Навчально-методичний посібник для студентів спеціальності «Переклад» І студентів економічних спеціальностей A. Sukhova business english
жүктеу/скачать 0.87 Mb. Pdf көрінісі
|
- Бұл бет үшін навигация:
- Negotiating
| Unit 6. Negotiations
Active Words and Phrases agreement – згода; угода alter – змінювати angle – точка зору; бік approach – підходити; починати (переговори) aspiration – прагнення; велике бажання bargain – домовлятися; торгуватися be willing – мати бажання committed – відданий concession – поступка cooperative enterprise – кооперативне підприємництво credibility – надійність; довіра deal – угода demand – вимога; попит determined – рішучий hostility – ворожість in exchange – в обмін integrity – недоторканність manager – керівник; директор; менеджер negotiating table – стіл переговорів negotiations – переговори; обговорення party – сторона; учасник reach a deadlock – заходити в глухий кут regulation – директива; правило; розпорядження reveal – показувати; відкривати secure – здобувати; домагатися skilled – кваліфікований submit – подавати на розгляд take into account – брати до уваги terms – умови underlying needs – основні потреби well-disposed – доброзичливий Negotiating Most managers are involved in negotiating. If you are a skilled manager, you are probably a skilled negotiator. Successful negotiating is where you get what you want. A better deal is always possible for both parties if both approach the negotiations as a cooperative enterprise. There are a number of factors that affect the negotiating process. Your attitude is one. The higher your aspirations are, the better your results are. The more committed and determined you are, the better you will perform. The attitude of the other party is important too. It is up to you to alter his expectations, to encourage him to be satisfied with less than 31 he originally hoped for. Take into account the personal needs of the other party – not just what he wants to gain in the issues you are negotiating about, but his underlying needs. Most people want to have a good image of them; they want to be liked; they want to impress their boss. Give attention to such needs and you will find people are more willing to go along with you. At the centre of all negotiating is the question of power – and it comes from a variety of sources. It comes from knowledge – the more you know about the other party, the more power you will have. It comes from time – the more time you have to negotiate, the more power you have. But most of all power is in the mind. You need to know that you have it, and you need to know what it is based on. All of these factors – attitudes, personal needs, and sources of power – should be considered before you sit down at the negotiating table. When the negotiations actually begin, it is often a good tactics to start with a firm demand. Do not bargain unless you have to. This approach needs to be taken carefully though. Present it in a way that does not rouse hostility. There is a variety of ways of doing this. You can refer to the policy of your company. Your company has always done things this way. You can refer to regulations to your published price lists. Moreover, allow him to save face, give him time to express his views. Negotiation, however, usually involves making concessions. Nevertheless, before you start making concessions, find out what the other party wants. Do not let him know what you will be satisfied with, until you’ve found out what he’ll be satisfied with. Encourage him to represent all his demands first, and try not to reveal yours. Then try to secure his agreement to each of your demands, starting with the most important. Do not give concessions easily. The longer you hold out, the more likely you are to get something in exchange. Do not be afraid of reaching a deadlock. Be prepared to stop the negotiations and to start again. A deadlock can be a useful tactics but if you decide, it is up to you to get the negotiations going again, do it in a way that does not reduce your credibility. Say that you want to consult your boss, then come back and say that your boss has suggested a different approach. Or suggest that you both approach the problem from a different angle, and get his agreement that you both do this, so that he sees this as a point effort to get things moving, rather than a concession on your part. Throughout the negotiations, try to keep the relationship friendly. It is easier to get the agreement you want when the other party is well-disposed towards you. Negotiation is about rational choices and logical decisions, but it helps if he likes you. Maintain your integrity. You may often hide things from the other жүктеу/скачать 0.87 Mb. Достарыңызбен бөлісу:
|