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Syn to make/to do (Br) a deal
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ДЕЛОВЫЕ ПЕРЕГОВОРЫ
Изучаем деловую культуру разных стран мира
Учебно-методическое
пособие по английскому языку
Москва 2005
АВТОРЫ: проф. Кардович И.К.
ст. преп. Ивакина А.В.
доцент Сумарокова В.А.
РЕЦЕНЗЕНТЫ: зав. кафедрой англ. языка ГУГН доцент Мешкова Е.Г.
зав. кафедрой англ. языка МАИ доцент Павловец И.И.
Предисловие
Данное учебно-методическое пособие включает четыре основные части: «Managing International Negotiations”, “Supplementary”, “Conversational Formulas”, “Texts”.
Целью данного пособия является приобретение знаний в области деловых переговоров и знакомство с основной лексикой, используемой в данной сфере экономической деятельности, а также приобретение навыков устной речи.
Представляемое пособие предназначено для студентов 2 курса факультетов: экономического, менеджмента, юридического, коммерции и маркетинга, безопасности экономического развития и налогообложения изучающих предусмотренный программой спецкурс «Деловые переговоры и деловая переписка» и имеет целью познакомить студентов как с теорией, так и с опытом ведения переговоров с разными странами, при этом обогатить словарь студентов профессионально значимой лексикой, помочь усвоить устойчивые языковые структуры, используемые в данной области практических знаний.
Предложенная система упражнений способствует обогащению словаря, обучению чтению специальной литературы, а также приобретению навыков делового общения, позволяет переносить усвоенные умения в практическую сферу деятельности.
Учебный материал рассчитан как для работы в аудитории под руководством преподавателя, так и для самостоятельной работы студентов.
В учебном пособии использована следующая литература:
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1. И.В. Алешина «Поведение и потребители». Учебное пособие для ВУЗов. М.: ФАИР-Пресс, 1999, 384 с.
2. В. Сухарев, М. Сухарев «Психология народов и наций».-Д.: Сталкер, 1997. – 400 с.
3. Цепцов В. «Переговоры: психология, воздействие, практика», М. Изд-во «ИПРАН», 1996 г., 136 с.
4. John W. McDonald, Jr. “How to be a delegate”, Foreign Service Institute U.S. Department of state, 1984
5. Diane B. Bendahmane and John W. McDonald, Jr. “International Negotiation”, Foreign Service Institute U.S. Department of state, 1984
6. Hans Binnendijk, “National Negotiating Styles” Foreign Service Institute U.S. Department of state, 1987
Managing International Negotiations
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UNIT 1
Managing Negotiations
Introduction
Closely related to managing political risk, but deserving of special attention is managing negotiations. Negotiation is the process of bargaining with one or more parties for the purpose of arriving at а solution that is acceptable to all. Negotiation often follows assessing political risk and can be used as approach to conflict management. If the risk is worth it, then the MNC must negotiate with the host country to secure the best possible arrangements. The MNC and the host соuntry will discuss the investment the MNC is prepared to make in return for certain guarantees and/or concessions. The initial range of topics typically includes such critical areas as hiring practices, direct financial investment, taxes, and ownership control. Negotiation is also used in creating joint ventures with local firms and getting the operation оff the ground. After the firm is operating, additional areas of negotiation often include expansion of facilities, use of mоrе local managers, additional imports or exports of materials and finished goods, and recapture of profits.
On а more macro level of international trade are the negotiations conducted between countries. The current balance-оf-тrаdе problems between the United States and Japan is one example of such negotiations. The massive debt problems of third-world countries and opening up trade doors with Eastern European countries are other current examples.
The Negotiation Process
There are several basic steps that can be used in managing the negotiation process. Regardless of the issues or the personalities of the parties involved, this process typically begins with planning.
Planning. Planning starts with the negotiators identifying those objectives they would like to attain. Then they explore the possible options for reaching these objectives. Research shows that the greater the number of options, the greater the chances for successful negotiations. Next, consideration is given to areas of common ground between the parties. Other major areas include: (1) the setting of limits on single-point objectives, such as deciding to рау nо mоrе than $10 million for the factory and $3 million for the land;(2) dividing issues into short- and long-term considerations and deciding how to handle each; and (3) determining the sequence in which to discuss the various issues.
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Interpersonal Relationship Building The second phase of the negotiation process involves getting to know the people on the other side. This "feeling out" period is characterized by the desire to identify those who are reason-able and those who are not. In contrast to many other countries, Americans often give little attention to this phase; they want to get down to business immediately, which is often an ineffective approach. Adler notes that: Effective negotiators must view luncheon, dinner, reception, ceremony, and tour invitations as times for interpersonal relationship building, and therefore as key to the negotiating process. When American negotiators, often frustrated by the seemingly endless formalities, ceremonies, and "small talk," ask how long they must wait before beginning to "do business," the answer is simple: wait until your opponents bring up business (and they will). Realize that the work of conducting а successful negotiation has already begun, even if business has yet to be mentioned.
Exchanging Task-Related Information In this part of the negotiation process, each group sets forth its position on the critical issues. These positions will often сhange later in the negotiations. At this point the participants are trying to find out what the other party wants to attain and what it is willing to give up.
Persuasion This step of negotiations is considered by many to be the most important. No side wants to give away tore than it has to, but each side knows that without giving some concessions it is unlikely to reach а final agreement. The success of the persuasion step often depends on: (1) how well the parties understand each others' position, (2) the ability of each to identify areas of similarity and differences, (3) the ability to create new options, and (4) the willingness to work toward а solution that allows all parties to walk away feeling that they have achieved their objectives.
Agreement The final phase of negotiations is the granting of concessions and the hammering out of а final agreement. Sometimes this phase is carried out piecemeal, and concessions and agreements are made on issues one at а time. This is the way Americans like to negotiate. As each issue is resolved, it is removed from the bargaining table, and interest is focused on the next 4 issue. Asians and Russians, on the other hand, tend to negotiate an agreement on everything and few concessions are given until the end.
Simply put, in order to negotiate effectively in the international arena, it is necessary to understand how cultural differences between the parties affect the process.
Studying the words
1. Acceptable (adj) - приемлемый, подходящий
e. g. This synthetic material is a cheap and acceptable substitute for rubber acceptable to – a condition that is accept to both sides.
Syn. Satisfactory.
to accept (v) – принять
to ~ an invitation – принять приглашение
to ~ an offer – принять предложение
to ~ a present – принять подарок
to ~ a report – одобрить доклад
to ~ smb is views – признать чьи-либо взгляды
to ~ the fact – примириться с фактом
2. An arrangement (n) – договорённость, соглашение
to come to an arrangement – прийти к соглашению
to make an arrangement – сговориться, условиться
to arrange for/about smth – уславливаться, договариваться о чём-либо.
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e. g. It’s difficult to arrange meetings with her when she is so busy
Syn. to organize (also – ise British)
3. To attain (v) – достигать, добиваться
to attain aims/ideals – достичь цели/идеала
Syn. To get/to obtain/to secure
4. To bargain with smb for smth (v) – договариваться, уславливаться с кем-либо о чём-либо, торговаться
e.g. I bargained with the woman who was selling the plates and managed to get them for half the usual price.
A bargain (n) – торговая сделка
To strike/make a bargain – заключить сделку, договориться о чём-либо
e.g. Eventually she struck a bargain with him
Syn to make/to do (Br) a deal
5. A concession (n) – уступка
To make concessions - идти на уступки
Syn. to grant concessions
6. Expansion (n) - расширение, рост, подъём
e.g. A period of rapid economic expansion
To expand (v) – развиваться, расти, увеличиваться
e.g. Trade between developing countries is beginning to expand
Syn to increase
e.g. We expand wine-drilling to increase in Britain and the USA over the next few years
7. To explore (v) – изучать, исследовать
To explore a problem – изучать проблему
To explore the economic conditions of the period – изучать экономические условия периода.
To explore the possibilities of reaching an agreement – изучать возможность заключения соглашения.
Exploration (n) - исследование, изучение
Cosmic exploration – исследование космоса
Oil exploration – изучение месторождений нефти
To carry out exploration – проводить изучение, исследование
e.g. Extensive exploration was carried out using the latest drilling technology
An explorer (n) – исследователь, путешественник (по исследовательским местам)
8. Facilities – средства, устройства, оборудование
Athletic спортивные сооружения
Bathing facilities оборудование пляжа
Lighting осветительные устройства
e.g. Hospitals, schools and other major community facilities
The toilets and other communal facilities were in a shocking state.
9. Frustrated (adj) – разочарованный, расстроенный и неудовлетворенный
e.g. Tim feels really frustrated because, despite his qualifications, he can’t get a job.
Syn. annoyed
10. To give up (v) – оставить, покинуть (родину); отказаться (от работы, предложения, участия в соревновании и т.п.)
To give up studying because of poor health – бросить учёбу из-за слабого здоровья;
to give up the thought – отказаться от мысли;
to give up the attempt – прекратить все попытки
11. To involve (v) – вовлекать, втягивать, вмешивать (кого-л. во что-л.)
To involve smb in trouble – втянуть кого-либо в неприятности
To involve smb in a crime – вовлечь кого-либо в преступление
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To involve a nation in war – вовлечь страну в войну
To be involved in smth – быть втянутым во что-либо
e.g. It was a big scandal. A lot of politicians were involved.
Syn. to take part
e.g. I’d love to take part in the race.
Syn. to participate
e.g. The companies participating in the training have each agreed to provide employment to for successful trainees.
12. An issue (n) – вопрос, проблема
Major international issues – важные международные вопросы
Syn. a question
a subject
e.g. the school of medicine is holding a series of 12 weekly lectures. Subjects to be covered include stress, exercise and nutrition
To raise an issue – поднять вопрос
To decide/settle an issue – урегулировать, решить проблему
On the issue of… – по вопросу………
e.g. She spoke on the issue of private health care
13. Management (n) – управление, заведование
The management of state affairs - управление государственными делами
Conflict management – урегулирование конфликтной ситуации
To manage (v) – управлять, руководить
To manage a company – управлять фирмой
Syn. to run
To run a hotel – управлять отелем
14. To negotiate with smb for (about) smth – вести переговоры с кем-либо о чём-либо.
e.g. There is no sense in negotiating with him for a pay rise.
To negotiate smth – обсуждать что-либо
e.g. Foreign ministers are meeting at talks in Geneva to negotiate a treaty banning all chemical weapons.
Negotiation (n) – переговорный процесс.
e.g. Problems at work are more likely to be solved by tactful negotiation than by confrontation.
Negotiations (n pl) – переговоры, обсуждение условий
e.g. The present peace negotiations are going very well.
To conduct/carry on/hold negotiations – вести переговоры
To conclude negotiations – завершить переговоры
To enter into negotiations with smb for smth – вступить в переговоры с кем-либо о чём-либо
To wrap up negotiations – завершить переговоры
This proposal is under negotiations – это предложение служит предметом переговоров
A negotiator (n) – лицо, ведущее переговоры, член делегации
A chief negotiator – глава делегации
Negotiable (adj) – договорной, могущий быть предметом переговоров, уступок
At a negotiable price – по договорной цене
e.g. An offer, price, agreement that is negotiable can be discussed and changed before being agreed on.
15. An objective (n) – цель, задача
e.g. One of the objectives behind our current advertising campaign is to in crease sales overseas.
To achieve/ to attain/ to meet an objective – достичь цели
e.g. this company is continually failing to achieve its objectives
Syn. a target
e.g. our target is the release of all political prisoners.
16. An option (n) – предмет выбора
e.g. Spanish is one of the options
Syn. a choice
e.g. Caravan, hotel, camping, youth hostel the choice is endless.
17. Persuasion (n) – убеждение, убедительность
The art of persuasion - искусство убеждения
By force or persuasion – силой или убеждением
e.g. We had to use persuasion to get her to agree.
To persuade smb of smth (v) – склонять, уговаривать, убеждать кого-либо в чём-либо
e.g. He persuaded me of the truth of his statement – он убедил меня в справедливости своих слов
He persuaded me that it was true
Syn. to get smb to do smth (a in informal) expression
e.g. In the end I got them to agree to my plan.
Syn. to talk smb into smth/doing smth
e.g. He is trying to get people to invest in his business, but don’t let him talk you into it.
18. Piecemeal (adv) = by piecemeal – по частям, постепенно
To learn smth (by) piecemeal – изучать что-либо урывками, нерегулярно
e.g. This work will be done piecemeal
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19. recapture (n) – взятие обратно, захват вновь
e.g. Recapture of profits – выход на прежний уровень доходов
To recapture (v) – взять обратно, снова захватить
e.g. The prisoners were recaptured after a few hours after their escape
20. Regardless of smth (phr. prep.) – независимо от чего-либо, не считаясь с чем-л., не принимая во внимание что-л.
Regardless of the future – не думая о будущем
Regardless of the expenses – не считаясь с расходами
Regardless of our mistakes – невзирая на ошибки
Regardless of whether we want it or not – независимо от нашего желания
Syn. irrespective of smth
21. To secure (v) – обеспечить, гарантировать что-л.
To secure the liberty of smb – гарантировать кому-л. свободу
To secure a treaty – добиться заключения договора;
To secure an order – получить заказ
To secure a good bargain – заключить удачную сделку
22. (a) Sequence (n) – последовательность, ряд, порядок следования
Chronological (natural) sequence – хронологическая, (естественная) последовательность
Sequence of the seasons – смена времён года
There is little sequence in his argument – в его аргументах не хватает последовательности
His story lacks sequence – его рассказ бессвязан
Syn. order
23. To solve (v) – решать, разрешать
To solve a problem – решить проблему
To solve a riddle – разгадать загадку
Syn. to work out
A solution to smth (n) – решение чего-либо
e.g. It was a difficult equation, but it took her only 5 minutes to work out the solution
To come to a solution; to arrive at a solution - прийти к решению, принять решение
24. To tend to do smth (v) – иметь тенденцию, склонность делать что-либо
e.g. He tends to arrive late, so don’t worry
Syn. to have a tendency to do smth
e.g. Divorced people have a tendency to live with new partners rather than marry again
25. A venture (n) – рискованное предприятие, коммерческое предприятие
e.g. He failed in all his ventures – все его начинания потерпели неудачу
A joint venture – совместное предприятие двух и более фирм
26. Worth (adj) – стоящий, заслуживающий, имеющий значение
To be worth doing smth – иметь смысл сделать что-либо
e.g. This book is really worth reading if you are going to take the English exam. – Эту книгу действительно стоит прочитать, если вы собираетесь сдавать экзамен по английскому языку.
I. Comprehension check
Practice 1
Answer the following questions:
1. What does negotiation mean?
2. When is negotiation used?
3. What examples of negotiations conducted between countries do you know?
4. What are the main stages of the negotiation process?
5. What activities are involved in the planning of the negotiation process?
6. What is the role of interpersonal relationship building in the negotiation process?
7. Can you call exchanging task-related information the most important step of negotiation; if not, why, why not?
8. What does the success of the persuasion step depend on?
9. In which way does the general approach to finalizing the agreement differ with the Americans on the one hand and the Asians and Russians on the other hand?
10. What is a crucial key to effective negotiation?
Practice 2
Complete the following sentences using the required information from the above text.
1. Negotiation is used not only to arrive at a solution but also to….
2. These are several basic steps in the negotiation process such as….
3. After identifying the objectives, the negotiators would like to attain they….
4. Giving little attention to the phase of interpersonal relationship building Americans forget that….
5. At the exchanging task-related information phase, the participants are trying to find out what….
6. Persuasion is a very important stage of negotiations because….
7. The phase of agreement can be carried out….
Practice 3
Arrange the main stages of the negotiation process in the correct order
· Exchanging task-related information
· Agreement
· Planning
· Interpersonal relationship building
· Persuasion
Practice 4
Explain in English (in Russian) what the following words mean.
1. recapture
2. an objective
3. economic expansion
4. facilities
5. a joint venture
6. management
7. frustration
8. negotiation
II. Language work
Practice 5
Find in the text English equivalents for the following word combinations:
Подход к урегулированию конфликтной ситуации, создавать совместные предприятия, развитие технической базы, выход на прежний уровень доходов, проводить переговоры на международном уровне, управлять переговорным процессом, исследовать возможные варианты достижения поставленных целей, определить последовательность обсуждения проблем, незамедлительно приступить к делу, строительство межличностных отношений, ключ к переговорному процессу, определить позицию по ключевым проблемам, определить область совпадений и различий, выработать окончательное соглашение.
Practice 6
Match the words (1-8) with their definitions in the bubbles (a-j)
1. to bargain with smb., 2. negotiable, 3. to give up smth.,
4. negotiations, 5. a purpose, 6. to be involved, 7. to manage, 8. to arrange, 9. a concession, 10. a venture.
Practice 7
Think of suitable words for the following definitions.
1. to discuss something in order to reach an agreement, especially in business;
2. to succeed in getting something that you have been aiming at or wanting, especially for a long period of time;
3. one of the range of things, especially a course of action, that you can choose to do in a particular situation
4. a subject or problem that is often discussed or argued about, especially a social or political matter that affects or interests a lot of people
5. a series of events, actions which have a fixed order
6. a little angry and impatient because of an unpleasant or difficult situation that you feel unable to change or control
7. the correct answer to a problem which you have to think about very carefully
8. good enough to be able to be used for a particular purpose
9. to make smb decide to do smth especially by telling them reasons why you think they should do it
10. buildings, services, equipment
Practice 8
Suggest the English for:
1. прийти к решению,
2. решение, приемлемое для всех сторон,
3. идти на уступки,
4. невзирая на проблемы,
5. определить и достичь цели,
6. заключить сделку,
7. исследовать проблему,
8. проводить исследование,
9. участвовать в переговорном процессе,
10. поднять вопрос,
11. добиваться заключения соглашения.
Practice 9
Which of these worlds are used together? Tick the correct boxes.
| An argument | A bargain | objective | problem | |
| To make | ||||
| To negotiate | ||||
| To attain | ||||
| To explore | ||||
| To solve |
Practice 10
Translate the following sentences into Russian.
1. I managed to get him to lend me the money, but I had to use all my powers to persuasion.
2. Under the previous administration rich landowners were given generous tax concessions.
3. The locals were used to bargaining with each other and it was difficult for me to get a good price.
4. The contract is for a period of 6 months and is not negotiable.
5. The school has gained improved exam result by involing parents in the education of their children.
6. Pensioners and disabled people get special concessions on buses and trains.
7. He is planning to risk everything to get his next venture off the ground.
8. If we work closely with other countries, we can attain the goal of a good life and a secure world.
9. The main objective for units should still be to safeguard the wages and conditions of their members.
10. The minister said that there were few available options but didn’t say which one the Government Favoured.
11. I advised the President that he must choose a few key issues on which to concentrate.
12. Anybody involved in the protest soon received a visit from the secret police – many just disappeared.
13. Foot shortages in the capital have led to frustrated shoppers smashing store windows.
14. We had a lot of applications for the job but only a few of them were acceptable.
15. She is very charming and skilled in the art of persuasion.
Practice 11
Complete the following sentences using necessary prepositions
1. The solution …. this weeks puzzle will be published …. next week’s magazine.
2. It’s alright, I don’t need a calculator, I can work it … … my head.
3. You should take extra care …. you dict, or better still, give … smoking.
4. Alan will take you … a hotel and arrange … your accommodation there.
5. As a charity, we provide food and shelter … people …need regardless … the reasons … their need.
6. Many famous pop stars were involved … the recording … the song “We are the world”, to raise money … Ethiopia.
7. The despute was settled … a way that was acceptable … both sides.
8. The proposal is … negotiations.
9. What are they negotiating … them …?
10. Your computer will only respond … commands given … the correct sequence.
Practice 12
Insert missing words. Use your active vocabulary.
1. The author’s … in writing this book was to draw attention to the problem of the Maoris in New Zealand.
2. Anyone who wants to … fluency in a foreign language should buy this dictionary.
3. Everyone pays the same rate of tax,… whether they are married or singh.
4. We are prepared to lose money on this …, it’s in our long – term interest.
5. The offer is …, so feel free to suggest changes.
6. It took 2 years of… to end the war.
7. The dance is basically a … of steps repeated over ond over again.
Practice 13
Translate the following sentences into English:
1. Его банкротство было результатом нескольких необдуманных коммерческих предприятий.
2. Они заключили сделку, что будут держаться вместе независимо от обстоятельств.
3. Возможно стоит дать объявление в местную газету.
4. После переговоров, продолжавшихся почти весь день, нам удалось достичь удовлетворительного соглашения.
5. Он попробовал начать собственное дело, он бросил его в 1980 году, когда понял, что был близок к финансовому краху.
6. Хороший менеджер постарается вовлечь всех в процесс принятия решений.
7. Настоящий профессионал может работать со всяким клиентом, независимо от его возраста, расы и цвета кожи.
8. Организация здравоохранения – важный вопрос в избирательной кампании правительства.
9. Последовательность событий, ведущих к войне, очень интересна с исторической точки зрения.
10. 62 процента людей, страдающих сердечными заболеваниями, участвовали в обследовании.
11. Его можно убедить пересмотреть его решение?
12. Эта работа будет сделана по частям.
13. Ей удается переговорный процесс, она знает как идти на компромисс.
14. Давайте заключим сделку. Я расскажу вам то, что вы хотите знать при условии, что вы никому об этом не расскажите.
15. Оснащение отеля было великолепным: теннисный корт, плавательный бассейн, несколько баров и хороший ресторан.
UNIT 2
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