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Task 3. How good are you at managing conflict? Answer the questions in the quiz below. Then count your score and compare it with a partner.
Quiz
1. You are in a meeting. People cannot agree with each other. Do you
a) say nothing?
b) intervene and propose something new?
c) take sides with those you like?
d) suggest a 10-minute break?
2. Your two closest friends have an argument and stop speaking to each other. Do you
a) behave as though nothing has happened?
b) bring them together to discuss the problem?
c) take the side of one and stop speaking to the other?
d) talk to each one separately about the situation?
3. You see two strangers. One begins to hit the other. Do you
a) pretend to be an off-duty police officer, and ask them what is going on?
b) call the police?
c) shout at them to stop?
d) walk away quickly?
4. Your neighbors are playing very loud music late at night. Do you
a) ask them to turn it down?
b) do nothing?
c) call the police?
d) play your own music as loudly as possible?
5. You are in the check-in queue at a airport. Somebody pushes in. Do you
a) ask them to go to the back.of the queue?
b) say nothing?
c) complain loudly to everyone about people jumping queues?
d) report them to an airport official?
6. A colleague criticizes your work. Do you
a) consider carefully what they say?
b) ignore them?
c) get angry and criticize them7
d) smile, but wait for an opportunity to get back at them?
Give yourself the following marks.
a) 2 | a) 2 | a) 3 | a) 4 | a) 4 | a) 4 | ||||||
b) 3 | b) 3 | b) 4 | b) 2 | b) 2 | b) 3 | ||||||
c) 1 | c) l | c) 2 | c) 3 | c) 1 | c) 1 | ||||||
d) 4 | d) 4 | d) 1 | d) l | d) 3 | d) 2 |
Results:
6 – 11 You need to improve your conflict management skills.
12 – 17 You are quite good at conflict management in certain situations.
18 – 22 You are good at conflict management in most situations.
23 – 24 You are excellent at conflict management. You should be working for the United Nations.
Task 4. What is the best way to handle a conflict: to avoid the problem or to discuss the problem and find a way out of the difficult situation? Prove your opinion using the following phrases:
· to argue with each other
· to show one’s frustration by being aggressive
· to sort out the conflict in a constructive way
· to address the problem with somebody directly
· to ask what is wrong
· to listen to your partner carefully
· to understand one’s problems and concerns
· to work out a way out of the situation constructively
Task 5. Read one of the following articles (from the Financial Times). Before you read, match the words from the article with their definitions:
1. tactics | a. be flexible |
2. make compromises | b. not changing your opinion or attitude |
3. consistency | c. the methods you use to get what you want |
Negotiations are demanding and may become emotional. You may find your negotiator banging his or her fist on the table or leaving the room. Accept such tactics with patience and calmness. They are designed to make it difficult for you to concentrate. Russian negotiating teams are often made up of experienced managers whose style can be like a game in chess, with moves planned in advance. Wanting to make compromises may be seen as a sign of weakness.
4. speak your mind | d. when you find out what the other side wants |
5. place great weight | e. say what you think |
6. exploratory phases | f. consider very important |
As well as being formal, negotiations are direct. German managers speak their mind. They place great weight on the clarity of the subject matter and get to the point quickly. Excessive enthusiasm or compliments are rare in German business. You should give a thorough and detailed presentation, with an emphasis on objective information, such as your company’s history, rather than on clever visual or marketing tricks. Prepare thoroughly before the negotiation and be sure to make your position clear during the opening stage of the talks, as well as during their exploratory phases. Avoid interrupting, unless you have an urgent question about the presentation.
7. small talk | g. style of behavior |
8. protocol | h. polite or social conversation |
9. manner | i. the way things are done on official occasions |
Communications is a natural talent of Americans. When negotiating partners meet, the emphasis is on small talk and smiling. There is liberal use of a sense of humor that is more direct than it is in the UK. Informality is the rule. Business partners do not use their academic titles on their business cards. This pleasant attitude continues in the negotiation itself. US negotiators attach little importance to status, title, formalities and protocol. They communicate in an informal and direct manner on a first-name basis. Their manner is relaxed and casual. The attitude ‘time is money’ has more influence on business communications in the US than it does anywhere else. Developing a personal relationship with the business partner is not as important as getting results.
10. counterparts | j. unplanned thoughts |
11. spontaneous ideas | k. give your opinion |
12. put your point across | l. the people on the other negotiating team |
At the start of the negotiations with Spanish partners you should have documentation available in Spanish. Business cards should carry details in Spanish and English. During the negotiation your counterparts may interrupt each other, or even you. It is quite common in Spain for this to happen in the middle of the sentence. For several people to talk at the same time is accepted in Latin cultures, but is considered rather unusual in Northern Europe. The discussion is likely to be lively. In negotiations, Spanish business people rely on quick thinking and spontaneous ideas rather than careful preparation. It may appear that everybody is trying to put his or her point across at once. That can make negotiations in Spain intense and lengthy, but also enjoyably creative.
Task 6. Answer these questions.
In which country (Russia, Germany, the US or Spain):
1. should you start a negotiation with general conversation?
2. do negotiators show strong emotions?
3. is it common for there to be several conversations at the same time during a negotiation?
4. do negotiators focus on results rather than developing relationships?
5. do negotiators plan their tactics carefully?
6. should you not stop someone while they are talking?
7. is it usual for the atmosphere to be relaxed and friendly?
8. do negotiators prefer to think of ideas during a negotiation rather than before it starts?
9. do negotiators like to talk about business immediately?
10. should you not give the other side too much as they will not respect you?
Task 7. Find interesting information about a negotiating style in other countries and present it
Task 8. Say which of the following are good ways of dealing with conflict in a negotiation? Prove your answer.
1. avoid eye contact
2. smile a lot
3. sit back and appear relaxed
4. stop the discussion and come back to it later
5. say nothing for a long time
6. say ‘I see what you mean’
7. focus out why the other side is unhappy
8. focus on the issues not on personalities
9. say something humorous
10. speak calmly and slowly
Grammar: Expressions and verbs + -ing
It’s no use (good) worrying about it. There’s no point in buying a car. It’s not worth collecting the data if we have this report. I bad difficulty finding information I needed. It’s a waste of money (time) reading this book. 1 spend (a lot of time) hours trying to find out all the facts about it. I go shopping/swimming/ sightseeing very often. *************** Stop talking. You’ve finished cleaning the flat. I don’t fancy going out tonight. I can’t imagine him riding a bike. I enjoy working here. She keeps asking questions about this problem. He suggested going to the country to speak to people. |
Task 1. Join two sentences to make one sentence.
1. Don’t try to contact every person. It’s no use. It’s no use ______________.
2. Don’t conduct a survey now. It’s a waste of money. It’s a waste ______________.
3. Don’t ask him to help you right now. It’s no good. It’s no good _____________.
4. Don’t hurry to the meeting. It’s not worth. It’s not worth _________ now. It’s too late.
5. Don’t study if you are tired. There’s no point. There’s no point _________ if you are tired.
6. Don’t read newspapers. It’s a waste of time. It’s a ____________________.
7. I wouldn’t read this report if I were you. It’s not worth reading. This report ______.
8. I found errors in this paper. But it was difficult. I had difficulty _______________.
9. I found out everything about this person. I spent hours to do it. I spent hours _____.
Task 2. Rewrite the following sentences using the verbs from the box.
suggest stop finish enjoy keep fancy |
1. I don’t want to go out tonight. I don’t ____________________.
2. Tom said ‘let’s have a break for 5 minutes’. Tom _______________.
3. I like dancing at weekends. I ______________.
4. I think you shouldn’t smoke here. ____________________ please.
5. You don’t work with this questionnaire any more. Have you already _____?
6. She makes the observations every day. She ____________ every day.
Task 3 Translate into English.
1. Сегодня мне не хочется никуда идти.
2. Ты уже закончил работать с этой анкетой?
3. Она постоянно собирает информацию.
4. Перестань курить, пожалуйста.
5. Мне нравится ходить в кино по выходным.
6. Он предложил сделать 5-минутный перерыв.
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