Video Tasks

Task I. Answer the questions:

1. Why does Visitron present the HHS and the VS10 as an indivisible package?

2. What is Kamakura’s response to Visitron’s indivisible package?

3. Why is Yasukawa so worried about magnet supplies?

4. What safeguards does Hamilton offer?

5. What is Yasukawa’s counter-proposal?

6. Do they reach agreement on the question of magnet supplies?

Task II. Listen and fill in the gaps with the right words:

May I just stop you there, Mr. Yasukawa? We have ………………….. this. When sales volumes ……………………. it, we have no ………………….. to producing all components …………………. a joint venture. In the short run, however, we feel it makes sense to take ………………. of the economies of ……………….. in our present …………………. at Basingstoke.

Task III. Read the letter and answer the questions:

1. Why has Kamakura agreed to bring forward the day of the next meeting?

2. What is the next important stage of the negotiations?

3. What new information has Kamakura received since the last meeting?

4. What further information does Kamakura need?

5. How has Parker interpreted this letter?

Dear Mr. Parker,

Thank you for your letter of December 31^st informing us of the latest developments in the Hyperscan offer. Our analyses confirm that a further offer is likely in the near future. For this reason we would be quite happy to bring forward the next meeting between our companies to January 15^th in London.

I can also confirm that we will be presenting our considered response to the Visitron proposals at this meeting. The technical team which visited your laboratories in October has now presented its full report to the Kamakura agreement. We shall therefore be in a position to discuss both the VS10 and HHS projects with you at the forthcoming meeting.

One final thing. We still have not received the promised costings for the VS10 project in Europe. We are particularly interested in the magnet and detector components here and would much appreciate receiving these prior to our departure to London.

We look forward to continuing our discussions.

Yours sincerely

Kenji Yasukawa

Director of International

Corporate Planning

RH - see first para. I think this confirms our strategy. They’ve got almost as much to lose as us if Hyperscan succeeds!

Communication Tasks

Task I. Translate the following expressions into Russian, memorise them:

4.1 Signalling the start of bargaining (Indicate clearly that you are ready to deal)

We’ve studied your proposals and …

We’ve looked at what you have proposed and …

… we’re ready to respond.

I’m pleased to say we are now able to respond to your proposals in detail.

………………………………………………………………………………………………………………………………………………………………

4.2 Responding to proposals (Refer to specific proposals and outline your differences)

As far as your proposals are concerned, this is where we stand.

Regarding your proposals, the way we see things is as follows.

Our basic position is this.

………………………………………………………………………………………………………………………………………………………………

4.3 Restating a position (Repetition, review and restatement allow both sides to build up a picture of the differences between them)

As I pointed out earlier, …

As I have already said, …

Let me repeat what I said before, …

………………………………………………………………………………………………………………………………………………………………

4.4 Identifying bargaining points (Define the obstacles with precision)

One obstacle we see is this.

One main problem for us would be this.

One difficulty could be …

………………………………………………………………………………………………………………………………………………………………..

4.5 Making concessions (Make concessions provisional upon the offer of a quid pro quo)

We’d be prepared to …

We’d be quite happy to …

We’re willing to …

… offer you special terms here.

………………………………………………………………………………

4.6 Qualifying a concession (Define the limits of a concession precisely)

There would be one condition, though.

There is one proviso here, however.

But this would be on the following basis.

………………………………………………………………………………………………………………………………………………………………..

4.7 Making counter-proposals (Rather than say NO to a proposal, make a counter-proposal)

May we offer an alternative?

We’d rather …

We’d like to make an alternative proposal.

Our preferred approach would be …

………………………………………………………………………………………………………………………………………………………………

Task II. Write your variants of continuing the phrases.

Task III. Find in the unit phrases, illustrating the above-mentioned steps.

Task IV. Act as interpreters:

- Господа, разрешите мне поприветствовать Вас от имени нашего совета директоров. Надеюсь, пребывание в нашем городе окажется плодотворным для обеих сторон. Я думаю, нам следует начать с разработки повестки дня. Вы не возражаете?

………………………………………………………………………………………………………………………………………………………

- That’s fine with us. We’d like to propose the following procedure. Firstly, Mr. Collins will outline the scope of our proposals. Secondly, our R&D Manager will sketch the new advantages of his department. And thirdly, we would like to discuss with you the possible ways of collaboration. Is there anything you would like to change?

- Извините, но я не совсем Вас понял. Что именно Вы имеете в виду, говоря о достижениях отдела исследований и развития?

………………………………………………………………………………………………………………………………………………………

- Oh, we are talking about our new products which have been developed this year.

- Спасибо, но я хотел бы напомнить Вам, что мы рассматриваем эту встречу как предварительное заседание, и хотели бы ограничиться обсуждением первого пункта повестки, предложенной Вами.

………………………………………………………………………………………………………………………………………………………

- All right. Then let me hand you over to Mr. Collins, our Marketing Manager.

- Gentlemen, our overall objective is to achieve long-term collaboration with full cost and revenue sharing. What we are hoping for is to enter a new sector of the market, and this leads us on to the subject of your readiness to commit your resources to our project.

- Извините, но Вы не могли бы прояснить один момент? Какие гарантии мы получим, предоставив Вам свои ресурсы?

………………………………………………………………………………………………………………………………………………………..

- Please let me put your mind at rest on this. We have anticipated this question. In the long run all your expenses will be justified by high returns from out state-of-the-art product. In the short run, however, we offer you a fixed-price contract with maturity date two years from now.

- Да, но предположим, что объемы продаж не оправдают наших расходов.

………………………………………………………………………………………………………………………………………………………..

- In this case we’d be prepared to provide you with the licenses in the global market. There’s one proviso here, however. We’ll have to discuss ways of avoiding conflicts of interest.

- Хорошо. Это Ваше окончательное предложение?

………………………………………………………………………

- Yes, that’s our position at the moment.

- Спасибо. Мы изучим Ваше предложение и завтра будем готовы дать ответ.

………………………………………………………………………………………………………………………………………………………..