Бизнес-диалог/Business dialogue and negotiation phrases

ВСЕРОССИЙСКАЯ АКАДЕМИЯ ВНЕШНЕЙ ТОРГОВЛИ

Е. А. Спинова

   Бизнес-диалог / Business dialogue and negotiation phrases





     Reference book

Av

Москва

магистр ИНФРА-М

                     2019

УДК 811.111'373(035)
ББК 81.2Англ-3

     C72


Рецензент:
Вавилова Т. А.
(преподаватель кафедры английского языка международного бизнеса Всероссийской академии внешней торговли)





















      Спинова Е. А.
С72 Бизнес-диалог / Business dialogue and negotiation phrases :

     reference book / Е. А. Спинова. — М. : Магистр : ИНФРА-М, 2019. — 72 с.

         ISBN 978-5-9776-0239-6
         ISBN 978-5-16-005722-4
         Агентство CIP РГБ


           Справочник содержит диалогические фразы и лексические модели переговорного процесса в сфере международного бизнеса на английском языке.
           Предназначен для слушателей курса «Теория и практика ведения переговоров на английском языке», а также для всех, кто стремится овладеть необходимыми в современных условиях навыками ведения диалога и переговоров на английском языке.


УДК 811.111'373(035)
ББК 81.2Англ-3


ISBN 978-5-9776-0239-6
ISBN 978-5-16-005722-4

                        © Спинова Е. А., 2012
                        © Издательство «Магистр», 2012

        Contents






Предисловие ........................................................9
Introduction .......................................................10
PART I
          Negotiation beginning
1.  Welcoming ......................................................11
2.  Introduction ...................................................12
3.  Names and titles ...............................................13
4.  Business cards .................................................14
5.  Greetings ......................................................15
6.  Small talk .....................................................16
     Invitation ....................................................16
     Thanking ......................................................16
     Preferences ...................................................16
     Refuses .......................................................17
     Regrets and apologies .........................................17
     Asking for permission .........................................18
     Requests and concerns .........................................18
     Sympathy ......................................................18
     Compliments ...................................................19
7.  Official part beginning ........................................20
     Starting signals ..............................................20
     Timing ........................................................20
     Procedure .....................................................20
     Agenda ........................................................21
     Objectives ....................................................21
     Roles .........................................................22
8.  Presentation ...................................................23
     Company mini-presentation .....................................23

Business dialogue and negotiation phrases 5

Contents

PART II
          Discussion
1.  Discussion patterns ..............................................24
     Position delivery ...............................................24
     Main points .....................................................24
     Taking things into consideration ................................24
     Illustrating your point .........................................24
     Adding points ...................................................25
     Widening discussion .............................................25
     Generalizing ....................................................25
     Exceptions ......................................................25
     Popular misconceptions ..........................................25
     Surprising/unpleasant points ....................................26
2.  Discussion order .................................................27
     Giving the floor to any other speaker............................27
     Order phrases ...................................................27
     Changing subject ................................................27
     Returning to subject ............................................27
     Interruption ....................................................28
     Inviting interruption ...........................................28
     Dealing with interruption .......................................28
     Reference points ................................................29
     Asking for information ..........................................29
     Finishing points ................................................30
3.  Feedback .........................................................31
     Asking for repetition ...........................................31
     Asking to slow down .............................................31
     Asking for clarification ........................................31
     Checking understanding ..........................................32
     Offering clarification...........................................32
     Expressing understanding ........................................32
     Expressing misunderstanding .....................................33
     Understanding/misunderstanding in patterns ......................33
4.  Suggestions and proposals ........................................34
     Expressing suggestions and proposals ............................34

6 Business dialogue and negotiation phrases

Contents

     Responding to proposals .......................................34
     Counterproposals ..............................................36
     Moving negotiations along .....................................36
5.  Options ........................................................38
     Introducing the idea of generating options ....................38
     Introducing the process of generating options .................38
     Putting forward options .......................................38
     Discussing options ............................................38
     Suggesting a move to the next stage in the process ............38
     Reaction to options ...........................................39
6.  Opinions .......................................................40
     Asking for opinions ...........................................40
     Giving opinions ...............................................40
     Indecision ....................................................41
     Expressing reservation ....................................... 41
     Hesitation phrases ............................................41
     Pausing .......................................................41
     Avoiding commitment ...........................................41
     Delaying ......................................................42
7.  Reasons ........................................................43
8.  Disagreement ...................................................45
     Disagreement ..................................................45
     Strong disagreement ...........................................45
     Contradicting .................................................46
     Saying “no” tactfully .........................................46
     Mild disagreement .............................................46
     Declining an offer ............................................46
PART III
          Coming to agreement
1.  Bargaining .....................................................48
     Signalling the start of bargaining ............................48
     Expressions used  in argument .................................49
     Concessions              ......................................49
     Conditions ....................................................50
2.  Threatening ....................................................51

Business dialogue and negotiation phrases 7

Contents

3.  Expressing dissatisfaction .....................................52
4.  Mediating ......................................................53
5.  Personal relations .............................................54
     Phrases that help to establish good relations .................54
     Cooperation ...................................................55
     Softening explanation .........................................55
     Encouraging to speak ..........................................56
     Showing interest ..............................................56
6.  Non-verbal means of communication ..............................57
     Intonation ....................................................57
     Gestures ......................................................57
     Listening skills ..............................................58
7.  Jokes ..........................................................58
8.  Agreeing .......................................................59
     Agreeing ......................................................59
     Partial agreement .............................................59
     Mild agreement ................................................59
     Strong agreement ..............................................60
PART IV
          Ending negotiations
1.  Closing ........................................................61
2.  Expressing satisfaction ........................................62
3.  Summarizing ....................................................63
4.  Checking .......................................................63
5.  Guaranteeing ...................................................64
6.  Follow-up documentation ........................................64
7.  Next meeting agreeing ..........................................64
8.  Regards ........................................................64
9.  Farewell .......................................................65
10.  Bringing negotiation to a close ...............................65
Conclusion .........................................................66
Bibliography .......................................................67
Index ..............................................................68
Индекс .............................................................70

8 Business dialogue and negotiation phrases

        Предисловие







Использование предложенных в справочнике общепринятых оборотов речи, диалогических фраз и лексических моделей позволяет быстро и корректно вступить в конструктивный диалог, провести деловые переговоры на английском языке с зарубежными фирмами.
   Компактный справочник предназначен как для начинающих, так и для продолжающих изучение делового английского языка. Он может быть использован до и во время деловых встреч в качестве оперативного и наглядного пособия на фирмах и в организациях, которые сотрудничают с иностранными партнерами, а также для самостоятельного изучения делового английского языка.
   Четкое изложение каждой темы в доступной форме, снабженное комментариями “Notes” и наглядный план содержания помогает быстро ориентироваться в книге. Все разделы структурированы в соответствии с этапами диалогического и переговорного процесса. Индекс в конце книги, составленный в алфавитном порядке на английском и русском языках, позволяет по указанной странице быстро найти необходимый раздел переговоров и эффективно применять полученные знания на практике.
   “Business Dialogue and Negotiation Phrases” наряду с учебными пособиями “Negotiating Theory in English” и “Negotiating Practice in English” подготовлены для курса повышения квалификации Всероссийской академии внешней торговли по теории и практике ведения переговоров на английском языке

Business dialogue and negotiation phrases 9

        Introduction







The Reference book “Business Dialogue and Negotiation Phrases” along with two other textbooks “Negotiating Theory in English” and “Negotiating Practice in English” is compiled for the VAVT special course on negotiation.
    The Reference book is intended for teachers and students of Business English, who might find it useful. The Reference Book consists of lexical patterns for all stages of the negotiation process. “Index” at the end of the book could be also of practical use for orientation in the book.
    I would like to acknowledge and thank M. Ju. Klimenkova, Head of the VAVT English Language Department of International Business, for encouragement and support to develop the special course on negotiation in English, as well as A. E. Chernjavskaya, Head of the VAVT Editorial Office.
    In addition, I dare express special acknowledgement to Dr. Stuart A. Umpleby, Professor of the George Washington University, Washington DC, for brilliant lectures I had the honour to attend.

Elena A. Spinova

10 Business dialogue and negotiation phrases