1. A zero- sum game ⇒ a situation in which a benefit gained by one side means a loss to the other side 2. A win- win situation ⇒ a situation in which both sides benefit. 1. Build raport⇒ develop an understanding of and ability to communicate with someone 2. Probe interest ⇒ find out the other side’s expectations 3. Begin the bargaining procedure ⇒ start to negotiate the terms of an agreement 4. Make proposals ⇒ make suggestions 5. Make counter proposals ⇒ react to suggestions 6. Reach a stalement ⇒ arrive at a situation which no progress can be made 7. Make concession⇒ allow or give up things in order to reach an agreement 8. Reach a compromise ⇒ arrive at an agreement where both parties reduce their demands in order to agree 9. Work out the details ⇒ discuss all the aspects of the deal 10. Return to the negotiating table⇒ re-negotiate an agreement 1. The negotiation decoy - add extra false interests to your agenda which you can bargain with, without affecting your real interests 2. The extreme offer - ask for more or offer less than expected in order to make ‘concessions’ later 3. Negotiation nibbling - make one last ‘small’ demand once the deal has been done hoping that your opponent will agree in order not to harm the agreement 4. Good cop bad cop - one member of your team is demanding and inflexible (the bad cop), the other appears to be pleasant and reasonable (the good cop). Your opponent will have to deal with the good cop. 5. Mention the competition - make references to what your opponent’s competitors are offering in order to gain the concessions that you want. 6. Negotiation limits - state limitations (e.g. money, time), real or imagined, hoping that your opponent will make a concession to meet your limit. 7. Take it or leave it - appear as if you are ready to break off the negotiations unless your interests are met 8. Negotiation silence - stop talking during the negotiation in the hope that your opponent will become uncomfortable and want to make a concession in order to break the silence The negotiation decoy - Probe each interest thoroughly, e.g. by asking how each one helps your opponent. . Good cop bad cop Focus your efforts on Mr./Mrs. Nasty and ignore Mr./Mrs. Nice. Alternatively, just ignore the tactic altogether. Negotiation nibbling Be very clear about what is included and excluded in the deal. Resist the temptation to make this final concession. The extreme offer Show your surprise and allow yourself to laugh. Mention other deals you have made to persuade your opponent to adjust his/her expectations. Take it or leave it Ignore the threat and continue the negotiation as if you have not heard it. Negotiation silence Restate your offer. Do not make any suggestions or concessions. In extreme cases, get up and walk out the door in the hope that your opponent will call you back and continue in a reasonable manner. Mention the competition Make sure you know what your competitors are offering and be prepared to explain how your product or service differs in terms of value. Negotiation limits If you can make this concession, make sure you get something back. Alternatively, focus on how your product or service will save your opponent time or money in the long-term. Opening the negotiation 1. So, shall we get down to business, then? Stating/probing interests 2. We were looking to make an order for 100 cases. 3. What sort of price did you have in mind ? 4. We were hoping for a unit price of around e4.50. Bargaining 5. Would you be willing to meet us halfway ? 6. If you cut your delivery time by, say, 10 days, we would be prepared to pay the price you have proposed. 7. We’d need to see a bit more flexibility on terms of payment. Rejecting a proposal 8. Come on, let’s be reasonable here. 9. Unfortunately, I don’t have any more room to negotiate this fee. Accepting a proposal 10. I suppose we could manage that. 11. I think we could work something out here. 12. I think we could agree on 3 weeks. 13. Sure, we can throw that in. Closing the deal 14. OK, it’s a deal In terms of the workplace, diversity refers to an organization ensuring the talent pool they recruit, retain, and develop is a varied one. This means making efforts so that everything from different races and .........etnicities......, genders, religions, sexual ........orientation......., and abilities are all well-represented within your walls.It’s also something that you should view as an opportunity – not an obligation, or an exercise in political ......correctness..........It’s about looking past the notion of ........simply........ employing a diverse group of people, and instead seeing such initiatives as your organization’s chance to tapinto a diverse set of experiences, backgrounds, world views, and methods of problem-solving. Your clients and your audience –not to mention the world at large –aren’t .......homogenious......... after all, so why would it benefit you to build a team that is?But one of the main things to understand when considering diversity is that it counts for very little without inclusion –which represents the flip-side of the same coin –and its success begins and ends with your company’s culture.It’s not just up to HR leaders, but every member of an organization to help foster a culture of inclusion and .......acceptance.......... In relation to diversity, inclusion is specifically where team managers working on the frontlines .......personaly......... hold the greatest sway over how integrated and .......respected......... each employee feels. Diverse varied / equal homogenous Tolerant open-minded / intolerant narrow-minded Typical ordinary/ untypical, unusual Biased prejudiced / fair Respectful considerate / disrespectful 1. etiquette 2. fair faux pas 5. cultural of choice 3. culture 6. cold hard clash facts 9. the tipple share 10. to build rapport 7. wide reaching spiderweb 4. valuable lesson A. full of possible alternatives; differences 8. dip one’s toe Ripe with possibilities B. an aspect that has been handled badly or inefficiently in culture; cultural cock-ups C. an incoherent mixture of diverse elements or a variety of items; concoction D. considered as extremely embarrassing or highly sentimental; E. a company that may hire up to 500 employees; toe-curling concoction SME F. to disapprove of something (e.g. an opinion, a decision, etc.); to be frowned upon G. deep respect for a person or (rarely) for an item; sometimes: a gesture indicative of this attitude (e.g. a bow); reverence H. praise received for an achievement or a recent successful outcome; compliments, congratulations; fame I. in a sensitive or contextually appropriate way; J. to perplex somebody to a great extent; to confuse, to puzzle, to disorientate; K. realistic and very determined; tough-minded, pragmatic, businesslike; professional L. to expand the activities, actions or interests in a completely new direction; venture M. to show great disrespect as the lowest part of the body is considered rude; to turn smone s back N. the driving force of the development of a process or course of events; momentum O. to allow someone to have freedom in their conduct. To cut somebody s slack The new employees acted in ______ignorance__________ of procedures and recent management decisions. They must be held liable for this huge failure. 2.In Asia the rules of ______etiquette__________ have remained fairly the same, but you have to be aware of their social norms and culture, where respect is the key word. 3.The new CEO is very enthusiastic about her breakthrough. Nevertheless, she does not necessarily focus on the huge turnover. She is looking for ______kudos__________ rather than financial gains. ignorance ripe dipping reaching etiquette ground hurdles antagonize kudos hard-nosed 4.Brad _________antagonizes_______ many people in his team when he chose the proposal of the newcomers over the other options provided by his experienced co-workers. 5.This has been a wide-_____reaching___________ marketing campaign thanks to our fresh advertising team who came up with innovative solutions. Our company has reached a way larger audience this year and the sales have skyrocketed. 6.The context was ________ripe________ with opportunity, as I met many people in key positions. Unfortunately, I forgot my business cards and made a fool of myself. 7.This year’s achievements are the direct consequence of our previous efforts. The manager was looking forward to ________dipping________ his toe into the new market. 8.Nowadays _______hard-nosed_________ approaches are successful in business. We have to stick to our initial plan. 9.There are three major ______hurdles__________ to overcome: the high employee turnover, the long training programs and the unskilled employees who are still working for us. We have to come up with a good plan to meet the demand. 10.We are great leaders and I believe we can find some common _______ground_________ to conclude this deal. It’s a win-win situation after all! A......Multicultural......... refers to a society that contains several cultural or ethnic groups. People live alongside one another, but each cultural group does not necessarily have engaging interactions with each other. For example, in a typical neighborhood people may frequent ethnic grocery stores and restaurants without really interacting with their neighbors from other countries. B........cross-cultural........ deals with the comparison of different cultures. In this communication category, differences are understood and acknowledged, and can bring about individual change, but not collective transformations. In these societies, one culture is often considered “the norm” and all other cultures are compared or contrasted to the dominant culture. C. ......Intercultural........ describes communities in which there is a deep understanding and respect for all cultures. The communication focuses on the mutual exchange of ideas and cultural norms and the development of deep relationships. No one is left unchanged because everyone learns from one another and grows together. (adapted text) 1.Which of the following is considered poor etiquette in Japan? b.placing your chopsticks upright in your food 2.Which colour should you avoid wearing in Brazil? b.purple 3.In India, what do vegetarian Hindus typically not eat? b. meat, fish, seafood and eggs 4.In which country is the number 4 considered unlucky? a.China 5.In which country does nodding the head up and down mean 'no' rather than 'yes'? a.Bulgaria 6.Which country has the most time zones? c.France 7.Which of the following is not one of the five pillars of the Islamic religion c. Puja 8. What is the Chinese term used to describe the concept of having a network of reciprocal relationships? 9. Which of the following would you not offer as a gift to a Chinese business partner? 10. What is Jewish New Year commonly known as? b. Yom Kippur a. a clock c. Guanxi Beyond one’s grasp jobless apocalypse reduce bias maximize one’s potential unequal distribution senior leadership position opposing forces cultural shift technological disruption take leave a lua concediu The essential part – a computer or a system – the future – a person/system – a particular process – a bad situation continue – the same – the usual limits Scalable scaknan .xkjabsc kadbtranscended perpetuating equitable algorithm predictive inherent crux
