Учебно-методическое пособие для студентов минск 2010 ббк утверждено на заседании

Translation

a) Translate the following passage into Russian paying attention to business vocabulary:

In consideration of the brokerage successfully finding a satisfactory buyer for the property, a broker anticipates receiving a commission for the services the brokerage has provided. Usually, the payment of a commission to the brokerage is contingent upon finding a satisfactory buyer for the real estate for sale, the successful negotiation of a purchase contract between a satisfactory buyer and seller, or the settlement of the transaction and the exchange of money between buyer and seller.

In North America commissions on real estate transactions are negotiable and have been under pressure for numerous reasons the average commission has declined during the last decade from 6% to about 5%. Real estate commission is typically paid by the seller at the closing of the transaction as detailed in the listing agreement. A growing alternative commission structure is the fee-for-service, fixed-fee, a la carte or flat-fee structure.

b) Translate the following passage into English using your active vocabulary:

Можно выделить три этапа становления рынка недвижимости в Республике Беларусь. Первый ‒ стихийное зарождение рынка в период 1989–1992 гг. Характеризовался отсутствием законодательной базы для осуществления сделок с недвижимостью.

Второй ‒ формирование жилищного законодательства и бесплатная приватизация существующего жилищного фонда в 1992–2000 гг., а также появление и развитие профессиональных участников рынка и соответствующей инфраструктуры рынка.

Третий ‒ современный этап ‒ характеризуется наличием следующих составляющих:

а) первичного рынка, представленного возводимым новым жильем, собственно процесса приватизации жилья как своеобразного первичного рынка, на котором единственный продавец ‒ государство;

б) вторичного рынка, на котором действует множество и продавцов и покупателей; здесь продавцами выступают физические и юридические лица, предлагающие на продажу те или иные совокупности прав на жилье;

в) рынка нежилой недвижимости, который только зарождается;

г) совершенствованием нормативно-законодательной базы, созданием механизмов;

д) появлением и развитием научных исследований, связанных с рынком недвижимости, оценкой и управлением недвижимостью, появлением заинтересованных сторон и механизмов финансирования таких исследований.

е) появлением новых профессий и специальностей для рынка недвижимости.

Self-Study Section. Grammar Revision

These verbs all describe change. Complete the table with the verb forms and (where possible) the noun form.

Infinitive	Past Simple	Past Participle	Noun
1 decline 2 decrease 3 drop 4 fall 5 fluctuate 6 gain 7 improve 8 increase 9 jump 10 level off 11 lose 12 plummet 13 recover 14 rise 15 rocket 16 stabilise

If you have any difficulties in doing this task or want to brush up your grammar skills please refer to Grammar File p. 202-206.

Social Skills

Negotiating

1. In his book The Art of Winning, Harry Mills says that most negotiations have seven stages. These are listed below, but are in the wrong order. Put the stages in order. What word do the initial letters of the stages spell?

• 
  Probe with proposals (make suggestions and find areas of agreement).
  
• 
  Close the deal (bring the negotiation to a clear and satisfactory end).
  
• 
  Signal for movement (signal that you are prepared to move from your original position; respond to signals from the other side).
  
• 
  Exchange concessions (give the other side something in return for something you need or want).
  
• 
  Tie up loose ends (confirm what has been agreed; summarise the details on papers).
  
• 
  Explore each other’s needs (build rapport; state your opening position; learn the other side’s position).
  
• 
  Ready yourself (prepare your objectives, concessions and strategy; gather information about the other side).
  

2. Look at the quiz below. Decide which of these answers you agree with most and check your score to find out.

What Sort of a Negotiator Are You?
1. In a negotiation, do you a) like to show you are trying to understand the other side’s point of view? b) show little or no sympathy for the other side’s point of view?	2. You know the other side is very keen to make a deal with you. Do you: a) show you are willing to compromise so you can reach an agreement? b) point out that it’s important for them to get your agreement?
3. When you are telling the other side about your objectives, do you: a) speak openly and honestly? b) lie in order to get more concessions?	5. Things aren’t going your way. The other side isn’t making enough compromises. Do you: a) try approaching the problem from a different angle? b) threaten to walk out if you don’t get more concessions?
4. The other side has made an error. If you point it out, you can make them look foolish. Do you: a) ignore it? b) draw attention to it?	6. Do you want the other side in a negotiation to leave feeling: a) satisfied? b) dissatisfied?
More As than Bs You see negotiations as problem solving exercises. You try to understand the position of your negotiating partners and establish an atmosphere of trust and mutual cooperation. Your negotiating style is probably best suited to situations where your broad goals are different to the goals of the other side, for example negotiations between customers and suppliers.	More Bs than As You see negotiations as conflict situations. There’s only one pie as far as you’re concerned, and you are not prepared to let anyone take your share. Your negotiating style is probably best suited to situations where your broad goals are similar to the goals of the other side, for example negotiations between management and unions.

3. Study the Useful language box below.

Useful language
Starting Could we begin now please? OK, let’s get started, shall we?	Refusing an offer I’m sorry, we can’t accept that. I’m not sure about that.
Exploring positions What do you have in mind? How would you feel about a bigger discount? What sort of figure do you have in mind?	I am sorry we can’t go that high. Accepting an offer I think we can agree to that. That sounds reasonable. I think I’d agree with you there...
Making offers and concessions If you ... now, we’ll give you a discount. We’d be prepared to offer you a better price if you increased your order. Checking understanding	Playing for time I’d like to think about it. I’m sorry, but I’ll have to consult my colleagues about that. Summarising Can we just summarise the points we’ve agreed so far?
When you say there are delivery problems, what do you mean? Have I got this right? You said a discount on an order of 1000. If I understand you correctly… Could you clarify one point for me?	Closing the deal That’s it, then. I think we’ve covered everything. Great! We’ve got a deal.

Now role play this situation.

One of you is a real estate agent. Your task is to sell the house at the price 10% over its list price as you are planning to go on a cruise and extra money will be just in time.

The other is a buyer. You are quite happy about this house. But you think the list price is rather high as the house needs redecorating. Besides you have just bought an expensive car. So the right deal for you is at least 5% off the list price.

Make up the details you need to hold a negotiation. Negotiate with each other and try to get a good outcome (see Speaking File pp. 223-227).

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