1. Почему пригласили именно Вас, чтобы сделать эту презентацию?
2. На каком языке говорят Ваши слушатели?
3. Являются ли они друзьями, коллегами, заказчиками или совсем незнакомыми людьми?
4. Смогут ли люди услышать Вас?
5. Какие связанные с работой проблемы имеют эти люди?
6. Ценят ли Ваши слушатели юмор?
7. Как лучше наладить контакт с аудиторией?
8. Должны ли Вы пользоваться записями?
9. Должны ли Вы демонстрировать какие-нибудь наглядные пособия?
10. Как долго должна длиться презентация?
NEGOTIATIONS
A successful negotiation is when two people (or teams) reach agreement on something which they are both happy with. There should not be a winner and a loser. The negotiation should end with both people getting what they want (win-win). For example, if workers negotiate with the company's management, the workers may get more pay and the management may get better productivity.
To be a good negotiator takes a lot of skill and preparation. You need to:
· understand what is a good result for the other team as well as yourself
· have a clear idea of your objectives
· be willing to compromise on your objectives
· be sure what your priorities are - what is most important to you
· have a strategy - a plan of what you are going to do and say
· listen carefully to the other people - what they say, and how they say it
· be well-prepared.
Good preparation is key to a successful negotiation, according to Rupert Mack, Head of Management Studies at Denton College.
Being underprepared can mean you fail to reach agreement with the other party that's why it's important to spend some time beforehand thinking about what you ideally want to get out of the negotiaton, and what you are prepared to accept. Prioritize your aims - what's your main aim? What secondary goals do you have? Are you flexible about what you want to achieve? If you can't achieve your ideal goal, what would be an acceptable end to the negotiation for you - that is, the best alternative to a negotiated agreement (BATNA)?
The next step is to consider the approach you will take - will you negotiate face to face or on the phone? Will you be on your own or as part of a team? What will your role be?
Also try and find out as much as you can about the person or team you will be negotiating with - who are they? What's their role in the company? What might they want out of the negotiation? And what might their objections be to your proposals? If the other party is from a different culture, think how their way of negotiating might be the same as, or different from, your own. Consider how you might try to build trust and understanding, offer compromises and find common ground - crucial not just for the success of this negotiation but for building a long-term business relationship. 'It can be useful to run through your ideas with a colleague, ask their advice, and so on. If you are negotiating on behalf of others, perhaps a group of colleagues, take time to understand their concerns so that you can accurately represent their views.
|
|
Vocabulary
4. Underline the words in the text that mean:
1. accept less than you want in order to reach agreement
2. the final situation at the end of the discussion
3. a plan that you use to achieve something
4. the most important things you want to do
Look at these stages in a negotiation. Number them in the order that seems most logical to you.
- Bargaining - discussing the terms - a process of 'give and take'
- Preparation - thinking about what both sides want
- Concluding- agreeing, making sure everyone is happy
- Proposals - each side makes and responds to suggestions
- Stating positions - both sides explain what they want from the negotiation
6. Some students are organizing a charity concert. Read the three extracts from a negotiation between the students and the manager of the local community center. Match the extracts with three of the stages in exercise 5. (S – student representative, M – community centre manager)
The situation
The students are organizing the concert to support Greenpeace, a charity for the environment. They want to use the hall at the centre for free. The community centre has financial problems and the manager needs to make money out of every event.
Extract 1________
S... OK, our position is this. We want to make as much money as possible for Greenpeace. We're charging six euros a ticket. All the people taking part in the concert are performing for free. The problem is, if we have to pay you to use the hall, we'll have less money for Greenpeace.
M Yes, I see your point. But my situation is this. A concert in the hall will use electricity, and one of my staff will need to be there. I have to pay for these. I need to make sure that I cover my costs. Also, the community centre needs to make money too.
S OK, I understand that, but...
Extract 2________
M... What I'd like to suggest is that we discuss the possibility of you paying us something towards the cost of using the hall, but not the entire cost.
S OK, that seems reasonable. Why don't you work out exactly how much you think it will cost? Then we can discuss it.
M Yes, that's a good idea. And maybe we could discuss a donation to the community centre as well?
S Hmm ...I'm not sure about that...
Extract 3 ________
|
|
M... If you pay us 20 per cent of the money you take, we'll let you use the hall.
S That seems rather high. I'm not sure I can agree to that.
M If you agree, we'll let you use the cafe to sell coffee and soft drinks.
S That sounds possible. How about if we pay you 15 per cent of the money for the tickets? And we'll also pay you 25 per cent of the profits from the coffee and soft drinks...