Задание 1. Запишите фразы по новой теме в тетрадь и выучите их.
| No. | Negotiations. Переговоры | ||
| Let’s get started. | Давайте начнем. | Let’s get our meeting started. | |
| Let’s get down to business. | Давайте приступим к делу. | We have little time so let’s get down to business! | |
| How is the project coming along? | Как обстоят дела с проектом? | You’ve been working on this project for three weeks. How is it coming along? | |
| Let’s get to the point. | Давайте перейдем к сути. | We’re running out of time. Let’s get to the point. | |
| Go ahead! | Продолжайте! | There’s no need to explain. I understand you very well. | |
| Go ahead! Here you are! | Вот, пожалуйста!; Вот то, что Вам нужно! | You required the report on carrying out of that survey. Here you are! | |
| 24/7 (twenty-four seven). | Семь дней в неделю. | I’m ready to provide you with answer to any question twenty-four seven. | |
| The first item on the agenda is… | Первый пункт повестки дня. | The first item on the agenda is modernization of our equipment. | |
| We can then move to the less pressing matter. | Тогда мы можем перейти к менее неотложному вопросу. | Have we finished discussing the issue? We can then move to the less pressing matter. | |
| This is out of the question! | Об этом не может быть и речи! | We can’t afford to donate money to this hospital. This is out of the question! | |
| ASAP (as soon as possible) | Как можно скорее. | They’re demanding our decision ASAP. | |
| This question is off the point. | Этот вопрос не по существу. | I can’t answer the question because it’s off the point. | |
| Could you clarify that? | Не могли бы Вы прояснить (объяснить) это? | Could you clarify that item to avoid misunderstanding? | |
| What are your feelings about this project? | Каковы твои чувства по поводу этого проекта? (речь идет о предчувствии, интуиции). | I’m concerned about profitability of this project. What are your feelings about it? | |
| I`m afraid this is not sufficient reason for us. | Я боюсь, что это не является достаточным основанием для нас. | I’m afraid your arguments are not sufficient for us to bring the idea into life. | |
| Glad to hear that. | Рад слышать. | So you’ve made a profitable investment. | |
| Glad to hear that. That’s a good idea! | Это хорошая идея! | I agree that buying this company is a good idea because it would give us the opportunity to get a long-term profit. | |
| You have a good point. | У Вас хорошая (правильная) точка зрения! | After all is said and done you have a good point! Nothing left to say. | |
| Do we all agree? | Все ли согласны? | Let’s have a vote on it. Do we all agree? | |
| I have no objection to that. | У меня нет возражений против этого. | Since we don’t have any protesters I have no objection to that either. | |
| Easy come easy go. | Что легко достается, легко тратится. | Easy come easy go. That statement doesn’t agree with our company policy. | |
| Fifty-fifty. | Пятьдесят на пятьдесят. | We came to an agreement to go fifty-fifty on the expenses. | |
| In this situation is quite natural … | В этой ситуации, вполне естественно… | In this situation is quite natural to admit a claim. | |
| The conclusion is… | Вывод таков… | The conclusion is we should buy this company at a specified price. | |
| In summary,… | В итоге… | In summary, don’t freeze your assets. |
Задание 2. Прочитайте текст и выполните письменный перевод в тетрадь.
Negotiations are complex because one is dealing with both facts and people. It is clear that negotiators above all must have a good understanding of a subject. They must be aware of the company`s general policy, initial bargaining position as well as fallback position.
However, awareness of these facts may not necessarily suffice to reach the agreement. The role of human factor must be taken into account. The approach and strategy in negotiations are influenced by cool, clear logical analyses. But the personal needs of the actors must therefore be considered. These needs might include the need for friendship, goodwill, credibility, recognition of status and authority, a desire to be appreciated and promoted as well as the need to get home earlier on Friday evening.
Researches, who have studied negotiations, recommend separate people from facts. Moreover, while negotiations indirect and impersonal forms should be used. Furthermore, a really tough negotiator should be hard on the facts but soft on the people.
Language also varies according to negotiating style adopted: it can be either a co-operative or a competitive mode. Cooperative style is based on win-win principles when both parties want to benefit from the deal. This style is often accepted within one company or between companies with longstanding relations when common goals are being pursued. Competitive negotiation style can be appropriate for one-off contracts when the aim is to get the best results possible without considering future relations and risks of the breakdown of negotiations. Moreover, the language can become hostile and threatening.
In reality negotiations are a complex mode of co-operative and competitive styles. Negotiating successfully implies dealing with four main components of negotiations: people, facts, co-operation and competition.