Англ. Essential Business English Practice (магистрат. Практикум по основам делового общения на английском языке учебное пособие
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Coming to a Close or Settlement There are a number of signals that indicate that negotiations are coming to a close. This may not always mean that an agreement has been reached. In many cases, there are many rounds of negotiations. The preliminary round may uncover the major issues, while subsequent rounds may be needed to discuss and resolve them. Here are some signals of talks coming to a close: A difference of opinion has been significantly reduced. One party suggests signing an agreement. One or both parties indicate that a period of time to pause and reflect is necessary. Beware of last-minute strong-arm tactics. E  ven if you make the decision to treat your negotiating opponent with honesty and kindness, the other party may not extend you the same respect. Be prepared to stand your ground firmly, yet cordially, especially in the last few minutes of the negotiations. This is the time when manipulative parties may employ certain tactics in order to try to fool you into losing focus or lowering goals and standards. Remember that conflicts are generally resolved in the last few minutes. The theory behind last minute tactics is that one party may be more willing to give in out of fear that all of the concessions or progress made up to that point (perhaps hours or weeks of talks) might be lost. People also get tired or have other commitments that need to be met, such as making an important phone call before another business closes, or picking up children from school. Here are some last minutes tricks that negotiators often use at this time:walking out of the room; offering a short-term bribe; telling you to take it or leave it; giving an ultimatum; abrupt change in tone (used to shock the other party into submission); introducing new requests (used to get you to concede with little thought or consideration); adopting the Mr Nice Guy persona (used to try to make it look like they are doing you a favour in the hope that you will lower your expectations). 5. Study the situation below. What negotiating strategy and rules did Markus use? Markus, a landscaper who has been with the company Landscape Labourers for five years, believes he is underpaid. He also thinks he deserves more seniority over his crew members. Markus’s manager, Louis is also the owner of Landscape Labourers. Though Louis values Markus more than any of his other labourers, he isn’t sure that he can afford to pay him more, especially at this time of year when work is unsteady. It’s finally lunchtime and Markus and Louis meet as planned. Markus offers for Louis to speak first, but Louis declines: Markus: Thanks again for agreeing to meet today. I really appreciate you taking the time during your lunch. Louis: Okay, well, let’s get started. I’d like to resolve this as soon as possible so we can get back to work. Markus: Great. Okay, well, if there’s anything you’d like to say first, please be my guest. Louis: Oh, no, I insist you go first. After all, you’re the one who asked to meet with me. Markus: Very well then. First of all I want you to know that I am fully aware of the challenges you have faced in running this company in the last few years. I understand that the poor weather last year ended up costing you and all of the local landscape companies a lot of money. However, I think you realize that I am unsatisfied with my current salary. I’ve been with Landscape labourers for 5 years now and there have been many other years that were profitable. Despite how much your business has grown, I’m making less than a dollar more than I was the day I started. Louis: You’re lucky to have a job in these times. Markus: Yes, and I’m very thankful that you have employed me all this time, especially during the slow seasons when the company is struggling to make a profit. It means a lot to me to have that stability, which is why I have remained loyal to your company. Louis: You haven’t had much choice but to remain loyal, Markus. There are no jobs out there. Markus: Well if you don’t mind, I’d like to finish what I have to say and then you can let me know what your position is. As a matter of fact, there are a few companies hiring right now in our area. These are not all necessarily companies that I would be interested in working with. For example, you and I both know that I would never want to work for a company such as Powell Designs. I’d much prefer to be associated with a company like Landscape Labourers because we do a good job. Having said that, I took the liberty of calling a few other local companies to find out what type of salary packages they offer to their foremen. Louis: Foremen? I don’t have a foreman. I never have. It’s not my style. Don’t forget, you’re a contract labourer just like the rest of the crew. Markus: Yes, I thank you for bringing that up. Besides deserving a higher salary, one that is competitive with local companies, I also think that I deserve a new title. You and I both know that the crew looks to me as though I am a foreman, even though I don’t have the title. Louis: You don’t have the title, but you also don’t have the responsibility. It’s a lot of work being a foreman. Markus: Exactly. And you can’t say that you haven’t noticed me coming in earlier than the others and leaving later. I also designate jobs to all of the crew members each morning and call suppliers when needs arise. These are duties of a foreman, am I right? Louis: I suppose. But a foreman also helps solve conflicts that arise within a team, and deals with customer complaints. You always pass those things on to me. Markus: I agree with you on that. However, I would be willing to take on these extra responsibilities, should you offer me a foreman position at a rate of $25.00 per hour. Louis: Look, we’re running out of time here and I’ve barely had a bite of my lunch. Markus: I know, and we have a lot of work to get done this afternoon. Louis: Well, I guess we’ll have to settle this at another time. Markus: Actually, I’d really like to get this settled today. I know how busy you are, and it’s not easy to get you to sit down and talk. Louis: (standing up and getting ready to walk out of the room) Well, we’re not getting anywhere. Markus: Please sit down for a few more minutes so we can make a decision. Louis: And what if I don’t? Are you going to quit? Markus: I am a loyal employee, and I believe that it is in the best of both of our interests to have this conflict resolved. This should only take a few more minutes. Louis: Fine. You can be the foreman. I’ll even change the title on your pay stub. But no raise. Markus: I think you and I both know that the raise is more important to me than the title itself. Louis: You know, not very many owners would agree to give a person like you the title of foreman. You don’t even have your proper certification. Markus: You’ve said before that experience means more to you than education. Remember that guy Samuel that you hired. He had a four year diploma in landscape design but had never worked a day out on the fields. You let him go before his probation was up. Louis: Oh, don’t remind me of that kid. Markus: Look, I’d be willing to accept $24.00/hr, if you agree to review my salary again come spring. Louis Fine. I guess that’s fair. You are my best employee, right now at least. Markus: Great, then, you won’t mind changing my status to crew foreman. I won’t disappoint you. Remember, I’m willing to take on the extra duties of a foreman, which will give you more time to find new clients. Louis: Speaking of new clients. I’m expecting an important phone call in ten m  inutes, so let’s wrap this up.Markus: Well, I think we’ve both agreed on the terms. Can we shake on it? I mean, can I have your word that my new hourly wage will begin at the beginning of next month? (Markus holds out his hand.) Louis: (Louis shakes it.) Okay, Mr Foreman. Get back to work, would you. And, I’ll need you to order all of the supplies for Monday. Markus: Thanks, Louis. I’ll get on that right now. (from www.englishclub.com) 6. Remember some useful phrases and vocabulary used in negotiating. In ex.5 above find examples of ‘negotiating vocabulary’.
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