- •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
V. Study the following idioms and make up your own sentences with them.
1) hold all the aces - to have all the advantages during the negotiation process
Honestly, they hold all the aces. They have the needed money, a large market share, and a great growth potential.
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
The farmers went for broke during the trial. Fortunately, the law sided with them and granted them absolute rights to their lands.
3) beggars can’t be choosers - this expression means that you should not reject an offer if it is the only possibility you have. You have no choice
4) to get down to the nitty-gritty - begin to discuss the most important points or the practical details
I was interested in the project, but we didn't get down to the nitty-gritty until his partner arrived.
to leave the door open - behave in such a way as to allow the possibility of further action.
Both parties left the door open for further negotiations.
Talking Point
I. Role Simulation
A Spanish manufacturer has produced a new range of expensive leather briefcases. A Swiss retailer is considering placing an order for 300 of each design. The Sales Manager and Chief Buyer negotiate the contract.
The Sales Manager
You are the Sales Manager for the Spanish briefcase manufacturer. You want the retailer to agree the following:
Delivery time: Four weeks after receiving order
Place of delivery: The retailer’s main warehouses in Zurich and Geneva
Price: Top-of-the range briefcase: € 550
Medium-priced briefcase: € 320
Colours: Black and brown
Payment: By bank transfer when goods have been dispatched
Discount: 4% for orders over 100
Returns: Medium-priced brief-cases (easier to resell)
The Chief Buyer
You are the Chief Buyer for the Swiss retailer. You want the manufacturer to agree the following:
Delivery time: Two weeks after receiving order
Place of delivery: Individual retail outlets (16 around the country)
Price: Top-of-the range briefcase: € 550
Medium-priced briefcase: € 270
Colours: Black, brown, maroon, pink
Payment: Two months after delivery
Discount: 10% for orders over 200
Returns: All unsold briefcases returnable up to one year after order
Comment on the following quotations
“When a man says he approves something in principal, it means he hasn’t the slightest intention of putting it in practice.”
Otto von Bismarck
“You’re in a much better position to talk with people when they approach you than when you approach them.”
Pilgrim, Peace
“In business, you don’t get what you deserve, you get what you negotiate.”
Karrass, Chester L.
“A negotiator should observe everything. You must be part Sherlock Holmes, part Sigmund Freud.”
Victor Kiam
“Negotiating means getting the best of your opponent.”
Marvin Gaye
2.4. DIPLOMATIC NEGOTIATIONS
Starting up
A 1. What do you think is in common between diplomatic and business negotiations, in what way are they different?
2. How would you define “diplomatic negotiations”?
3. How are the rules of business negotiations applicable to diplomatic negotiations?
READING
Read the paragraph below. What is the aim of diplomatic negotiation?
Diplomatic negotiation is defined as a process in which divergent values are combined into an agreed decision, and it is based on the idea that there are appropriate stages, sequences, behaviors, and tactics that can be identified and used to improve the conduct of negotiations and better the chances of success.
Diplomatic negotiations between states may encompass a great number of political, economic and technological issues such as energy, food, raw material, resources, trade and technology transfer. These issues have been part of domestic affairs, but now they belong to international and diplomatic concerns. In the past, political affairs were called “high politics”. Other affairs, such as trade, etc., were called “low politics”. Now diplomacy serves development objectives, and is used to alleviate internal problems in such fields as attracting investments and fundraising.