- •Contents
- •Структура підручника
- •Unit 1 looking for a job
- •Words to Remember:
- •Job Hunting
- •Job advertisement
- •An application form
- •Text: Resume or Curriculum Vitae (cv)
- •Sample: Chronological resume
- •Types of resume
- •Cover Letter
- •Interview
- •Supplementary text
- •Gain a wealth of experience
- •Unit 2 the structure of a company
- •Words to Remember:
- •Read the three descriptions of business organisation. Text a Basic Forms of Business Organisation
- •Words to Remember:
- •Text b Business structure. Staff of the enterprise
- •Text c Corporate Culture
- •Unit 3 telephoning
- •Useful language
- •Cross-cultural communication on the phone.
- •Unit 4 marketing
- •What is marketing?
- •Branding
- •If you can make it, they can fake it
- •Unit 5 presentation
- •1. The introduction
- •2. The main body.
- •3. Summarizing and concluding
- •4. Questions and discussion
- •Using visual support
- •Unit 6 promotion
- •Unit 7 advertising
- •Is it important to adapt advertising for different cultures? What differences in advertising have you noticed when travelling abroad?
- •Information sheet
- •Effects of Advertising
- •Unit 8 payment
- •Me and my money
- •Here are some abbreviations you can meet
- •In business documents:
- •Exercise 17 Read and translate the dialogue ‘Discussing the price problem’.
- •Unit 9 business letters
- •Structure of a Business Letter
- •Letters of Enquiry
- •Letters of Offer
- •Letters of Order
- •Letters of Complaints
- •Unit 10 negotiations
- •Effective negotiating requires clear thinking and a constructive approach
- •Stages of Negotiation
- •Unit 11 business contracts
- •Contract № 123
- •Guarantee
- •Unit 12 transport logistics
- •1 Multimodal ▪ 2 piggyback ▪ 3 intermodal ▪ 4 unaccompanied
- •5 Block train ▪ 6 single-wagon
- •Instructions ▪ fit ▪ distribute ▪ exceeded ▪ diagonally
- •1 Advance payment 2 cash on delivery 3 open account
- •4 Documents against payment 5 documentary credit 6 bank guarantee
Unit 10 negotiations
In business you, as in life, don’t get
what you deserve, you get what you negotiate.
Chester L.Karrass
Words to remember:
adjourn – відкладати, відстрочувати (засідання), оголошувати перерву
agenda – порядок денний
bargaining position – позиція для досягнення бажаних результатів на переговорах
be forced – бути примушеним
be to one’s advantage – грати кому-небудь на руку
break off – раптово перервати (розмову)
concede – поступатися, допускати
draw up a contract – скласти контракт
essential conditions – обов’язкові умови
gain concessions – добитись (получати) поступки
go over – перечитувати, повторювати, переглядати
grade – розташовувати за ступенями, відноситися до (якої-небудь) групи, сортувати
in return – в обмін
installation costs – затрати на монтаж
make concessions – йти на поступки
mediator – посередник
mutual gain – взаємний виграш
objective – мета, ціль
off-the-record – конфіденційний, неофіційний, який не підлягає розголошенню, не для протоколу
opening statement – вступна промова
personal chemistry – персональні відносини
postpone a decision – відкласти рішення
preliminary negotiations (talks) – попередні переговори
reject – відхиляти, відкидати, не схвалювати, не приймати, відмовлятися
resolve a conflict – вирішувати (улагоджувати) конфлікт
reversal – скасування, анулювання, повернення
run through – проглянути
shipping costs – затрати на транспортування
venue – місце проведення
win-lose – такий, при котрому одна сторона виграє, а друга програє
win-win – безпрограшний, взаємовигідний
Exercise 1 Complete the following sentences with the words from the box.
information ▪ opening statement ▪ agenda ▪ objectives strengths and weaknesses ▪ visual |
1. Not all negotiations (or meetings) have a formal … . 2. You should know your … and … . 3. Establish your … . 4. Have all the … you need. 5. Prepare any … supports. 6. Prepare an … … .
Exercise 2 Choose words from the box to complete the following sentences.
proposal ▪ reach ▪ unfortunately ▪ possibly ▪ agree postpone ▪ success ▪ but ▪ regret ▪ compromise |
1. …on this occasion we cannot … agreement. 2. I’m sorry we cannot … accept this … . 3. We … that an agreement is not possible today. 4. Perhaps if we … a decision we can agree in the near future. 5. It’s been an interesting meeting … we have not been able to … . 6. We have tried to find a … but it seems without … .
Exercise 3 Pre-text discussion. Discuss the following questions:
What is negotiation? Give your own and official (you can find it in some dictionary or on the Internet) definitions of negotiation.
How would you judge the success of a negotiation?
Is a negotiator necessary while conducting negotiations? What makes a good negotiator?
Exercise 4 a) Read the following extract. According to the writer, are these statements about negotiations True (T) or False (F).
Decide on the most important and less important issues.
Try to guess what the other side thinks.
Note answers to the questions you ask.
Deal with issues in isolation, one at a time.
Make concessions and get a concession in return.
Tough bargaining can combine with a spirit of cooperation.
If there are problems, you have to accept or reject what is being offered.