market_leader_3e_-_intermediate_-_course_book (852196), страница 43
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Actually, I went on an assertiveness course a few weeksago, and it really helped me a lot.A final question: why should we offer you the job?MG \<\'ell, I've got lots ofenergy, and I re:llly believe I can persuade peopleto have a healthier lifestyle. That's the key, I think, to building up agood fitness centre. Also, I'm a creative person and I will come upwith other ideas for serving our local community and bringing morecustomers into Fast Fitness clubs.IAUDIO SCRIPTSC02 TRACK 13 (I = INTERVIEWER, SC = SI LVIA COMI N ELU)1First, Ms Cominelli, why do you want to leave your present job?SC "nlat's easy to answer.
To be honest, I'm not being paid enough forFinally, some say that in developing countries, industries need to beprotected until the),'re strong enough to compete in world markets.This is the 'infant industry' argument: certain industries have to bemy qualifications and experience.
['m looking for a really big job thatprotected until they can stand on their own feet, as it were.is well paid and will enable me to meet a lot of people and challengeMy final point was that, throughout the world, there is a trendme in the years to come.towards liberalising trade and relllo\'ing trade barriers. The mostOK. Now, what would you say is your main weakness, in terms ofsuccessful economics tend to have open Illdrkets, and most of theirthis job?industries have been deregulated.SC l\hin weakness .
. . I speak my mind, and that can sometimes upsetpeople. I'm not d diplomatic person, but staffand students knowwhere they arc with me, dnd they like thdl. l don't talk about peoplebehind their back, I say it to their fdce or not at all.A final question: why should we otTer you the job?SC Look, let me put my cards on the table. You're looking for someonewho'll boost your profits and meet some very tough tdrgets. ] Cdndo thdt for you.
I expect d lot from people working with me, ] setC02 TRACK 17 (N N NAOKO NAKAMURA, LB = 1I BAI)NN I f I order 30,000 silk scarves, what discount will you otTer us?LB On 30,000, nothing. But if you buy 50,000 scarves, then we'lI offeryOll 10%.N N OK, I'll think about that.
And tell me, if we placed a very large order,say, er, 80,000 units, \\'ould you be able to despatch immediatel), ?=LBbottom line. I believe in rewdrding people who do well and gettingrid of those who don·t. And that's the kind of generd] manager youneed at the moment. So that's why you should otTer me the job.U N IT 9 I NTERNAT I O N A L MARKETSC02 TRACK 14 (I = INTERVIEWER, 1M IAN MCPHERSON)Perhaps )'ou could summarise for our listeners the points you'veI=made so far, Ian. You started by telling us what free trdde is.1M ltight, I defined it as a situation in which goods come into and outof a country without any controls or tdxes.
Countries which trulybelieve in free trade try to liberdlise their trade, that's to say, they takeaway barriers to trade, the), remove things which stop people tradingfreel)'. 1l1ey have open borders dnd few controls of goods at customs.C02 TRACK15(I = INTERVIEWER, 1M=IAN MCPHERSON)OK ... then you gdve us several examples of barriers to trade.1M Yes, I sdid that there arc two main barriers: tariffs and subsidies.Tdri(i"S are taxes on imported goods, so that the imports cannotcompete so well dgdinst domestic products. Subsidies arc mone),\I\'e can normally guarantee to despatch a large order within threeweeks. But if you order at d peak time, like jllSt before the Chinesehigh standdrds, dnd statThave to dchieve those stdndards.
1l1at's theNew Year, it will be impossible to deliver that quickly.NN 1 tdke it your price includes insurance?LB Actuall)!, no. Usually, you'd be responsible for that. But if the orderWdS really large, that would be negotiable, I'm sure.NN WIMt about pa),ment?LB To be honest, we'd prefer cash on deliver)" as this is our first contractwith )'ou. If you were d regular customer, \oJe would otTer you 30 days'credit, Illdybe even a little more.NN lhat's dll right. I quite understand.LBLook, how dbOlll having some lunch now, dnd continuing later thisdfternoon? 1l1en we could meet for an evening meal.
I know anexcellent restaurant in Wanchai.NN Yes, let's continue after lunch. I f I had more time, 1 would love to havedinner with you, but unfortunatel), m)' flight for Tok.'"}'o leaves at eighttonight, and I need to be at the airport by six.C02 TRACK 18 (I INTERVIEWER, AS = ANDY SIMMONS)IHow do you train people to be good negotiators?AS There arc three things that are important in negotiation training.=Number one is to create an environment where people can do.
Usingpdid to domestic producers so that Ihey can sell their goods moreCdse studies and the lise of video, people arc able to sec how the),trade because when people arc given a choice, generall), the), will buybehave on video. 111ey can look at what's appropridte dnd they canlook at what is inappropriate. Whdt I mean by that is, where the), 'rechedply than foreign competitors.
Tariffs and subsidies are barriers 10the cheapest product.You mentioned other bdrriers - less important ones, perhaps.1M Uh-huh. I tdlked about quotas, which limit the quantity of a productwhich can be imported, and I discussed other restrictions on trdde,such as expensive licences for importers, which ddd gredtly to costs;and regulations relating to documents which d compan), must hdvcto export its goods to certain countries. 1l1e documents can be verycomplicated dnd diflicult to complete, so they slow down trading.C02 TRACK 16 (I INTERVIEWER, IM = IAN MCPHERSON)I 1 asked YOll iffree trade was always a good thing.1M And 1 answered, in principle, yes, it is a good thing, it's benclicial=to countries.Why?1 M Countries which open their markets llsually have a policy ofderegulation, that's to say, they frec their companies to compete inmarkets, without government control or subsidies.
13ecause of this,consumers in free-trdde areas dre ofrered a wider range of highqUdlit)' products dt lower prices. Pcople in those areas can mo\'e tothe most productivc pdrts of the economy and get better jobs withhigher wages or salaries. OK?So why do so many countries protect their industries and not allowfree markets?1M I gave three reasons, if you remember. Firstly, some people say, whyshould we practise free trade if other nations compete unfairl), ? ForeXdmple, dumping is fairl), common in international trade.''''hen companies dump goods in overseas markets, they sellgoods at very low prices, usually for less than it costs the companyto produce the goods.
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.
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