interested in starting a new friendship². «Every time you meet someone in a social situation, give him your undivided attention³ for four minutes. A lot of people's whole lives would change if they did just that».

When we are introduced to new people⁴, the author suggests, we should try to appear friendly and self-confident⁵. In general⁶, he says, «People like people who are like themselves». On the other hand⁷, 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 health⁸ or mention faults⁹ 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 should be treated with care¹⁰. If there are unpleasant matters to be discussed they should be dealt with later.

One of the most important skills of a businessman is the skill of negotiating¹¹. Most negotiations are conducted¹² with a view to reaching¹³ a compromise agreement. Both parties together move towards an outcome¹⁴ which is to mutual benefit¹⁵.

This is a range of tactics¹⁶ which can help conduct negotiations. It's no use immediately discussing business matters. The topic at the outset¹⁷ of negotiations should be neutral, non-business». It could be immediate experiences¹⁸, 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 ice¹⁹. The two parties adjust²⁰ 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 agreements covering the purpose, plan, agenda²¹ of a meeting.

Here is some advice to a negotiator²².

1. First discuss major items²³, then minor items.

2. Follow the headlines of the plan one by one.

3. Come over to²⁴ 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 tactics²⁵.

1. Present a problem in general and obtain the other party's view on it²⁶.

2. Look together at the possibilities of joint advantage²⁷.

3. Suggest practical actions to resolve a problem.

If negotiations are difficult and you are in a deadlock²⁸, take time-out. It'll help you build bridges²⁹ between yourself and your partner when you resume³⁰ negotiations.