- •Contents
- •Part 1 the language of meetings background
- •Vocabulary Tasks
- •Video Tasks
- •Unit 1 starting the meeting
- •Vocabulary Tasks
- •Video Tasks
- •Draft press release: August 17th
- •Communication Tasks
- •Unit 2 getting to the main business
- •Vocabulary Tasks
- •Video Tasks
- •Communication Tasks
- •Unit 3 debating the issues
- •Vocabulary Tasks
- •Video Tasks
- •Communication Tasks
- •Unit 4 ending the meeting
- •Vocabulary Tasks
- •Video Tasks
- •Communication Tasks
- •Background. Part 1. Units 1-4. Revision
- •Part 2 negotiations unit 1 opening the negotiations
- •What is Visitron’s overall target?
- •Strictly confedential
- •Vocabulary Tasks
- •Video Tasks
- •Communication Tasks
- •Unit 2 clarifying the proposals
- •Vocabulary Tasks
- •Video Tasks
- •Communication Tasks
- •Unit 3 exploring the zone of bargaining
- •Vocabulary Tasks
- •Video Tasks
- •Communication Tasks
- •Unit 4 bargaining
- •Vocabulary Tasks
- •Video Tasks
- •Communication Tasks
- •Unit 5 entering the critical phase
- •Vocabulary Tasks
- •Video Tasks
- •Communication Tasks
- •Unit 6 closing the deal
- •Vocabulary Tasks
- •Video Tasks
- •Communication Tasks
- •Unit 7 settling
- •Vocabulary Tasks
- •Video Tasks
- •Background. Part 2. Units 1-7. Revision
- •Practical tips on negotiating
- •Glossary
Video Tasks
Task I. Answer the questions:
Who arrived on September 23th at Visitron’s head office?
What procedure do both sides agree on?
What is the central message in Parker’s opening statement?
What percentage of total sales do worldwide Small Unit sales represent and what will happen to this figure by the end of the century?
According to Parker, what will happen to the industry by the year 2000?
What are Visitron’s overall targets?
What is Visitron’s main offer in its proposals?
Why is the time available for negotiations limited?
What subject does Kamakura wish to begin with?
Task II. Listen and fill in the gaps with the right words:
We’re ………………. that unless the other ………………… in this industry can ……………………. their …………………… Hyperscan will continue to …………………. their …………………..
Communication Tasks
Task I. Translate the following expressions into Russian, memorise them:
Welcoming (It is vital to establish a good atmosphere in the crucial opening moments of the negotiations.)
May I begin by welcoming you to…
I’d like to welcome you to…
Welcome to…
………………………………………………………………………………
Suggesting a procedure (Provide a structure for the negotiations and present an early opportunity for agreement)
I think we should begin start by drawing up an agenda. We’d like to propose the following procedure. Firstly…
………………………………………………………………………………
Checking agreement (Establish a pattern of cross-checking early on)
Is there anything you would like to change? Can we agree on this? Is this OK with you?
……………………………………………………………………………….. That’s acceptable to us.
That’s fine with us.
………………………………………………………………………………..
Handing over to a colleague (Hand over to other team member smoothly)
I’d like to pass you over to Mrs. Highsmith. Can you answer it, Howard? Over to you, Don.
………………………………………………………………………………
Identifying proposals (With tact and diplomacy find out what is being offered)
What exactly are you proposing? What, in general terms, are you looking for here?
………………………………………………………………………………..
Outlining proposals (Say what you are looking for as concisely as possible)
What we’re proposing is…
What we’re hoping for is…
Our overall objective is…
Our long-term aim is…
………………………………………………………………………………..
Dealing with digressions (Control the direction of the negotiations with polite and tactful signals)
May we leave that till later and look first at…
Can we deal first with…
We’d prefer to start with …
……………………………………………………………………….……….
… the present situation.
Task II. Write your variants of continuing the phrases.
Task III. Find in the unit phrases, illustrating the above-mentioned steps.
Simulation Shortly after the negotiating with Kamakura began, the Visitron board received the following letter from the World Health Authority in Geneva. It marked the beginning of a separate series of negotiations for Visitron with the target of winning one of the largest scanner contracts ever.
Dear Mr. Parker,
Re – World Health Watch programmer
Following our recent conversations, I can now confirm that WHA has received approval from its governing body to launch the World Health Watch program. As you already know, the WHWP will be designed to change the emphasis of our world health care programs from cure to prevention.
One of the main foundations of the World Health Watch will be the establishment of national screening programs in some of the poorest countries of the world. Each program will be equipped to monitor and detect health problems in national populations. As scanning equipment capable of continuous and rapid throughput of patients will be central to these programs, we are approaching the three main suppliers of such equipment to invite them to enter into pretender consultations on this project.
Our estimated requirements are as follows:
128 Large Unit scanners,
384 Medium Unit scanners,
1,920 Small Unit scanners.
These may, of course, be amended following discussions with the manufacturers. Training, maintenance and breakdown facilities will also be required.
We envisage that your help in drawing up the overall specifications of such a program could lead to a rapid processing of tender specifications and contract awards.
We would very much like to meet you to provide more details on the World Health Watch programs and to discuss our requirements.
We look forward to hearing from you at your earliest convenience.
Yours sincerely
Jean Morignot
Commissioner