Матеріал до уроку "Ведення переговорів"

Negotiating

Ведення переговорів

Tests

1. Знайдіть відповідний переклад даних слів:

2. Знайдіть синоніми до даних слів:

Negotiation Steps

Step 1

I plan to know the party with whom I will be negotiating. My objective will be keep initial interaction friendly and businesslike.

Step 2.

I expect to share my goals and objectives with the other party. At the same time I anticipate learning the goals and objectives of the other side. If possible, the atmosphere during this step will be one of cooperation and mutual trust.

Step 3

To start the process, specific issues will be raised. I plan to study all  issues before the negotiations begin to identify where my advantages might lie insofar as splitting and combining issues is concerned. Once this has been done, the issues can be dealt with one by one.

Step 4

Once the issues have been defined it is essential to express areas of disagreement or conflict. Only when this have been done will it be possible to resolve the differences in a way that is acceptable for both parties.

Step 5

The key to any successful negotiation is when both parties reassess their positions and determine what level of compromise is acceptable. During this step I plan to remember the giving-get principle (basically, you have to give something in order to get something).

Step 6

The final step is when both parties affirm any agreement that have been reached. I plan to ensure that there is no misunderstanding later by putting the agreements in writing (when applicable), and sending a copy to the other side. Mutual agreement is the ultimate objective of any negotiation.

Summarizing Negotiation Steps

1. Get to know the other, keep it friendly;
2. Share goals, learn the other’s goals;
3. Study all the issues beforehand, raise specific questions;
4. Express areas of disagreement;
5. Reassess positions;
6. Affirm agreements

Fill in the words from the Active Vocabulary

1. This issue was discussed at the _____ meeting
2. He _______ that the project would be completed on time
3. Let’s move to the last item on the _________
4. Details of the meeting were circulated well ________
5. He did not _______ on her to take the job
6. Mention your sources at the end, under the _______ “Bibliography”
7. She _______ shares in the company
8. The prescribed _______ must be strictly complied with

Match the definitions to each of word

1. to state     5. participant
2. pressure    6. limit
3. apology    7. consultancy
4. agenda     8. clear

1.       a statement that tells someone that you are sorry for doing smth wrong or causing a problem;
2.      a company with expert knowledge about a particular subject that provides professional help and advice to other companies;
3.       to express smth in speech or writing, especially in a definite or formal way;
4.      the largest or smallest amount;
5.       obvious and impossible to doubt
6.        someone who takes part in smth;
7.      attempts to persuade, threaten or force someone to do smth;
8.      a list of things that people will discuss at a meeting;

Give the words which correspond to the definitions:

1. Notes explaining what was discussed in a meeting _________________
2. The person who leads the discussion in a meeting _______________
3. A process which sometimes takes a long time in meetings ___________
4. A note which is distributed in a company to remind staff of something ____________
5. A method of decision-making used in some meetings ______________
6. The process of collecting ideas at the start of a meeting ____________________
7. A room where important meetings are held in a company _________________
8. An abbreviation for the topics, which are discussed at the end of a meeting ____________
9. A brief introduction which is given at the beginning of a meeting _______________