market_leader_3e_-_intermediate_-_course_book (852196), страница 44
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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.
I can guarantee delivery by that date.Extract 55 Normally, we only supply our top-of-the-range wallets in twocolours, black and brown - most customers ask for those colours. Ifyou wanted other colours ' "81 What? You mean the wallets would b e even more expensive?5 Well, we would have to charge a little more, because the quantities weproduced in that colour would be small, but we could do it.Extract 65Great, we agree on prices, discounts, the items you want tobuy, delivery and method of payment.
I will send you an e-mailconfirming what we have agreed, and enclosing a draft invoice.Extract 75OK, I think we have covered everything. If there are any points wehave forgotten, just give me a call.B2 Excellent, that was a very good meeting. I'm sure we'll do a lot of5business in the future.I hope so. Now, about dinner tonight - what time would beconvenient for you?1623:DOING BUS I N ESS I NTE RNATIONALLYJF I suppose you got a bit frustrated.55 Of course! I was impatient to start, maybe I showed it a little.Anyway, it was lunchtime, so we went to a local restaurant. Greatfood, but no talk of business. So I asked them about the crime ratein Brazil, the Amazon rainforest and what sort ofgovernment theyhad at the moment, but I'm afraid the topics didn't generate muchdiscussion. They just didn't seem to want to talk about those things.JFBut we did have a more lively discussion when we started comparingfood in our two countries.Ah, interesting.
Food is always a good topic of conversation whenyou're abroad.55 Yeah. We left the restaurant over two hours later, and then we allwent to a business club. We played snooker until about six o'clock.It was very enjoyable, I must admit. As I was leaving to go back tomy hotel, Pedro put a hand on my shoulder and said he hoped I'denjoyed the day.J F So nothing happened on the first day?55 No! If we're talking about business, it was a wasted day.CD2TRACK 24 O F c JOHN FISHER, 55 = SVEN SELIG)JF Tell me about the second day.
Things went better, I hope.55 Not really. I was meant to give my presentation at ten in the morning.But his secretary phoned and told me the meeting was put off untiltwo in the afternoon.That must have been annoying.JF55 It certainly was.
Pedro invited quite a few of his colleagues to attendthe presentation. That was OK, but they kept on interrupting meduring my talk, asking lots of questions - I became very impatient.I suggested they ask their questions when I'd finished. I don't thinkthat went down well because they didn't ask many questions at theend.In the meeting afterwards, Pedro didn't stick to the agenda. Thegovernment had just announced a new tax policy, and they spentmost of the time discussing this and getting quite emotional.AUDIO SCRI PTSAt times, they r:'lised their voices to e:'lch other. I \V:'IS re:'lily shocked. ItW:'lS bte in the afternoon when Pedro was ready to talk about the firstitem on the :'Igenda.
But [ had to leave, as I'd arr:'lllged an appointmentwith someone at the embassy. I apologised that I had to rush oA:CD2T"ACK 29A There have been a number of cases of resume dishonesty in thepapers recentl}'.BPedro just said to me, 'You know, Sven, meetings in our country canbst :'l Iang time.' Then he put his arm around my shoulder and said,. You must come to dinner tomorrow night at my home. J'vty wife is awonderful cook.'ABShc \\'as getting on with all her salcs staff, she was receiving strongperformance reviews and she was exceeding all her sales t:lrgcts. Shesure I can work with Pedro.
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