Translation SkillsExercise Translate the second art of the interview into the Russian language. (for doing at home with further discussion in the classroom) READING FOR GIST .Before reading. Use a dictionary to find out the meaning of the following words: 1) to sound out ……………………………………………………………… 2) beforehand ………………………………………………………………. 3) expectations …………………………………………………………….. 4) to handle ………………………………………………………………….. 5) to bear in mind …………………………………………………………… 6) to arouse…………………………………………………………………… 7) temptation ………………………………………………………………….. 8) prospect …………………………................................................................ 9) pitfall …………………………………………………………………….. 10) to drag on ……………………………………………………………….. 11) to bow to ………………………………………………………………...
Exercise 8. Read the text about negotiations and choose the best title from the following: 1. Unsuccessful negotiations and how to avoid them. 2. How to make negotiations effective. 3. Skills for successful negotiations. 4. Bargaining and making concessions
In business negotiations good people skills, mutual respect and trust are absolutely essential. One of the aims of the first meeting is therefore for the two parties to develop trust and sound each other out. This phrase can be made easier if you do your homework beforehand. Doing your homework means finding out as mush as you can about the company you are dealing with, about its needs and expectations, and about its negotiating style. It also means defining precisely what you want and what your conditions are, as well as deciding in advance what kind of concessions you are willing to make. If you are clear about those points and generally feel well-prepared, you will be able to handle the bargaining stage much more effectively. In this second phase, what you should be aiming for is a win-win situation. Obviously, it is easier to reach an agreement if both parties take away something from the deal. Getting to a win-win situation clearly requires a number of special skills, such as making concessions. There are three key issues to bear in mind when making concessions. Firstly, it may not be a good idea to start with your biggest one, as your prospect may then think you are desperate to strike a deal. On the other hand, starting small and making gradually bigger concessions is not recommended, either, as this may arouse unrealistic expectations. Secondly, resist the temptation to make a concession whenever your prospect grants you one. And thirdly, make sure your prospect is fully aware of the value of every concession you make. Let us now turn briefly to three serious dangers which often lurk behind negotiations. The first pitfall to avoid is to allow the negotiation to drag on indefinitely. Agree on a schedule at the outset, and keep to it. The next one is the unwillingness to admit that your prospect’s arguments may be right and yours wrong. Finally, never exert undue pressure on your prospect either. Ultimatums, for instance, have no place in effective business negotiations.
Unit 12 Reading for detail and vocabulary 16. Read the text again carefully. Translate the following word combinations into the Russian language: 1) to sound out …………………………………………….. 2) to do something beforehand ……………………………………………. 3) to find out the needs and expectations …………………………………… ……………………………………………………………………………. 4) to decide in advance ……………………………………………………. 5) to reach an agreement …………………………………………………… 6) to take away something from the deal …………………………………. ………………………………………………………………………….. 7) to make a concession ……………………………………………………. 8) key issues ……………………………………………………………… 9) to bear in mind …………………………………………………………. 10) to arouse unrealistic expectations ………………………………………. ……………………………………………………………………………. 11) to resist the temptation …………………………………………………. 12) to lurk behind …………………………………………………………. Exercise 9. Now read the text again carefully and find words or phrases in the text which mean the following:
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