- •Table of contents
- •Introduction
- •Theme 1 communication
- •1. Communication Structure. How do people communicate?
- •2. Objectives of communication
- •3. Communication skills
- •4. Channels of communication
- •5. Barriers to Communication
- •6. Success in communication
- •Please engage brain before opening mouth
- •7. Basic forms of communication
- •Verbal Communication
- •8. Communication spheres of translators
- •Reader Theme 2. Intercultural communication
- •1. Culture of communication
- •2. Intercultural communication
- •3. Translators in Cross-Cultural Communication
- •4. Culture and entertainment
- •Theme 3
- •Verbal communication
- •1. Verbal Communication
- •Verbal languages
- •2. Culture of verbal communication
- •Verbal Etiquette
- •3. Semantic and social nature of language
- •Introductions
- •3. Verbal Activities
- •Theme 4 telephoning
- •Introduction. Nowadays, even with e-mail and the Internet, the telephone is still the most common means of communication in business. Telephone is very important in modern business operations.
- •Words are missed
- •Words are misheard
- •The message is misunderstood.
- •Reader. Theme 5. Non-verbal communication
- •4.1. Introduction
- •4.2. Classification of non-verbal communication
- •4.3. Intercultural differences in non-verbal communication
- •4.4. Visiting another country
- •4.5. Professional skills of translators
- •Theme 6 Applying for a job
- •1. Introduction
- •2. The application itself
- •If possible make a photocopy of the blank form before you start. Use this to make a rough copy and then you can be sure that the final version is laid out as neatly as possible.
- •3. Interview
- •4. Translator in a job interview
- •Information to bring to an interview:
- •5. Cross-cultural interviews
- •6. Job interviews in the usa compared with other cultures
- •Reader. Theme 7
- •Interpersonal communication at work
- •1. Interpersonal Communication
- •2. Interpersonal skills
- •3. Communication climate
- •4. Relations and Processes in Workplace
- •5. People in the Office Environment
- •Reader. Theme 8. Meetings
- •1. Introduction
- •2. Types of meetings
- •3. Meeting procedure
- •Place a watch or clock in a prominent position so you are able to keep an eye on the time.
- •4. Chairing meetings
- •5. Duties of members (attendees, participants) at a meeting
- •6. Teleconferencing
- •7. International meetings
- •8. Business etiquette of the translator
- •8. Vocabulary. Meetings
- •Writing an agenda
- •An example of formal minutes
- •Reader Theme 9. Negotiations
- •1. Introduction
- •2. Types of negotiations
- •3. Stages in negotiation
- •4. Cross-cultural negotiations
- •1. The basis of the relationship
- •2. Information at negotiations
- •3. Negotiation styles
- •5. Grammar of diplomacy in negotiations
- •10 Being open to negotiation. The -ing forms.
- •12. Verbs patterns with recommend / suggest /advise
- •Reader. Unit 10. Presentation
- •1. Public communication
- •2. Presentation
- •Translator and presentation
- •3. From the life of famous orators
- •4. Preparation to presentation
- •5. Delivering a presentation
- •6. Language.
- •6. Public Communication in different cultures
- •7. Presentation language
Reader Theme 9. Negotiations
1. Introduction
Negotiations are official communication between the representatives of opposing groups who are trying to reach an agreement on matters of mutual interest. Negotiations are a special form of meeting.
In the process of negotiations, interested parties resolve disputes, agree upon courses of action, bargain for individual or collective advantage, and/or attempt to reach results which serve their mutual interests. Negotiation is about bargaining with another party to get something we want. The purpose of negotiation is to reach a fair and reasonable compromise, not to try to do the impossible.
Negotiator is someone who takes part in official discussions, especially in business or politics, in order to try and reach an agreement.
Negotiation occurs in business, non-profit organisations, government branches, legal proceedings, among nations and in personal situations such as marriage, divorce and parenting. Business people negotiate prices and delivery dates. Politicians negotiate over spending public funds. Diplomats negotiate borders and international trade treaties; they negotiate the issues of peace-making and war, strengthen the relations and increase economic cooperation between countries.
In the face of this, we need to have very good negotiating and communication skills. Students must develop both linguistic and non-linguistic negotiation skills. Good negotiating builds our own confidence and natural authority.
2. Types of negotiations
There are basically two types of negotiation. Distributive (competitive, or win-lose) negotiations involve a situation where the negotiating parties have directly opposing goals, or at least there is some sort of conflict, often regarding price or how limited resources should be shared. What is important is getting the best deal possible. Any gains made by party A are regarded as a loss by party B.
Integrative or win-win negotiation is characterized by discussion and exploration where parties focus on what they have in common; they actively seek outcomes where A and B both gain. The aim of win-win negotiation is to find a solution that is acceptable to both parties. Both sides take away something positive from the deal.
Most negotiations are neither wholly distributive nor wholly integrative; it is more of a continuum. One of the key skills of any negotiator is the ability to recognize potential for moving away from a win-lose situation to win-win.
3. Stages in negotiation
The outcome of the negotiation conference may be a compromise satisfactory to both sides, a standoff (failure to reach a satisfactory compromise) or a standoff with an agreement to try at a later time.
Negotiation begins when there is a counter offer made to the original proposal. The counter offer changes one of the variables: price, deliverables, terms or conditions. In the process of negotiations, an acceptable solution must be found. Otherwise, one party, or both, will walk-away from the proposal. The negotiation ends with no agreement reached.
Effective negotiations occur when each party understands the other’s interests and through collaboration, both parties reach a mutually acceptable solution. Collaboration, not competitiveness, or compromise is the key to building long-term relationships and optimizing results.
Phase I. Before the negotiation
Phase 2. During the Negotiation
Phase 3. After the Negotiation
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