- •С.С. Алешкевич
- •«Кооперативное образование», 2008
- •2.2. Требования к уровню освоения дисциплины
- •2.3. Взаимосвязь дисциплины «Иностранный язык» с другими дисциплинами учебного плана
- •2.4. Особенности изучения дисциплины «Иностранный язык»
- •2.5. Структура курса
- •3.2. Рекомендуемая литература
- •3.3. Средства обеспечения освоения дисциплины
- •Part I theme 1. Speech etiquette. Getting acquainted with people
- •I am a student
- •Theme 2. Problems of modern youth. System of education
- •I. Find the English equivalents in the right-hand column for the following:
- •II. Do multiple choice test
- •2.2 Education of Great Britain
- •Education in Great Britain
- •The general name of a first dergree in Britain is____
- •Identifying symbols of the four nations
- •Some historical and poetic names
- •3.2 Great Britain's history
- •Theme 4. International business contacts of modern youth
- •4. Write a Code of Conduct for your group. Review sample Codes of Ethics or Codes of Conduct from several professional groups at this web site:
- •5. Complete Questionnaire on Ethics of Gift Giving.
- •Theme 5. Economy: basic problems. Environment protection
- •5.2 Environment protection
- •Inter-dependence
- •How Much do you Know about Waste?
- •Waste Reduction Habits
- •Theme 6. Mass media. Advertising. Internet.
- •6.1 The media
- •6.2 Advertising
- •Types of advertising: Product and Institutional Advertising
- •Part II theme 7. Specific features of the future profile.
- •1. Find the Russian equivalents in the right-hand column for the following:
- •2. Choose the proper translation.
- •Theme 8. Employment: basic problems
- •The organization
- •The candidate
- •Mastering the job interview
- •Preparing for job-hunting
- •Getting that interview!
- •The interview as a 'transaction'
- •The skills of interviewer and interviewee
- •Theme 9. The role of foreign language
- •The board Managing Director or Chief Executive
- •Theme 11. Business english. Деловая корреспонденция. Структура делового письма.
- •123 King's Crescent, Brighton, br3 6jf
- •Hall & co. Ltd Builders' Merchants
- •Veto Sport ag
- •Theme 12. Negotiation. Contract.
- •Striking a better deal
- •Put the horse before the cart
- •Always comparison shop
- •Create your game plan
- •Lead the Dance
- •Theme 13. International co-operative movement
- •1) To know
- •Содержание
- •Алешкевич Сергей Сергеевич Кожевникова Анна Сергеевна иностранный язык
- •308023, Г. Белгород, ул. Садовая, 116а
Striking a better deal
Once you have reached an agreement, you should then see if you can find ways of improving the deal for both sides. Supposing he's agreed to buy eighty tons of your product the month after next. It would help you if he would order 100 tons, because that's a truckload, and it would help you if you could deliver a month early because you have a slack month coming up. That gives you two financial inducements which you can offer him.
The important thing is that the improvements have got to work for both sides, and the same goes for concessions. You should never just give them away, always trade one concession for another. So you always say to somebody: 'If you will do that, I can do that.' If he offers to give you a concession for nothing, of course, then you just take it and keep quiet. It means he's never done a course on negotiating.
Have you ever tried to negotiate a deal for software, computer equipment, or consulting services with a technology company? The task can be daunting. Unfortunately, the sales forces of most IT companies are armed to the hilt with techniques to get the best deal for them, and not necessarily the best deal for you. And even worse, most of us computer folk (like myself) have never been trained in the art of negotiation, so it can be difficult to spot a snake in the grass. Before you begin negotiating a technology deal, know what you're getting in to.
Solicit, Don't Be Solicited
I receive at least three calls each day from technology vendors interested in selling something: hardware equipment, software tools, consulting services, etc. Usually, these calls are "cold". My name somehow landed on a telemarketing list in the hands of some vendor who is calling me out of the clear blue sky hoping that what they sell somehow matches what I need. You can waste hours on the phone letting some non-technical, script-reading, telemarketer or sales representative chew your ear off about their latest and greatest gizmo. Very rarely do these types of calls ever translate into a real business opportunity.
The most popular cold call opening is "Good morning. This is Joe from the XYZ software company. We offer break through whatever solutions to help you reduce your total cost of ownership for whatever. Let me ask you, are you responsible for managing your companies whatever investment?" I get so many of these calls that I can answer them in my sleep. Years ago, I used to engage in some level of discussion with these people and it always went nowhere. Unless you really think they've got something you might want to buy, cut them off immediately. And just like any telemarketer, they have a scripted response for anything. If you answer the above question with "No. I am not". The immediate response will be "Could you direct me to someone in the company that is responsible for whatever". If you hand out a name and number, you're just passing the buck to some other poor soul in your organization. My favorite response is "No. We don't respond to phone solicitations." Nine times out of ten, they will give up. Sometimes, the cold caller will make another run at it and re-state their purpose or as they close the call, sneak in another sales pitch. "Yes sir. I understand. We offer something really great for your company and would love to send you a free trial version at absolutely no cost. It’s free to try." You could be tempted to say "Free? Tell me more." Again, this type of response will just open up the sales speech flood gates and you will be wasting your time trying to get a word in edgeways. Stick to your guns: "As I said. We don't respond to phone solicitations." is the proper response. If they make yet one more run at it, the final blow would be "Not sure if you're deaf, but I said we don't respond to phone solicitations. Tell me your name and transfer me to your supervisor." You will either hear apologies or a dial tone. Either way, you've just gotten yourself off of a call list and will never be bothered again.
If you're interested in buying something, you do the calling, not the other way around.