Тема: «Negotiating», «Concluding a Treaty»

2. Форма организации учебного процесса: практическое занятие

Методы обучения: репродуктивный, драматизации, частично поисковый

3. Значение темы: актуальность темы обеспечивается пониманием важности владения навыками ведения переговоров на английском языке для будущего специалиста как участника интеграционных процессов.

4. Цели обучения:

- общая: обучающийся должен обладать ОК-1, ОК-5, ОК-6;

- учебная: обучающийся должен уметь использовать основные правила делового общения, принятые международным сообществом; вести диалог, принимать участие в дискуссии, применять методы и средства познания для интеллектуального развития, повышения культурного уровня, профессиональной компетентности, а также уметь составлять деловые письма, отвечать на них, вести переписку по Интернету.

5. План изучения темы:

5.1. Исходный контроль знаний (вопросы):

What do you know about negotiation?

What are the main rules in negotiating?

What is the effective way to arrange a deal?

Основные понятия и положения темы

Тема «Negotiating», «Concluding a Treaty» предполагает ознакомление с основными принципами проведения переговоров и заключения контракта, необходимых в речевых ситуациях во время деловых встреч, поездках за границу.

Грамматические задания предполагают освоение времени Future Continuous.

Формирование future continuous

Утвердительные, отрицательные и вопросительные предложения образуются в Future Continuous согласно следующей таблице:

Утвердительные
Лицо	Число
Единственное	Множественное
	I will belearning/studying/reading	We will belearning/studying/reading
	You will belearning/studying/reading	You will belearning/studying/reading
	He, She, It will belearning/studying/reading	They will belearning/studying/reading
Вопросительные
Лицо	Число
Единственное	Множественное
	Will I belearning/studying/reading	Will we belearning/studying/reading
	Will you belearning/studying/reading	Will you belearning/studying/reading
	Will he/she/it belearning/studying/reading	Will they belearning/studying/reading
Отрицательные
Лицо	Число
Единственное	Множественное
	I will not belearning/studying/reading	We will not belearning/studying/reading
	You will not belearning/studying/reading	You will not belearning/studying/reading
	He, She, It will not belearning/studying/reading	They will not belearning/studying/reading

Употребление Future Continuous

В основном, future continuous применяется в том случае, когда мы говорим о действии, которое начнется в будущем в определенный момент времени и будет продолжаться какое-то время. В отличие от Future Simple, Future Continuous делает акцент на длительности действия. Поэтому оно и называется на русском — будущее длительное время. Довольно часто вместе с future continuous употребляются слова, обозначающие конкретное время: at noon, at 7 o’clock, at that moment и т.п.

5.3. Самостоятельная работа по теме:

- Выполнение тренировочных упражнений.

- Чтение и перевод текста «Negotiation» (см. Приложение № 1)

Ответьте на вопросы:

1. What is the primary approach to negotiating in Russia?

2. How do most Russians view negotiating?

3. Why is information rarely shared freely in Russia?

4. What style do Russians employ when negotiating?

5. What should you do if your counterparts appear to be stalling the negotiation?

Соотнесите английские слова с правильным переводом:

1. bargaining

2. buyer

3. to reach agreement

4. benefits

5. proposal

6. advantages

7. to stall the negotiation

8. to evaluate

9. subordinates

10. patience

a. выгода, прибыль

b. оценивать

c. покупатель

d. терпение

e. подчиненные

f. преимущества

g. приостанавливать переговоры

h. предложение

i. переговоры, ведение переговоров

j. достичь соглашения

Ознакомительное чтение текста «Agreements and Contracts»:

Agreements and Contracts

Capturing and exchanging written understandings after meetings and at key negotiation stages is useful since oral statements are not always dependable. The Russian side may insist on having a protokol (meeting minutes) signed by both parties at the end of a meeting. It serves to record what was discussed, is not a contract, and should not be mistaken for a final agreement. Any part of an agreement may still change significantly before both parties sign the final contract.

Written contracts should be clear and concise, without too many detailed terms and conditions. Signing the contract is important not only from a legal perspective, but also as a strong confirmation of your Russian partners’ commitment. Including an arbitration clause in a neutral country, for instance Sweden, is wise. Your counterparts may request that details of the contract be kept secret.

Although your legal rights may not be enforceable, you should definitely consult a local legal expert, ideally throughout the negotiation or at the very least before signing a contract. For the time being, it is wise to recognize that the country’s legal system is in a transitional mode, so be prepared for laws to change on short notice. Because of that, bringing an attorney to the negotiation table may not help much, while it could make the negotiation even tougher.

After signing the contract, invite your counterparts to a lunch or dinner to celebrate the beginning of a long-lasting personal and business relationship. This will help your local partners to see you not only as a business partner, but also as a trustworthy contact.

Contracts alone are not dependable. Russians may continue to press for a better deal even after a contract has been signed, or they may ignore some of its terms. Your best chance to ensure that your partners follow through on their commitments is to stay in regular contact and nurture the relationship throughout your business engagement.

5.3. Самостоятельная работа студентов:

Скажите, верны ли следующие высказывания?:

1. After signing the contract, you shouldn’t invite your counterparts to a lunch or dinner.

2. Contracts alone are dependable.

3. Capturing and exchanging written understandings after meetings is useful.

4. You may change any part of an agreement significantly before both parties sign the final contract.

5. Written contracts should be clear, with too many detailed terms and conditions.

5.4. Итоговый контроль:

ТЕСТОВЫЕ ЗАДАНИЯ ПО ТЕМЕ:

Поставьте глагол в правильную форму. В случае необходимости пользуйтесь словарем.

1. Tomorrow at 9.30 Jane ______________ (watch) her favourite film.

2. Can we meet tomorrow morning? – No, I ______________ (work).

3. Tomorrow from 7 till 7.30 Mike and Julia __________ (have) breakfast.

4. This time next week I ________________ (swim) in the sea.

5. Don’t phone me tomorrow between 6 and

6. 7. I ________________ (have) dinner with my boss.

7. At 11 o’clock tomorrow I _______________ (wash) my car.

8. Tomorrow afternoon we are going to play tennis from 2 until 4. So at 3 o’clock we ______________ (play).

9. Andrew _______________ (write) a letter when she comes.

10. I ______________ (cook) dinner when you return.

11. Don’t come to my house at five o’clock. I ______________ (have) an Italian lesson.

12. What _____________ (do) at this time tomorrow?

13. Tomorrow morning Derek ______________ (look) through fresh newspapers and magazines.

14. Ann ______________ (not/wait) for you at the bus stop at six o’clock tomorrow.

15. Carlos ______________ (leave) the house tomorrow at 7.45.

6. Домашнее задание для уяснения темы занятия:

Подготовить устное сообщение на английском языке по теме «Agreements and Contracts».

ПРИЛОЖЕНИЕ № 1

TEXT

Negotiation

Attitudes and Styles - In Russia, the primary approach to negotiating is to employ distributive and contingency bargaining. The buyer is often in a strongly favorable position and may try to push the responsibility to reach agreement to the seller. Given the country’s relatively unstable political and economic situation, negotiators may focus mostly on the near-term benefits of the business deal. The primary negotiation style in the country is very competitive and people may become outright adversarial. Most Russians view negotiating a zero-sum game in which one side’s gain equals the other side’s loss. Negotiations may become more personable and at least a lit le more cooperative if strong relationships have been established between the parties.

Should a dispute arise at any stage of a negotiation, it is advantageous first to let some time pass to allow things to blow over. Then, you might be able to reach resolution through logical arguing, presenting lots of supporting information, or making a different, though not necessarily better proposal. What you offer may be more valuable to your counterparts than is apparent from their behaviors. Russians love technology, have great respect for western expertise, and are easily impressed by size and numbers. Do not underestimate the strength of your negotiating position.

Sharing of Information - Information is rarely shared freely, since Russians believe that privileged information creates bargaining advantages.

Pace of Negotiation – Expect negotiations to be very slow and protracted. Especially during the early bargaining stages you may feel that you are making little progress; discussions often stay highlevel for quite some time until your counterparts eventually decide to get down to the details of the deal. Success requires extreme patience in this country.

Russians generally employ a polychronic work style. They are used to pursuing multiple actions and goals in parallel. When negotiating, they ot en take a holistic approach and may jump back and forth between topics rather than addressing them in sequential order. It is not unusual for them to re-open a discussion over items that had already been agreed upon. Negotiators from strongly monochronic cultures, such as Germany, the United Kingdom, or the United States, may find this style confusing, irritating, and even annoying. It is crucial to keep track of the bargaining progress at all times.

If your counterparts appear to be stalling the negotiation, assess carefully whether their slowing down the process indicates that they are evaluating alternatives or that they are not interested in doing business with you. More often than not, though, this behavior indicates an attempt to create time pressure or ‘wear you down’ in order to obtain concessions.

Decision Making – Companies can be very hierarchical, and people expect to work within clearly established lines of authority. Openly disagreeing with or criticizing superiors is unacceptable. Decision makers are usually senior executives who consider the best interest of the group or organization. They will likely consult with others before making the call. Subordinates may be reluctant to accept responsibility. Decision makers also rarely delegate their authority, so it is important to deal with senior executives. Decisions can take a long time and requires patience.

In Russia’s still-shaky political and economic environment, company decisions are rarely independent of outside influences. Never underestimate the role of government officials and bureaucrats, who may have to support and approve company decisions. Similarly, crime groups have gained significant influence across many industries. It is important to come prepared to deal with these outside forces. In extreme cases, you might be well-advised to withdraw from a negotiation should you feel personally threatened. It can be advantageous to indicate to the Russian side that threats would only motivate you to look for other markets and partners.

When making decisions, businesspeople usually consider the specific situation rather than follow universal principles. Personal feelings and experiences may weigh more strongly than empirical evidence and other objective facts do. Russians are often reluctant to take risks. If you expect them to support a risky decision, you may need to find ways for them to become comfortable with it first.

You are much more likely to succeed if the relationship with your counterparts is strong and you managed to win their trust.

ТЕСТОВЫЕ ЗАДАНИЯ ПО ТЕМЕ:

Выберите правильный вариант:

1. I shall go/shall be going to the party when my brother arrives.

2. Will you pass / will you be passing me the books from him tomorrow?

3. I’m sure Tom will give up/is giving up the job.

4. Jack isn’t free on Monday. He will write/ will be writing at home.

5. Jim is going to study from 7 till 10 this evening. So at 8.30 this evening he will learn/will be learning new words.

6. While I shall read/ shall be reading this poem she will play/ will be playing the piano.

7. When you call him he will sleep/ will be sleeping.

8. I hope the next mail will bring/ will be bringing news from home.

9. Her homework is not finished. She will work/ will be working at it.

10. At what time will you be/ will you being at home?

11.

7. Рекомендуемая литература по теме занятия:

- основная

№ п/п	Наименование, вид издания	Автор (-ы), составитель (-и), редактор (-ы)	Место издания, издательство, год	Кол-во экземпляров
в библио-теке	на кафедре

15.	Английский язык для менеджеров : учеб. пособие	Агабекян И.П.	Ростов н/Д.: Феникс, 2010		-
16.	Бизнес- английский	С.А.Шевелева	Кнорус,		-

- дополнительная

№ п/п	Наименование, вид издания	Автор (-ы), составитель (-и), редактор (-ы)	Место издания, издательство, год	Кол-во экземпляров
в библио-теке	на кафедре

2.	Новый англо-русский медицинский словарь	Ред. В.А. Ривкин [и др.]	М.: ABBY Press,
3.	Новый англо-русский, русско-английский медицинский словарь.	Мокина Н. Р.	М.: ABBY Press, 2010
4.	English 365 [Электронный ресурс] : учебник - 1 электр. опт. диск (CD)	Bob Dignen, Steve Flinders, Simon Sweeney.	Cambridge: Cambridge University Press, 2007.	-
5.	Деловой английский язык [Электронный ресурс] : учеб. пособие. 1 электр. опт. диск (СD).		М. : Неотехсофт, 2006	-
6.	Lingvo 12 [Электронный ресурс] : словарь. - 1 электр. опт. диск (CD)	ABBYY Software House	М. : Аби Софтвер, 2008	-