- •Федеральное агентство по образованию Нижегородский государственный университет им. Н.И. Лобачевского
- •032301 «Регионоведение»
- •Введение
- •Contents
- •Self-study task…………………………………………………………………... 21
- •Unit I presentations Warm up
- •Aw – Alan WroxIey, dc – Derek Crown
- •Vocabulary
- •Language practice
- •Phrasal verbs: 'keep'
- •My biggest mistake
- •Vocabulary
- •2. The two stories have a similar structure. Put the extracts into the correct order under the following headings:
- •3. Make up your own short story to tell the group. Describe an experience you have had. It could be about
- •Delivery
- •Voice quality
- •Visual aids
- •1. You are going to hear a presentation by a representative of Volvo Motors. Before you listen, use these words and phrases to complete the sentences below. The first one is done for you.
- •2. Listen. Are these statements true or false? If they are false correct them.
- •3. Now listen again and discuss the following questions:
- •1. Work in pairs or small groups. Discuss these points about the city you live in:
- •Vocabulary
- •1. You are going to give a short presentation in English. What do you think will be most difficult:
- •Starting
- •Visuals
- •Verbs to Explain Objectives
- •Intermediate questions
- •Highlighting and emphasizing
- •Engaging your audience
- •Interesting facts
- •Interesting examples
- •Visual aids – design and type
- •Introducing the visual
- •Body language – being persuasive
- •Communicating styles
- •1. Choose between formality and informality
- •2. Balance personal against impersonal
- •3. Balance ‘stating’ against ‘questioning’
- •4. Balance ‘emphatic’ against ‘relaxed’
- •Closing a presentation
- •Inviting questions
- •Handling questions
- •1. Wrong person
- •Cross cultural tips
- •Involvement Factor
- •11.Golden rules
- •Meetings Warm up
- •Vocabulary
- •Make meetings work for you
- •Running a meeting
- •Attending a meeting
- •Vocabulary
- •1. Guess the meaning of the following words and word expressions using the text and give their explanations in English:
- •2.Match the words and expressions in column a to the explanations in b.
- •Listening 1
- •It's important to ask the right questions to make sure you understand what people are saying in meetings. Supposing you were at a meeting and someone said:
- •Work with a partner. Think of some similar questions to ask about each of these proposals. Begin with the phrases in bold type in b-d above and invent your own endings:
- •Language practice
- •Writing 2
- •Reading 2 Pre-reading discussion
- •1.Think of the meetings you have attended recently:
- •2. Work in small groups. Look at these problems and decide the best way of dealing with each problem. Which would be best?
- •3. Discuss the alternatives like this:
- •Vocabulary
- •1. Use the context to decide on the meaning of the following words and phrases from the text:
- •What makes а good meeting?
- •Meetings: key terms
- •Opening a meeting
- •Introducing the agenda
- •Giving and responding to opinions
- •Involving people
- •In my opinion
- •It would …
- •It wouldn’t …
- •Controlling
- •Interruptions
- •Asking questions
- •Making decisions
- •Closing a meeting
- •Problem-solving meetings
- •Vocabulary building
- •11.Meetings at a glance
- •Introduction – the chair
- •12. Cross cultural tips
- •13.Golden rules
- •Chairing
- •Participating
- •Negotiations
- •2. What do you think?
- •How to be a good negotiator
- •Reading I
- •The art of negotiation
- •Vocabulary
- •In this interview, you will hear Siobhan Quinn, Sales Manager at Texaco, talking about negotiating. Listen and check whether the following statements accurately reflect what she says.
- •Tapescript
- •2. Listen again, and make notes under the following headings and subheadings:
- •3. Prepare a presentation on the topic “The main skills needed at negotiations”. Use notes of the previous exercise.
- •What price sales success?
- •Business style: Body of an Application Letter
- •Some hints on negotiating preparation
- •Tapescript
- •2.Listen to Dialogue I again and decide which of the following statements about it are true:
- •3. Listen to Dialogue 2 again and decide which of the following statements about it are true:
- •Reading III a Story of Negotiating Starring “Phrasal Verbs”
- •Improve your wordpower
- •Idioms – strategy
- •Idioms – progress
- •Listening III
- •Language Practice
- •What makes а successful negotiation?
- •Effective Negotiating
- •Opening - creating the right climate
- •Introductions
- •Agreeing аn agenda
- •Introducing the agenda
- •Opening statements stating your position
- •Inviting interruptions
- •Invite а response
- •Clarifying positions
- •Making and responding to proposals
- •Introducing а review
- •Bargaining
- •Responding in the bargaining phase
- •Handling conflict and resolving sticking points
- •Identifying obstacles
- •10. Closing а negotiation
- •11. Negotiating - аn overview
- •Деловой английский: готовим презентации, проводим совещания, участвуем в переговорах
2.Listen to Dialogue I again and decide which of the following statements about it are true:
Mullins and Ramsay established a good rapport with each other.
Mullins and Ramsay showed each other respect.
Mullins and Ramsay both used emphatic language.
Mullins had probably worked out his negotiating strategy before the meeting.
Mullins offered a creative suggestion to resolve an area of conflict.
Ramsay tried to avoid an atmosphere of conflict.
Ramsay showed a willingness to compromise.
The outcome of the meeting was unsatisfactory for both sides.
3. Listen to Dialogue 2 again and decide which of the following statements about it are true:
1. Dawson and Guertler established some common ground at the beginning of the negotiation.
2. Dawson indicated an area of conflict early in the negotiation.
3. Dawson and Guertler used polite language, showing tact and sensitivity.
4. Guertler made his sticking point clear regarding price.
5. Guertler did not make any concessions.
6. Dawson and Guertler were constructive and co-operative.
7. Dawson and Guertler summed up the main points they had agreed on.
8. The outcome of the negotiation was satisfactory for both sides.
Role-play
Working in pairs, role-play the negotiation between Jerry Mullins and Charles Ramsay from Listening II / Dialogue 1, but this time try to ensure that the outcome is a win-win situation. Prepare for the negotiation carefully, using the hints on negotiating to help you.
Reading III a Story of Negotiating Starring “Phrasal Verbs”
Read the story paying attention to the underlined expressions:
At the beginning of negotiation the other team asked me where I stood on prices. I told them that I had worked out some figures regarding discounts and quantity. I said that I expected them to come down from $40 per unit to $30. They refused to be pinned down too early on a precise price. They explained that they didn’t want to rush into anything. I was anxious to build up a relationship so I decided to carry on. I was hoping that we could iron out any difficulties as we went along. However, the negotiation eventually broke down when the other team refused to give in on price and come down to our asking price.
Find synonyms from the box to the underlined expressions in the text;
|
-to calculate -to expand and develop -to have an opinion -to reduce a bargaining position -to continue -to remove -to get the precise thoughts about -to proceed -to concede -to move forward too quickly -to fail |
Improve your wordpower
Look at the following idiomatic expressions and try to memorize them. You may use them in your speech in negotiations.
Idioms – strategy
Keep your cards close to your chest! = Don’t reveal your position.
Don’t show your hand yet. = Don’t reveal your position.
Keep something up your sleeve! = Hold bargaining points back for later in
the negotiation.
Let’s play it by ear. = Listen and improvise accordingly.
Stick to your guns! = Maintain your position.