market_leader_3e_-_intermediate_-_course_book (851943), страница 44

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Companies can usually onl), do that whenthey arc heavily subsidised by their governments.Secondly, man)' people believe thdt strategic industries must beprotected. 1l1ese arc industries that are very important to theeconom)': steel, power, communications and so on. In the UnitedStdtes, many Americans think that the steel industr), should beprotected against cheap imports from Brdzil and other countries.If the US depends too much on foreign-made steel, they argue, thiscould be bad in a time of war.etTective and where the), arc ineftcctive.

Using feedback, people arcthen able to change their behaviour - rather than just telling peopleabout negotiation or reading a book. So the experience is vitdl.Number two: it's about keeping the learning fresh. Using di(icrentvehicles dnd different formats, whether that be, er, e-Iearning, watchingvideos online - or recently podcasts - or whether it be through a seriesofdifferent activities follOWing on the workshop to keep it live, keep itfresh, and to stop people falling into those old habits.1l1e third thing that's very important indeed is to look at the feedbackfrom the negotiations themselves.

And at 1l1e Gap Partnership, weusc a ROI system - which means 'return on investment'. \OVe measurethe etTectiveness of those negotiations for many months after thetraining, and this enables us to tweak and change the training andmake it morc customised. But it also allows the client to sec theeffects of that training, to measure it, and that provides them with adegree of irwestment for the future.C02 TRACK 19 (I INTERVIEWER, AS = ANDY SI MMONS)IDo the same techniques work with ever)' type of negotiation?AS Yes, this is a good point.

Urn, there is no one way to negotidte. -n,ere=arc many ditTerent ways to negotiate. 1l,e common misnomer isthat people find one way of negotiating and they don't change. Infact, this concept of appropriateness - that's what we teach - saysthat there is no onc way, there are many di(i'erent ways, rangingfrom the very competitive, very high-conflict negotiations that dregenerally win-lose, all the way through10the very, vcr)' co-operativenegotiations, which dre deemed as win-win.

And there's no rightor wrong, or there's no good or bad, it's just what's appropridte tothe circumstances that you either find )'ourselfin as d negotidtor or,belter still, the circumstances that you put yourself in, if you're reallyin charge of that negotiation and if }'ou're really well prepared.C02 TRACK 20 (I = INTERVIEWER, AS ANDY SIMMONS)I What makes a reall), good negotiator?AS 1l,ere dre Illdn), behdviours that make a good negotiator. And, er,when I sdy'good negotiator: its the word 'appropriate' - appropriate in=being able to change - dnd so the overriding thing is to be versatile, to161AUDIO SCRIPTSbe adaptable, to be able to change your behaviour according to thosecircumstances.

And the behaviours that are appropriate are everythingfrom being able to manage conflict, be able to, er, manage the pressurein a face-to-face negotiation, right the way through to being able to planeffectively, to be analytical, but at the other end ofthe spectrum, to alsobe open-minded and creative, in other words to come u�WO RKI NG ACROSS CU LTU R ESC02 TRACK 22Martin did the right thing when he arrived for the meeting on time.�� id�as o�TheJapanese value punctuality greatly.

He shouldn't have been upsethow to repackage the negotiation, and to have the self-disapline In bemgby the number ofJapanese staff at the meeting. The Japanese areable to communicate that with the right use oflanguage.And when I say 'the right use oflanguage', er, effective negotiatorsare able to watch for when there is more scope for negotiation. Whatused to working as a group. But he made a mistake with the businesscard. When you receive a business card from a Japanese person, youshould examine it carefully and then put it on the table in front ofI mean by that is, the ability to be able to look out and listen forwhat we call 'soft exposing give-aways: These are the small bits ofyou during the meeting.Martin asked a direct question about exclusivity.

Matsumoto, likelanguage around proposals that will tell you that your co�n�erpart,manyJapanese, didn't want to say 'no� so he used an expressionthe person on the other side of the table, has more negOtiatIon ro�m.And these are words like 'I'm looking for . . . roughly ... in the regIonthat Martin had to interpret. Martin may also have had to interpretMatsumoto's body language. Non-verbal communication isof ... around about . .

. I'd like ." I'm hoping for . . . currently . . .important in understanding Japanese businesspeople.right now . . . er, probably: Er, these are words that negotiators spotto help them understand just how movable the other side is. And soTheJapanese believe in consensus and hannony. Theywant everyone tosupport an important decision, so many staffmay be involved in decision­language itselfis very important and the control of that language; butmaking, and the process may take longer than in the Western world.Martin made a mistake when he gave white water lilies as a gift foralso the ability to listen. Because the more information you have, themore powerful you become, because information is power.CD2TRACK 21 (Bl c BUYER 1, B2 c BUYER 2. 5 = SUPPLIER)Extract 1Bl OK, let's go over our objectives again. What do we really want fromthis deal?B2 Well, price is the main issue, I'd say.

We want Pierlucci to supply uswith some top-quality men's wallets, but we don't want to pay theprices listed in his catalogue.Matsumoto's wife. White flowers remind the Japanese of death.Co2TRACK 23 OF = JOHN FISHER, 55 = SVEN SELIG)JF So, Sven, how did it go, your trip to Sao Paulo?55 Mmm, not too well. I felt a bit out of my depth while I was there.And I'm not sure I can work with Pedro Oliveira, we're very different.JF What happened?55 Well, I set up the appointment with Pedro two weeks before andwhen I got to Sao Paulo, I confirmed by phone. There was a heavyBl I agree, they're too high for our market, the wallets would never leavethunderstorm that day.

I arrived on time, but Pedro wasn't there.the shelves. So we need to get a substantial discount from him, atHe turned up over an hour later, said something about traffic delaysleast 20%.because of the storm, then shook my hand warmly, grabbed my armB2 Yeah, we should be able to do that. There's a recession in Italy at theand led me into his office.moment - money's tight - so he's not in a strong bargaining position.Next thing, he offered me a cup of very strong coffee.

I thanked him,Bl Exactly. But he won't admit that!Extract 25 I have never been to your store in Moscow. Can you tell me a bitabout your customers? What sort ofleather products do they buy?Axe they very price conscious? Will they pay a higher price for reallytop-quality products? How many men's wallets do you sell each week?Extract 3but said no, I'd already had two cups of coffee at my hotel.

Then hesaid, 'We're very proud of our coffee here in Brazil: I wondered if I'dmade a mistake to refuse his offer.J F Maybe.55 Anyway, instead of getting down to business, he called threecolleagues into the office. During the next hour, we talked abouteverything except business - football, the thunderstorm - and theyasked me lots ofquestions about my family, life in Denmark and so on.Bl If you can give us a discount of2S% for our first order, we can accepta later delivery date, say the end ofJune. But I do understand it won't5be easy for you to get your new range of wallets to us by then.Twenty-five per cent? I'm afraid that's far more than we usuallyoffer new customers, even a store like yours, which I know is veryprestigious.

We could possibly send half your order by that date.Would that help?Bl It certainly would, as the peak buying months areJuly and August.Let's come back to the discount later.Extract 45How about if we send the first consignment by express delivery? Wewill probably use UPS or TNT as the carrier, they are very fast andreliable. And we'll send the remaining part of the order by regularairrnail - that will take a little longer.B2 That's OK, as long as you get the first part of the order to us by theend ofJune - that's vital.5 Trust me.

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