Тема 1

Negotiation

(From http://en.wikipedia.org/wiki/Management)

(1)Negotiation is a dialogue between two or more people or parties, intended to reach an understanding, resolve point of difference, or gain advantage in outcome of dialogue, to produce an agreement upon courses of action, to bargain for individual or collective advantage, to craft outcomes to satisfy various interests of two people/parties involved in negotiation process. Negotiation is a process where each party involved in negotiating tries to gain an advantage for themselves by the end of the process. Negotiation is intended to aim at compromise.

(2)Negotiation occurs in business, non-profit organizations, government branches, legal proceedings, among nations and in personal situations such as marriage, divorce, parenting, and everyday life.

There are two opposite types of negotiation: Integrative and Distributive.

Distributive Negotiation

A distributive negotiation usually involves people who have never had a previous interactive relationship, nor are they likely to do so again in the near future. Simple everyday examples would be buying a car or a house.

Integrative negotiation

Usually involves a higher degree of trust and a forming of a relationship. Both parties want to walk away feeling they've achieved something which has value by getting what each wants. Ideally, it is a twofold process. Integrative negotiation process generally involves some form or combination of making value for value concessions, in conjunction with creative problem solving. Generally, this form of negotiation is looking down the road, to them forming a long term relationship to create mutual gain. It is often described as the win-win scenario.

(3)There are many different ways to segment negotiation to gain a greater understanding of the essential parts. One view of negotiation involves three basic elements: process, behavior and substance. Another view of negotiation comprises 4 elements: strategy, process and tools, and tactics.

When a party pretends to negotiate, but secretly has no intention of compromising, the negotiator is considered to be negotiating in bad faith.

(4)Team negotiations

Due to globalization and growing business trends, negotiation in the form of teams is becoming widely adopted. Teams can effectively collaborate to break down a complex negotiation. There is more knowledge and wisdom dispersed in a team than in a single mind. Writing, listening, and talking, are specific roles team members must satisfy. The capacity base of a team reduces the amount of blunder, and increases familiarity in a negotiation.

1. Подберите русские эквиваленты к следующим выражениям:

reduce the amount of	сократить количество чего-либо
occur in business	происходить в работе, бизнесе
in conjunction with	в связи с чем-либо
gain an advantage for	получить преимущество для
interactive relationship	интерактивная связь
intention of compromising	намерение прийти к компромиссу
produce an agreement upon	заключить договор по чему-либо
satisfy various interests	удовлетворять различные интересы

Тема 2 Выражение своего мнения

1. Подберите русские эквиваленты английских слов:

first encounters	первые встречи
training sessions	тренировки
fund-raising campaign	кампания по сбору средств
elementary school	начальная школа
district superintendent	начальник района
a method for	метод

2. Прочитайте и переведите текст:

Presentation

(fromhttp://en.wikipedia.org/wiki/Presentation)

(1)Presentation is the practice of showing and explaining the content of a topic to an audience or learner. Presentations come in nearly as many forms as there are life situations. In the business world, there are sales presentations, informational and motivational presentations, first encounters, interviews, briefings, status reports, image-building, and of course, the inevitable training sessions.

(2)Although individuals most often think of presentations in a business meeting context, there are countless occasions when that is not the case. For example, a Non Profit Organization presents the need for a capital fund-raising campaign to benefit the victims of a recent tragedy; a school district superintendent presents a program to parents about the introduction of foreign-language instruction in the elementary schools. When looking at presentations in the broadest terms, it's more important to focus on their purpose. There are three basic purposes for giving oral presentations:

1. To inform

2. To persuade

3. To build good will

(3)There are far more types of audiences than there are types of presentations because audiences are made up of people and people come in innumerable flavors. Individuals could be invited to speak to groups all across the country. What the individual says and how they may say it depends on the makeup of those groups. When an individual stands up to deliver a presentation before an audience, its essential that the audience know who the presenter is, why they are there, what specifically they expect to get from your presentation, and how they will react to your message. You won’t always be able to determine these factors, but you should try to gather as much background information as possible before your presentation. There will be times, especially with presentations that are open to the public, when you will only be able to guess.

Audiences can be classified into four basic categories:

1. Captives

2. Pragmatists

3. Socially motivated

4. Committed

(4)A presentation program (also called a presentation graphics program) is a computer software package used to display information, normally in the form of a slide show. It typically includes three major functions: an editor that allows text to be inserted and formatted, a method for inserting and manipulating graphic images and a slide-show system to display the content.