- •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)
- •Types of resume
- •Sample: Chronological resume
- •Sample: Functional resume
- •Sample: Targeted Resume
- •Cover Letter
- •Interview
- •Cv (Resume)
- •Sample Thank-You Letter
- •Supplementary text
- •Gain a wealth of experience
- •Unit 2 the structure of a company
- •Words to Remember:
- •Text a Basic Forms of Business Organisation
- •Words to Remember:
- •Text b Business structure. Staff of the enterprise
- •Board of Directors
- •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 Opening statement
- •Dealing with conflict
- •Ending / Breaking off negotiations
- •Unit 11 business contracts
- •Contract № 123
- •Insurance
- •Unit 12 transport logistics
- •1 Multimodal ▪ 2 piggyback ▪ 3 intermodal ▪ 4 unaccompanied
- •5 Block train ▪ 6 single-wagon
- •Instructions ▪ fit ▪ distribute ▪ exceeded ▪ diagonally
- •1 Commercial invoice
- •1 Advance payment 2 cash on delivery 3 open account
- •4 Documents against payment 5 documentary credit 6 bank guarantee
Dealing with conflict
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We should focus on positive aspects… We should look at the benefits for both sides … We hope you can see our point of view … Could you tell us why you feel like this? I think we need to consider some fresh ideas … |
Exercise 12 Read the text below. How many ways are suggested to reduce conflict in a negotiation? Suggest your own ways to avoid conflict. Entitle the text.
Conflict may sometimes be an unavoidable step on the road towards agreement. However, in some cases conflict leads to the breakdown of negotiations as one or both sides realize that agreement is not possible. In many cased this is better than agreeing to something which would be against the interests of the people concerned.
When conflict arises, there are several possible actions which may help to resolve conflict in a negotiation:
leave the problem, go on to a different topic and return later to the point at issue
summarize progress and areas of agreement
emphasize the benefits available to both sides
emphasize the loss to both sides of not reaching agreement
restate the issue and wait for a response
change the package
invent the options for mutual gain
offer conditional concessions
adjourn to think and reflect
set up an off-the-record meeting
change location
change negotiator (personal chemistry?)
bring in a third party (mediator?)
consider walking away.
Exercise 13 Read five different statements. All of these are ways of dealing with conflict. Match each statement with one of the following strategies.
1) Adjourn to think and reflect.
2) Summarise progress and areas of agreement.
3) Leave the problem, discuss something else, come back later to the problem.
4) Emphasise the loss to both sides of not reaching agreement.
5) Offer a conditional concession.
Extract 1
I think we’re not really making much progress. Perhaps it would be better to leave this point for a while and come back to it later. Could we talk about a different aspect to the deal, perhaps the question of delivery?
Extract 2
I think it is important to think about what could happen if we do not reach agreement. The most obvious consequence will be that we will both lose market share. The only winners will be our competitors. It could be serious for both of us.
Extract 3
There seem to be a number of problems, but I’d like to summarise the positive elements - issues where we have made progress. First, we agree that we have to settle the dispute between us, we understand how important this is. Second, we agree that the terms of our original agreement need to be changed. Third, we also agree that the change will depend on the different market conditions which affect our products ... These are important points of progress.
Extract 4
Can I suggest we take a short break here? I think it will help if we look at some of the issues that are dividing us. Perhaps we will see areas where we can make a fresh offer.
Extract 5
The point at issue, Mr Cinis, is quite simple. We can offer you an extra 5% discount, but only if the order is increased by 20% over the next three years.