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Этап 4 (Clarifying positions) предполагает прояснение и уточнение позиций сторон.
Полезные фразы:
Confirming negotiating positions |
Clarifying |
So, you... Is that an accurate summary |
When I said... I meant .... |
of where you stand? |
Perhaps I should clarify that |
So, for you, this is an opportunity to.... |
Of course. |
The most important thing for you is.... |
Not exactly. |
As I understand it, you would like to .... |
What I was saying was… |
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Is that right? |
Sure. |
Asking for clarification |
Encouraging/showing interest |
I didn't understand. |
Go ahead. |
What exactly do you mean by...? |
Of course. |
Could you clarify one point for me? |
Yes, certainly. |
When you say... are you saying that...? |
Please do. |
Could you say a little bit more about… |
Go ahead. |
General questions |
Direct answer |
Can 1 just ask you a question about .... |
It is our major priority. |
I'd be interested to know more about .... |
It is a secondary issue. |
Could you tell us something about...? |
It is not a main |
Could I move on to another question? |
consideration. |
Defining priorities |
Indirect answer |
Is... your main consideration? |
Well, we need to discuss this further. |
How important is... to you? |
It is something we need to take into |
... is of secondary importance? |
account. |
Getting the facts straight |
It is not something we can |
Can you give me an idea of how |
ignore |
much/many...? |
Direct answer |
Approximately, what figure did you |
We would require a delivery date before |
have in mind for...? |
January. |
Responding |
We are looking at a figure of 3,000. |
That's right. |
Around three million dollars. |
Exactly. |
Indirect answer |
Yes, it is. |
It's difficult to say at this moment. |
Not exactly, |
I can't really answer that at the moment. |
I said .... |
That depends on various factors |
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Пример:
Bob: So, if I may summarize our company’s position, the new contract would
require us to guarantee a higher annual order.
Roger: That’s right. As you can see from the figure we’ve calculated, in order to
deliver at the current discount rate, we need a minimum order of 10 000
units.
Bob: We are sympathetic to the position your company is in. However, there are
certain factors needing consideration on our end as well. For example we
have to take into account the growth we expect in sales next year. The
greater cost of the order is really of secondary importance to us.
На этапе 5 (Making proposals) стороны формулируют конкретные предложения.
Полезные фразы:
Starting proposals
We are now ready to move on to more concrete proposals.
OK. I think we can now begin responding to your proposals.
Making proposals
We propose....
Our proposal is to....
We could offer you ....
We suggest ....
We are prepared to....
How/What about...?
Counter-proposals
From our point of view, we would rather
have ....
Could we offer an alternative proposal?
Our preferred scenario would be....
Supposing we....
How about if we....
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Пример:
Roger: Let me see if I have this correct. From your point of view it's more important to order the units you need rather than to get the cheapest price.
Bob: Right. Most importantly, we don't want to keep a lot of back stock. And we're prepared to suffer a slight increase in cost for orders if necessary.
Roger: Then may I suggest an alternative proposal. With your past orders ranging between 600 and 800 units, I would propose setting the discount rate 3% lower. Would you be willing to accept that?
Bob: Before I respond to that offer, let me do a few calculations of my own.
На 6 этапе (Bargaining) принятие предложений непосредственно связывается с
условиями.
Полезные фразы:
Restating your position |
Refuse with new offer |
Let me just clarify our basic position. |
We couldn’t agree to that but we could… |
Perhaps I should reiterate our objective |
That would be difficult. However, would |
here. |
you consider…? |
Can I just stress that… |
I am afraid, this is not acceptable. |
Setting conditions |
But why not…? |
We might be willing to… if … |
Accept with a condition |
That’s acceptable… provided that…. |
That’s fine if you… |
We can agree to… so long as… |
If you… then we have a deal. |
That’s fine… providing…. |
Provided that you… then we can agree. |
We could offer you… when… |
Reject |
We might consider… on condition… |
I’m afraid that wouldn’t meet our |
Responding in the bargaining phase |
requirements. |
Accepting |
Even with this offer we wouldn’t accept. |
That is acceptable. |
Despite… we can’t agree to this. |
OK. We can agree to that. |
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I think we can go along with that now. |
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Пример:
Roger: Let me reiterate, if you guarantee a minimum order the discount is higher.
Bob: We understand, but we have to consider realistic expectations of our market. What would be the minimum acceptable order to receive an 8.5% discount on the total order?
Roger: We'd be willing to offer that kind of discount provided that your company guarantees an order of 800 units.
Bob: I think our company could go along with that.
Roger: Then, do we have a deal?
Этап 7 (Closing) предполагает подведение итогов и суммирование всех договорённостей, достигнутых в процессе переговоров.
Полезные фразы:
Closing signals |
Action points for the future |
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OK, perhaps we should stop at this point. |
We'll review this again in six |
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So, that brings us to the end of.... |
months. |
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Right. I think that covers everything for today. |
Would you like that in writing? |
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Progress made |
We'll put together a written |
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We've made some / good / excellent |
proposal. |
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progress. |
We will draw up a final contract. |
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We've taken a step in the right direction. |
We'll circulate the minutes.... |
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We didn't get as far as we hoped but.... |
Pete's |
been |
keeping |
notes. |
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Summarize |
We’ll |
let you |
have a |
detailed |
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Can I just run over the main points? |
summary. |
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Let's go over the main points again |
Next meeting |
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Review areas of agreement |
Could you make...? |
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On the... front, we agreed .... |
Should we meet say 4 o'clock? Does that |
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As far as... is concerned, we agreed.... |
suit you? |
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I suggest we meet at the same time next week. |
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We've agreed on the following .... |
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Positive close |
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State unresolved areas |
I think we've both got a good deal. |
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There's still the question of... to resolve. |
It remains for me to thank you for coming |
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Outstanding issues are .... |
and.... |
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We can tie up the loose ends at a later date. |
That was a very positive start |
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Checking and confirming |
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I hope it's the basis for a long-term |
Do you agree with that? |
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relationship. |
Does that reflect what we said? |
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We can finish there. |
Is that an accurate summary? |
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I look forward to our next meeting |
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Пример: |
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Roger: I think that ties up all the loose ends with the contract.
Bob: After your company draws up the final contract based on the new terms we've agreed on, I'll have my superiors go over it before we officially ratify it.
Roger: Of course. And it's probably a good idea to have the legal departments of both sides run over the contract again.
Bob: I was a bit surprised at how fast we made progress to reach a final agreement
Roger: That just reflects the type of relationship our companies have. Bob: I think we've put together a good deal that suits both sides.
Оформление документации по результатам переговоров
По завершении переговоров участники составляют итоговый договор. Для этого студентам необходимо повторить пройденный курс “English for Contracts,
если этот курс был предусмотрен программой подготовки данного направления.
Если же студенты не изучали данный курс, преподаватель оказывает помощь,
давая рекомендации по самостоятельному ознакомлению с правилами подготовки такого документа.
Анализ и оценка деловой игры
Анализ результатов игры является обязательным. В качестве критериев оценки рассматриваются эффективность выбранной стратегии, умение убеждать,
приводить аргументы, умение слушать и слышать, и использовать вербальные и