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Cox: Cox speaking. Good morning, Mr. Belov. I’m glad to hear you.
Belov: Good morning, Mr. Cox. I’m calling to tell you that we are ready to accept your offer to supply us with your machines.
Cox: I’m glad to hear that. I think we have to meet and discuss all terms and conditions in details. Would it be convenient for you to visit us so that we could show you the whole range of our machines?
Belov: It’s a good idea. What if we appoint our meeting for the next week, let’s say on Thursday? Or would you prefer another day?
Cox: I’m afraid I’m tied up on Thursday. Let me check. Friday will be all right.
Belov: Friday is OK for me too. I’ll call you to confirm the time of my arrival after I know the number of the flight. Could you arrange accommodation for me?
Cox: Sure. And I will meet you at the airport.
Belov: I will contact you. Good bye, Mr. Ox.
Belov: Good bye, Mr. Belov.
Подготовка к переговорам
Это наиболее затратный по времени и усилиям процесс подготовки,
требующий от участников игры мобилизации всех знаний, умений и навыков
-для разработки стратегии переговоров (с учетом соотношения сил сторон);
-изучения культурных особенностей в подходах к процессу переговоров в странах сторон, заключающих сделку;
-определения интересов и приоритетов обеих сторон;
-подготовки аргументов и контраргументов, необходимых при обсуждении наиболее спорных вопросов.
Очень важно, чтобы каждый участник игры понимал свою роль в команде и свои обязанности.
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Кейсы, представленные в Приложении, дают подробное описание деловой ситуации, направление работы команды и последовательность действий.
Переговоры
При переходе к основной части игры необходимо систематизировать последовательность основных этапов переговоров и ещё раз напомнить фразы,
которые могут понадобиться на каждом из этапов.
Этап 1 (Socializing) имеет своей целью установить позитивную атмосферу общения. Она включает приветствие (welcoming), знакомство (introductions) и
общение на темы, не связанные с предметом переговоров (small talk).
Полезные фразы:
Introductions |
Polite offers |
I’m…. |
Let me take your coats. |
My name is…. |
Would you like some coffee? |
Please call me….. |
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Let me introduce you to… |
Getting started |
This is… |
Perhaps we should begin. |
He is in charge of… |
As we’re a little short of time, we should |
He looks after… |
get started. |
He is our… Manager |
We’ve got a very full agenda, so let’s get |
How do you do? |
down to business. |
Pleased to meet you. |
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Small talk |
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How was your flight? |
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How was the trip? |
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Where are you staying? |
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Is this your first visit to…? |
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How was your weekend? |
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Пример: |
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Bob: Good afternoon, Roger. It’s nice you see again. Allow me to introduce Linda Strait, a colleague of mine.
Roger: Delighted to meet you, Linda.
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Bob: Likewise. Can I offer you some coffee or tea, Roger?
Roger: No, thanks. I’m fine. So, Bob I heard that William took over as head of personnel here at your company.
Bob: That’s right. William left sales, so now I’m in charge of these contract negotiations. Since we’ve got a full agenda today, should we get started?
На этапе 2 (Setting the agenda) необходимо договориться о процедуре и согласовать повестку (agenda), т.е. перечень вопросов, подлежащих обсуждению,
а также цель переговоров.
Полезные фразы:
Procedure |
Negotiating the agenda. |
To begin, I think we should first agree on |
We see three issues… |
the procedure for the negotiation. |
Can we concentrate on… |
May I suggest that I begin by establishing |
We would like to look at… |
a procedure for the session? |
We would want to consider… |
I think we could begin by outlining our |
Roles |
position. Then…. |
… is going to sit in. |
After that we should hear your |
… is going to take minutes. |
presentation. |
… would like to say a few words about… |
Then we will discuss… |
… are going to give a presentation. |
Finally….. |
Length of meeting |
Checking for approval/agreeing |
It will take two hours. /It won’t take long. |
How does that sound? |
I suggest that we take a break at… |
Is that OK? |
How are you doing for time? |
Would you agree? |
Responses |
Objectives |
That’s fine. |
We are here today to… |
Sounds great. |
The main objective/purpose of today’s |
Yes, but would it be possible to.. |
meeting is… |
Actually, we thought it would be a good |
I’d like to start by saying a few words |
idea to… |
about the meeting today and what we |
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expect to achieve. |
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Questions |
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Introducing the agenda |
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OK. Are there any questions at this point? |
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We’ve drawn up an agenda. |
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Would you like to ask or add anything? |
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Let’s just run through the agenda. |
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If you have nothing to add, we can move |
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As you can see there are 2/3/4 items on |
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on to outlining our position. |
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the agenda. |
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I’d like to take … first. |
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Then we’ll deal with… |
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I’ve put… last. |
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Пример: |
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Bob: |
May I suggest a procedure for today’s meeting? |
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Roger: |
Certainly. |
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Bob: |
I assume you’ve brought the outline for the contract terms you company |
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prefers. Of course, we’ve drawn up some contract terms of our own. So after |
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we both run through the proposals, we can concentrate on the areas that don’t |
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agree. Does that sound alright with you? |
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Roger: |
That sounds fine. |
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Bob: |
Since Linda is sitting in on our negotiation, I’ve also asked her to take |
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minutes for us. So, at this point, I think we’re ready to hear the new contract |
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terms. |
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На этапе 3 (Stating positions) стороны чётко формулируют свои позиции. Для представления своих предложений каждая команда готовит презентацию.
Продолжительность выступления не более 3–5 минут. Презентация должна быть составлена в соответствии с определёнными требованиями,
предъявляемыми к структуре и языковым средствам. Преподавателю следует напомнить студентам основные правила подготовки презентации.
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Полезные фразы: |
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Background to the negotiation |
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Stating your position |
You’ve all seen our brochure/proposal/offer |
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General |
I think you've all had a chance to read our... |
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Basically, we are interested in.... |
Has anything changed since...? |
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In the long term, we would like to increase... |
Company profile |
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We are looking for .... |
As you know, the company was |
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Focus |
established in.... |
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It is essential for us to.... |
Our main activity is.... |
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... is extremely important for us. |
Our major markets are.... |
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I should stress that .... |
Currently we .... |
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Additional |
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Link to position statement |
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... is a lower priority. |
OK. Let me now turn to .... |
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... is less important at the moment |
All right. I should now move on to .... |
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Invite a response |
Inviting interruptions |
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Are there any questions at this point? |
Let's deal with any questions |
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Do you have any comments on that? |
immediately. |
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Would you like to clarify anything? |
Just interrupt if anything is unclear. |
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Your turn |
We'll take questions at the end, if that's |
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OK.. Perhaps we can hear from your side now. |
OK with you. |
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Now I think we can move on to hear |
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your presentation. |
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Пример:
Roger: I don’t know if Linda is aware of our company profile, but basically our company’s major interest is in paper products.
Linda: I did have the opportunity to learn a little about your company before this meeting. Bob showed me one of your company’s brochures.
Roger: Great! Well, currently the situation between our companies has been extremely beneficial for both parties. And I want to stress that our company hopes to continue such a relationship.
Bob: I am happy to hear that, Roger. That’s also a priority on our side.