Unit 2.4. Negotiations (Ділові переговори. Обговорення та вирішення ділових проблем. Елементи усного перекладу інформації іноземною мовою в процесі ділових контактів, зустрічей, нарад.)

Обсяг матеріалу: психологічні та етичні норми ділового спілкування з іноземними партнерами. Ділові переговори. Обговорення та вирішення ділових проблем. Тренінг з проведення ділових переговорів на основі заданих ситуацій у формі рольових ігор. Стратегія і тактика компанії в ділових переговорах.

Студент повинен: знати лексико-граматичний мінімум для ведення ділових переговорів, основні правила проведення ділових переговорів та проблеми, пов’язані з цим;

вміти організувати ділову зустріч прийом. Проводити усний обмін інформацією в процесі ділових контактів, взаємодіяти з партнером.

І. Pre- reading stage: 1) What is the negotiation?

2) What do the effective negotiations promise ?

3) Why is negotiating sophisticated activity ?

1. Study the following words and word combinations:

	armoury	['a:mªr¡]	арсенал;
	cynically	[`s¡n¡kªl¡]	цинічний;
	evidence	[`evid(ª)ns]	підстава, факт, доказ;
	irrelevant	[¡`reliv(ª)nt]	непотрібний;
	negotiate	[ni'gªu¬ieit]	домовлятися, вести переговори;
	negotiations	[ni'gªu¬iei¬n]	переговори;
	party	[`p¦:t¡]	сторона, учасник;
	persuasion	[pª'swe¡¬n]	переконання, переконливість;
	pressure	[`pre¬ª`]	вплив, скрутні обставини;
	rival product	['ra¡v(ª)l]	конкурентно-спроможній товар;
	sophisticated	[sª`f¡st¡ke¡t¡d]	складний, витончений, досвідчений;
	to acquire	[ª'kwaiª]	набувати, здобувати;
	to convince	[kªn'v¡ns]	переконувати, запевняти;
	to have a claim	[kle¡m]	заявляти;
	to jot down	[d¯ot]	коротко записувати.

ІІ. While- reading stage:

1. Read and translate the text: Negotiations

Negotiations are special tуре of meeting in which the parties need each other’s agreement in order to achieve an effective result. Effective negotiations promise some of the biggest prizes – the right deal for the company, a salary rise, a budget increase, etc. Negotiating is sophisticated activity because it requires competence in both communication and language skills and ability to maintain the performance under pressure.

The ability to negotiate is something that everybody ought to acquire. Everyone – from the world statesman negotiating treaties that affect the lives of millions, to the company employee asking for a pay rise – needs certain talents and skills to reach the agreement with other people. This calls for a mastery of the skills of persuasion, compromise, diplomacy, clear speaking, and attentive listening.

“The shortest and the best way to make your fortune is to let people see clearly that it is in their interest to promote you,” commented, somewhat cynically, the 17^th – century French satirist Jean de la Bruyere. It is certain true that one of the basic secrets of persuasion is to convince other people that what is good for you is also good for them. The skilful negotiator is the one whose opponents also come out of the talks feeling well-satisfied with the outcome. Your boss is happy to give you an eight per cent pay rise in order to keep your services and goodwill – and you are happy too, having banked on no more than seven per cent.

Selling and negotiating have much in common. In one you are selling products, in the other ideas. Both usually come down to money. And both involve selling yourself. Once other people view as reliable, you are on the way to success. To become a successful negotiator one should stick to the following guidelines.

Always take the long-term view in negotiations. See them as a campaign, not as a one-off battle. It is possible to lose individual battles and win the campaign. It is equally possible to win individual battles and lose the compaign.

Prepare your case. First of all, you must know your subject. The strongest weapon in your armoury of persuasion is detailed comparison. Collect and set out all facts and figures neatly in tables, or where helpful, in charts and graphs. If you are selling something, you should know what rival products other companies are selling and how your product compares for price, reliability, and service. All this takes time and effort a lot of ploughing through dry documents and extracting what is important. But without evidence you will not convince anyone of anything.

Try to know the other person’s subject too. Put yourself in his or her position. Imagine the counter arguments you might face, and have your replies ready. Practise out loud the answers you will give. Find reasons why agreeing with you is in the other person’s interests. What precisely can your product or idea do for him or his company? During the negotiations be direct about this. Do not waste time, as some inexperienced negotiators do, by going over your early struggles or other irrelevant details. Get to the point and stay there.

Decide on and jot down the order in which you intend to present your arguments – but be prepared to be flexible. Sometimes you may have to change your order, as one tactics is unfruitful and another seems more promising.

Be absolutely clear about what exactly you hope to get out of the negotiations, and what, realistically, you think you are likely to get. Write down beforehand a list in three sections: your minimum demands; your actual demands; your most optimistic hopes. Remember this key point: very seldom both sides get absolutely everything they want from negotiations. So it is useful to have a claim that you are prepared to give way on, to show that you are reasonable and willing to compromise.

Ш Post-reading stage.

Exercise 1 Consult a dictionary read and translate the following words:

A salary rise	to convince	guideline	precisely
a budget increase	skilful negotiator	long-term view	flexible
language skills	to feel well-satisfied	evidence	unfruitful
demand	irrelevant	detailed comparison	weapon

Exercise 2. Complete the sentences with the words from the text

1. Negotiation are a special tуре of meeting in which … .

2. …it requires competence in both communication and language skills… .

3. The ability to negotiate calls for a mastery of the skills of persuasion, … .

4. The shortest and the best way to make your fortune … .

5. The basic secrets of persuasion is to…

6. … the one whose opponents also come out of the talks feeling well-satisfied with the outcome.

7. Selling and negotiating have much in common because in one you are … .

8. To become a successful negotiator … .

9. … view in negotiations.

10. Prepare your case, you must… .

11. The strongest weapon in your armoury … .

12. Try to know… .

13. Imagine the counter arguments … .

14. … you hope to get out of the negotiations.

15. Write down beforehand … .

16. Remember this key point … .

Exercise 3. Put questions to the words given in italics.

1.Negotiations are а special tуре of meeting in which the parties need each other’s agreement in order to achieve an effective result.

2. Negotiating is sophisticated activity because it requires competence in both communication and language skills and ability to maintain the performance under pressure.

3. The skilful negotiator is the one whose opponents also come out of the talks feeling well-satisfied with the outcome.

4. The shortest and the best way to make your fortune is to let people see clearly that it is in their interest to promote you.

5. The strongest weapon in your armoury of persuasion is detailed comparison.

Exercise 4. Answer the following questions.

1) What are the negotiations?