- •Types of meetings
- •I. A) Read the dialogues “overheard” during and after the meetings. Translate them.
- •II. Fill in the gaps in the exercise below with the appropriate phrase from the list.
- •1.2. The agenda
- •Instructions
- •Veering off track________________________________________________
- •I. A) Read the dialogues “overheard” during and after the meetings. Translate them.
- •II. Study business idioms and use them in the sentences of your own
- •III. Fill in the gaps with an appropriate idiom.
- •I. Why an agenda is important. Consider the following items, expand them:
- •III. Discuss the following quotations:
- •I. A) Read the dialogues “overheard” during and after the meetings. Translate them.
- •II. Choose the better of the two options to explain the idiom.
- •III. Match the idiom and its explanation
- •II. Read the table below. Comment on “Do’s and Don’ts of a Good Chairperson”. Dwell on the items provided in the table.
- •IV. Соmment on the following quotations.
- •1.4. How to participate
- •I. A) Read the dialogues “overheard” during and after the meetings. Translate them.
- •II. A) Study the following idioms and use them in the dialogues of your own.
- •I. Role Simulation
- •II. Comment on the following sayings concerning the role of a chairperson.
- •2.1. Presentations
- •2.2. Negotiations
- •Read the paragraph below. What is the aim of negotiation?
- •Negotiations: Distributive and Integrative
- •Read the paragraph below and identify the skills which are essential for an effective negotiator.
- •Read the text about some commonly used tactics and guess how they call them in negotiations. Explain your choice.
- •Explain what the words in bold type in the text mean.
- •I. A) Read the dialogues “overheard” during and after the meetings. Translate them.
- •II. Complete the idioms below with the words from the box:
- •III. Match the idioms in Exercise II to these definitions.
- •IV. Complete the sentences with the idioms from Exercise II in the correct form.
- •V. Study the following idioms and make up your own sentences with them.
- •Work in pairs. Role play the dialogues according to the instructions provided in the table below.
- •Role Simulation
- •III. Comment on the following quotations
- •2.3. What makes a good negotiator
- •Match social styles below with their descriptions. Explain your choice.
- •Look up in the dictionary the adjectives in bold and provide their definitions
- •Now match four social types with the ways of treating and fill in the sentences taken from the text.
- •The phrasal verb to pin somebody down most probably means
- •I. A) Read the dialogues “overheard” during and after the meetings. Translate them.
- •II. Complete the idioms below with the words from the box:
- •III. Match the idioms in Exercise II to these definitions.
- •IV. Complete the sentences with the idioms from Exercise II in the correct form.
- •V. Study the following idioms and make up your own sentences with them.
- •2) To go for broke - to risk everything in hopes of getting something. It can also mean to try very hard or exert much effort
- •Talking Point
- •I. Role Simulation
- •Comment on the following quotations
- •Scan the paragraph below. What elements are essential to conclude any diplomatic negotiations?
- •Skim the paragraph below and highlight the purpose of convincing, bargaining and concessions in the process of diplomatic negotiations
- •Scan the paragraph below and highlight the main difference between types of negotiations
- •Read the paragraph below and identify the skills which are essential for an effective negotiator
- •Introduce yourself
- •Survival Language
- •In(5) over(2) by(2) of(2) to(1)
- •Include, mention, look, turn, draw, point, focus, think, refers
- •Emphasizing
- •Softening
- •Very positive correct very well encouraging increasing
- •100 Topics for Presentations
- •I. A) Read the dialogues “overheard” during and after the meetings. Translate them.
- •II. Read 7 ways to sabotage a first impression. Can you think of any other things you should avoid not to detract from your presentation?
- •III. How important is the attire of the presenter?
- •IV. Read the dialogues.
- •Improving Image Brand
- •V. Match the definition with the words on the left
- •Talking point
- •Supplement
- •2. Getting to the main business
- •3.Debating the issues
- •Vocabulary unit 1
Read the text about some commonly used tactics and guess how they call them in negotiations. Explain your choice.
Deadlines
Chicken
Defence in depth
Bogey
The Nibble
Snow job
Flinch
Good guy/Bad guy
Auction
Brinksmanship
1)____________________ The bidding process is designed to create competition. When multiple parties want the same thing, pit them against one another. When people know that they may lose out on something, they will want it even more. Not only do they want the thing that is being bid on, they also want to win, just to win. Taking advantage of someone’s competitive nature can drive up the price.
2)___________________ One party aggressively pursues a set of terms to the point at which the other negotiating party must either agree or walk away. This is a type of “hard nut” approach to bargaining in which one party pushes the other party to the “brink” or edge of what that party is willing to accommodate. Successful negotiator convinces the other party they have no choice but to accept the offer and there is no acceptable alternative to the proposed agreement.
3)____________________ Negotiators use this tactic to pretend that an issue of little or no importance to him or her is very important. Then, later in the negotiation, the issue can be traded for a major concession of actual importance.
4) ___________________ Negotiators propose extreme measures, often bluffs, to force the other party to chicken out and give them what they want. This tactic can be dangerous when parties are unwilling to back down and go through with the extreme measure.
5) ___________________ Several layers of decision-making authority is used to allow further concessions each time the agreement goes through a different level of authority. In other words, each time the offer goes to a decision maker, that decision maker asks to add another concession in order to close the deal.
6) __________________ This tactic shows a strong negative physical reaction to a proposal. Common examples of this tactic are gasping for air, or a visible expression of surprise of shock. This can be done consciously or unconsciously. The negotiator signals to the opposite party that you think the offer or proposal is absurd in hopes the other party will lower their aspirations. Seeing a physical reaction is more believable than hearing someone saying, “I’m shocked.”
7) _________________ This approach is typically used in team negotiations where one member of the team makes extreme or unreasonable demands, and the other offers a more rational approach. This tactic is named after a police interrogation technique often portrayed in the media. A positive character will appear more reasonable and understanding, and therefore, easier to work with. In essence, it is using the law of relativity to attract cooperation. The positive character will appear more agreeable relative to a negative one. This tactic is easy to spot because of its frequent use.
8) _________________ This tactic is asking for proportionally small concessions that haven’t been discussed previously just before closing the deal. This method takes advantage of the other party’s desire to close by adding “just one more thing.”
9) __________________ Negotiators overwhelm the other party with so much information that he or she has difficulty determining which facts are important, and which facts are diversions. Negotiators may also use technical language or jargon to mask a simple answer to a question asked by a non-expert.
10) __________________ Give the other party limited amount of time forcing them to make a decision. This method uses time to apply pressure to the other party.