- •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
III. Comment on the following quotations
“If you are planning on doing business with someone again, don’t be too tough in the negotiations. If you’re going to skin a cat, don’t keep it as a house cat.”
Marvin Levin
“If you come to a negotiation table saying you have the final truth, that you know nothing but the truth and that is final, you will get nothing.”
Harri Holkeri
“He who has learned to disagree without being disagreeable has discovered the most valuable secret of diplomat.”
Robert Estabrook
“Let us never negotiate out of fear. But let us never fear to negotiate.”
John F.Kennedy
“Place a higher priority on discovering what a win looks like for the other person.”
Harvey Robbins
2.3. What makes a good negotiator
Starting up
What characteristics are the most important for a good negotiator? Consider them and place in order of priority.
ability to plan
clear thinking under stress
general knowledge and insight
good communications skills
assertiveness
stamina
honesty
ability to recognize and use power,
high self-esteem
open minded and flexible
high aspirations.
READING
Scan the paragraph below and identify what's under the surface when you negotiate?
Many people think sales negotiations are about tactics and strategies. They are, but only on the surface. It’s what’s under the surface that determines whether negotiations work. It’s a buyer’s emotions and values that determine which tactics work and which don’t, when to select certain tactics, and what style to adopt and which to avoid.
A good metaphor for a sales negotiator is a Doctor. As a negotiator you have many tools at your disposal, much as a Physician has many possible solutions for treating a health problem: pills (thousands of different kinds) potions, ointments, shots, physical therapy, surgery, diet, lifestyle changes … there are many options. The more a Doctor knows about you – how you react and respond to different treatments, the better job they can do.
You as a negotiator are no different. You have access to different styles, techniques, tactics, strategies and options in a negotiation. Knowing which to use depends on your knowledge of the other person and their situation. What drives them under the surface? What are their values? Do they have “Hot Buttons” and other things they are “allergic” to?
Don’t make the mistake of thinking that someone doesn’t have values, or that you can’t figure out what they are. Everyone has values, and you can detect them because everyone has behaviors. Observe behaviors, and you’ll have a pretty good idea of what’s under the table with most people. I think it was William James who said, “I’ve stopped listening to what men say. I just watch what they do.”
What does William James mean by saying, “I’ve stopped listening to what men say. I just watch what they do”?
Exercise 1. How can you ensure that you approach people in the correct way? “Knowing About Social Styles” developed by Merrill and Reid, is a theory which is very useful to have a thorough understanding of it when negotiating. In the Social Styles Model there are four basic “styles”, or preferred ways of interacting with others. Merrill and Reid believe that a person’s social style is a way of coping with others. People become most comfortable with that style, in themselves and others.
The Four Social Styles And How You Should Negotiate With Them