Negotiating Skills

Negotiation is a process where two or more parties with different needs and goals discuss an issue to find a mutually acceptable solution. In business, negotiation skills are important in both informal day-to-day interactions and formal transactions such as negotiating conditions of sale, lease, service delivery, and other legal contracts. Good negotiations contribute significantly to business success, as they help you build better relationships; deliver lasting, quality solutions rather than poor short-term ones that do not satisfy the needs of either party; help you avoid future problems and conflicts. A good negotiation leaves each party satisfied and ready to do business with each other again. Strong negotiators master written, verbal and non-verbal communication. They adopt a conscious, assertive approach to their communication. Good negotiators are flexible, creative, aware of themselves and others. They are also good planners, honest, win-oriented and excellent communicators.

During a negotiation, you may choose to use a passive, aggressive or assertive communication style. Using an assertive style will help to increase your chances of negotiating successful outcomes for your business. Passive communicators are inclined to use ambiguous language, adopt under-confident body language, and give in to demands too easily. Aggressive communicators take a confrontational approach that tends to alienate other parties and destroy negotiations. Assertive communicators, however, are both confident and considerate. These communicators are more likely to keep discussion going and facilitate mutually beneficial agreements. They adopt a strong, steady tone of voice. They are factual rather than emotional or critical. They describe their views, starting sentences with “I” rather than direct criticism starting with “you”.

5) Составьте план текста “Negotiating Skills”, используя ключевые фразы.

Вариант 2

1) Переведите следующие предложения с английского языка на русский:

1. We are of course very familiar with your range of vehicles and are pleased to inform you that we have a new line of batteries that fit your specifications exactly.

2. In the event of delay in delivery of the equipment the Seller is to pay the Buyer a penalty at the rate of 1.0% of the total contract value for every week of delay.

3. A CV or a resume is a summary of your personal details, educational qualifications and work experience, usually sent with an application form.

4. Proposal of items for inclusion in the agenda shall also contain wordings of draft decisions on each proposed item.

5. After the period of guarantee expires the defects shall be eliminated at the Buyers’ expense.

6. Management could be called the art of getting things done through people and other resources.

2) Переведите следующие предложения с русского языка на английский:

1. Мы бы хотели представлять вашу продукцию на нашем рынке.

2. Доходы товарищества в США и Великобритании не облагаются корпоративным налогом.

3. Акция дает ее владельцу право на присвоение части прибыли в форме дивиденда.

4. При написании писем-запросов следует как можно более подробно изложить суть вопроса, сто позволит Вашему деловому партнеру сократить время на составление ответа.

5. Наша фирма состоит из 6 отделов: производственный, торговый, экспортный, отдел кадров и отдел научно-исследовательских и опытно-конструкторских работ.

6. Наше оборудование соответствует наивысшему техническому уровню и удовлетворяет самым строгим требованиям международных стандартов.

3) Вставьте подходящие по смыслу слова. Предложения переведите на русский язык:

a) anticipate; b) anticipation; c) anticipative; d) anticipatory

1. A number of industrial companies are raising prices in …. of future inflation.

2. They help organizations to be more responsive and …. when making decisions.

3. In today’s business world, one has to be …. Being … is the only way to gain advantage.

4. We … that sales will rise next year.

4) Переведите текст на русский язык со словарем:

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