Диссертация (1146719), страница 24
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The entire team on the customer side following a consensus discussion.c. A senior manager on the customer side who may well not have attendedthe meeting.5. When starting a presentation in China, it is helpful to spend significanttime discussing the history of your company.a.
True.b. False.6. Negotiations in China are best conducted on a one‐on‐one basis, sincepeople generally prefer getting to know you well.a. True.b. False.Подлинно – коммуникативные упражненияВ парах составте диалоги по предложенным ситуациям.1. Подготовка к встрече китайской делегации, прибывающей на международный деловой форум.1362. Подготовка к переговорам о продаже 100 штук промышленныхкомпрессоров китайской стороне по цене 450$ CIF за штуку (китайская сторона считает цену завышенной)V.Упражнения, направленные наа) овладение знаниями стратегии создания положительного имиджаи опоры на конфуцианское мировоззрениеб) овладение умениями применять данные стратегииЯзыковые упражненияKакими словосочетаниями из предложенного списка можно охарактеризовать ключевые для построения стратегии создания положительногоимиджа и стратеги опоры на конфункцианское мировоззрение понятияrelationship‐makers и relationship‐breakers.knowing history and culture; showing anger; respecting rank; direct communication; boasting; guanxi; entertaining and socializing; being too task‐focussed; indirect communication; harmony; loudness; face and courtesy; showing too muchemotion; patience; pressing for decisions; impatienceУсловно – коммуникативные упражненияВыберите из текста предложения, указывающие на то, что для достижениея цели коммуникантами были применены стратегии создания положительного имиджа и опоры на конфуцианское мировоззрение.Передайте основное содержание текста, используя 6 предложений изтекста.Every morning from then on, Jiang Bing got up early and went to the riverside to buy fish.
Sometimes he bought a silver carp, sometimes a pike, sometimes a137catfish; once he got a two pound crucian, which he smoked. Each day he cookedthe fish in a different way, and his dishes pleased the director greatly. SoonJiang Bing ran out of money. When he told Nimei he had spent all their wages,she suggested withdrawing two hundred yuan from their savings account.
He did,and day after day he continued to make the fancy dishes……. A few times Director Liao wanted to pay Nimei for the fish, but she refused to accept any moneyfrom him, saying, ‘It’s my job to take care of my patients.’Gradually the director and Jiang Bing got to know each other. Every day after Liao finished dinner, Jiang would stay an hour or two, chatting with the leader,who unfailingly turned talkative after a good meal.Director Liao was going to leave the hospital in two days.
He was grateful tothe couple and even said they had treated him better than his family.On Tuesday afternoon he had the head nurse called in. He said, ‗Nimei, Ican‘t thank you enough!‘‗It‘s my job. Please don‘t mention it.‘‗I‘ve told the hospital‘s leaders that they should elect you a model nurse thisyear. Is there anything I can do for you?‘‗No, I don’t need anything,’ she said.
‗Jiang Bing and I are very happythat you’ve recovered so soon.’‗Ah yes, how about Young Jiang? Can I do something for him?’She pretended to think for a minute. ‗Well, maybe. He‘s been working in thesame office for almost ten years. He may want a change. But don‘t tell him I saidthis or he‘ll be mad at me.‘‗I won‘t say a word. Do you think he wants to leave the hospital?’‘No, he likes it here. Just moving him to another office would beenough.’‗Is there a position open?‘‗Yes, there are two – the Personnel and the Security sections haven‘t had directors for months.‘138‗Good.
I’m going to write a note to the hospital leaders. They’ll take mysuggestion seriously. Tell Young Jiang I’ll miss his fish.’They both laughed.Подлинно – коммуникативные упражненияВ парах разыграйте диалоги между начальником и подчиненным, используя элементы стратегий создания положительного имиджа иопоры на конфуцианское мировоззрение на нижеследующие темы.1. An employee is asking a manager for promotion.2.An employee is asking a manager for a day-off.VI.Упражнения, направленные наа) овладение знаниями коммуникативно- речевого этикета делового общения, знаниями особенностей коммуникативно - речевого этикета деловойкультуры представителей стран Азиатско –Тихоокеанского регионаб) овладение умением оформлять высказывание в соответствии с этикетными нормами делового общенияЯзыковые упражненияРасширьте следующие предложения, употребляя данные слова и словосочетания.1.Mr.
Jiang said after HongKong's return to its motherland, that this pol-icy with a high degree of autonomy have been successfully implemented. (onecountry, two systems)2.Bank of China hopes to join hands with friends from all industries fora more glamorous future. (to build up)3.The unprecedented Asian financial crisis caused havoc and a volatileoperating environment. (to result)139Условно-коммуникативные упражненияСоставьте предложения из списка словосочетаний в соответствии спредложенной грамматической моделью, выразив уверенность, сомнение,беспокойство, недовольство, равнодушие.Model: It is only partly true that this policy may be implementedThat is not necessarily; protect the interest; I am concerned; multiplying profit; Iam utterly confident/certain; results of the poll; local equities; It doesn‘t matter;open door policy; It is not as simple as it seems; one country two systems; I am notsatisfied; I feel really anxious; I doubt that; We don‘t careПодлинно-коммуникативные упражненияРазыграйте ситуации, в которых могут быть использованы данные фразеологизмы.1.You cannot have your cake and eat it.2.
Few people are born with an iron rice bowl.3. Investors are lining up to buy into red chips.4. Some people attempt to look in a dark room to find a black cat.VII.Упражнения, направленные на овладение умением использовать тактикиапелляции к семье, уточнения, создания эффекта очевидности, создания иподдержания «духа дружбы» «сохранения лица», адаптации культурнозначимой информации, избегания конфликта изнурения партнера, введенияв заблуждения, демонстрации наличия конкурента, «гуанси», соблюдениясоциального статуса в деловых отношениях, соблюдения принципа гармониив деловых отношениях, применения холического подхода к деловым отношениям, «всадник без головы»140Языковые упражненияОбразуйте сложноподчиненные предложения из приведенных простых,используя образец.Model:1.
Hong Kong is perceived as "an easy place to do business".2. Hong Kong has an open-door policy designed to encourage companiesto set up their regional bases here.Hong Kong, having an open-door policy designed to encourage companies to set up their regional bases here, is perceived as "an easy place todo business".1.Volatility is largely the result of herding behavior.2.
Herding behavior is the result of the lack of information.3. This information is crucial for market participants to make rational decisions.4. China's and overseas demands for Hong Kong's other services have increased.5. Hong Kong services sector expanded from 67.5 percent of GDP in 1980to 85.2 percent in 1997.Условно – коммуникативные упражненияПрослушайте и повторите за диктором тактический ходы отклонениеот принятия решения и уход от прямого ответа, относящиеся к применению тактики «всадник без головы».Прослушайте диалог с использованием тактического хода постановкивопросов к каждому пункту обсуждаемого тезиса, относящиеся к применению тактики изнурения партнера, повторите реплики за диктором.141Согласитесь с данными утверждениями и обоснуйте свое согласие в зависимости от выбранной тактики, используя образец.Model:- In the general scheme of things, Hong Kong is perceived as "an easy placeto do business." (it has an open-door policy designed to encourage companies toset up their regional bases here)- I couldn‘t agree more because it has an open-door policy designed to encourage companies to set up their regional bases here.1.
Hong Kong had successfully transformed itself from a manufacturingbased economy to a services-based one. (it has developed as an entrepot,handling trade flows between China and the world)2. China's and overseas demands for Hong Kong's other services have increased. (the services sector expanding from 67.5 percent of GDP in 1980to 85.2 percent in 1997)Подлинно коммуникативные упражненияПредставьте, что Вы прослушиваете аудиозапись прошедших переговоровс целью выявления своих коммуникативных ошибок. Определитесвои дальнейшие стратегии и тактики.Представьте, что Вы готовитесь к проведению деловых переговоров спредставителями китайского делового сообщества.
Используйте данныеиз приведенной ниже таблицы.WesternChineseInitial sounding out period.Initial sounding out period.A quick process of identifying potential Initial introductions are likely to becustomers.made through trusted intermediariesEstablish informal contacts, often with who may continue to have a place as142people identified through a process of thecold calling.negotiation process unfolds.A more extensive sounding out period,often through a formalised process involving, among other things, banquetsand official meetings at senior levels.Exchange of information.Exchange of information.A fairly direct approach to exchanging Relatively more indirect communicainformation, often withtion styles.an initial list of proposals to get things It may be necessary to have to dig deestarted.per, and spend more time, in order tofind a comprehensive explanation ofwhat customers and colleagues are trying to achieve.Persuasion processPersuasion processFairly assertive persuasion style aimed Persuasion can be seen as a process ofat ‗getting the deal done‘, with negotia- probing for flaws in an argument.tions undertaken against the clock.Questions may be answered with otherquestions, particularly in circumstanceswhere a definite answer might causesomeone in the negotiation to lose face.Concessions are rarely offered quickly.Terms of agreementTerms of agreementMay stress general initial agreements, Maywith details discussed later on.notrespondwelltoa‗broad‐brush‘ approach to negotiationsMeasure success by how good the deal unless it is supported by frequentwas.
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