- •1. Business English (registers)
- •2. Business English communication skills
- •3)Newsletters
- •4)Sales promotion letters
- •5) Internal messages
- •6. How to Make a Conversation Flow как грамотно поддерживать беседу
- •1) English-english
- •9. Types of business letters
- •10. Formal vs informal in business correspondence – формальность стиля в деловой корреспонденции
- •15. Dictionaries of business terms
- •International Business English terms Dictionary / English / Mezhdunarodnye terminy delovogo angliyskogo yazyka Tolkovyy slovar/ na angliyskom yazyke by red. Klark Dzh. (2006)
- •2) Переводные
- •16. Types of business documents
- •17. A contract. General notion
- •18. Types of contracts
- •20. Notion of a business meeting
- •21. Planning a business meeting
- •Be Timely
- •Be Prepared
- •Pay Attention
- •Participate Effectively
- •Be Accountable
- •Be Social
- •Слова и выражения по теме
- •22. A presentation
- •24. Peculiarities of presentations
- •8 Secrets to a Knockout Business Presentation You can give a great business presentation. Really.
- •25. How to Adjust Your Business Presentation Style to Achieve Maximum
- •26. Negotiations
- •27. Types of negotiations
- •The language of negotiations
- •Going Beyond Positions to the Underlying Interests
- •Identifying obstacles:
Going Beyond Positions to the Underlying Interests
Asking why:
Why would you want to ...? What would you do with ...? What is the reason for wanting to ...? |
Asking why not:
Why couldn't you ...? What would be wrong with doing this? Why would you object to ...? |
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3 Exploring the Zone of Bargaining and Options |
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Summarizing positions up to this point:
Can we summarize your position up to this point? Would you care to summarize your position up this point? |
Confirming a negotiating position:
Is that an accurate summary of where you stand? Would you say that is a fair representation of your position? |
Probing / Looking for options:
Just for the sake of argument, what if ... Can I ask a hypothetical question? Suppose that ... |
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4 Bargaining |
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Signalling the start of bargaining:
We've looked at what you have proposed, and we are ready to respond. After serious consideration, we are prepared to respond to your proposal. |
Responding to a proposal:
Regarding your proposal, our position is ... Our basic position is ... As far as your proposal is concerned, we think that ... |
Making and qualifying concessions:
We would be willing to ..., provided, of course, that ... We'd be prepared to .... However, there would be one condition. |
Making counter proposals:
May we offer an alternative? We propose that ... We'd like to make an alternative proposal. We propose that ... From where we stand, a better solution might be ... |
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5 Entering the Critical Phase |
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Identifying obstacles:
The main obstacle to progress at the moment seems to be ... The main thing that bothers us is ... One big problem we have is ... |
Analyzing an obstacle:
What exactly is the underlying problem here? Let's take a closer look at this problem. I would like to analyze this situation and get to the bottom of the problem. |
Asking for concessions:
In return for this, would you be willing to ...? We feel there has to be a trade-off here. |
Declining an offer:
I'm afraid your offer doesn't go far enough. Unfortunately, we must decline your offer for the following reason(s). I'm sorry, but we must respectfully decline your offer. |
Asking for further information:
Would you like to elaborate on that? Could you go into more detail on that? |
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6 Closing |
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Checking:
Let's just confirm the details, then. Let's make sure we agree on these figures (dates / etc.). Can we check these points one last time? |
Delaying:
We would have to study this. Can we get back to you on this later? We'll have to consult with our colleagues back in the office. We'd like to get back to you on it. |
Accepting:
We are happy to accept this agreement. This agreement is acceptable to us. I believe we have an agreement. |