Download e-book for iPad: Effective Negotiating: Teacher's Book by Comfort J., Associates Y.

By Comfort J., Associates Y.

ISBN-10: 019457248X

ISBN-13: 9780194572484

This sequence of 5 video-based classes is helping to enhance language and verbal exchange abilities in particular enterprise components.

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Extra info for Effective Negotiating: Teacher's Book

Sample text

Managing Director Th e drop in sales amounts to 10% of the company's forecast turnover. You therefore need to make a 10% cut in depar tmental budgets acro ss th e company. You need to protect the gross profit figure beca use of th e dividend expectations of your shareholders. You wou ld like agreement on this by the end of the meeting. Finance Director You know that it will be difficult for Production to cut its budget by 10%. Many of their costs are fixed. You feel th at the 'suppo rt' departm ents like Human Resources, Marketing, and Finance, need to make bigger cuts in order to reduce tota l costs by the requ ired 10%.

The Languagefocus section looks at vocabulary and stru ctures for sum marizing and agreeing follow-up actio n - two important steps in the effective conclusion of a meeting. The Culture and tactics section is concerned with two very different common negotiating philosophies. One sees the negotia tion as an end in itself, the other treats negotiations as the starting point for a lon ger-term relationship between supplier and customer. Communication skills Pre-viewing Viewing 32 UNIT EIGHT 1 Discuss with your students what normally happens at the end of a negotiation.

Your policy is not to offer promotional cours es, but you are prepared to discount it heavily. You have been caught before by companies promising lot s of business but failing to deliver! Possible roles Sales / Marketing Man ager Key Account Manager Photocopiable © O X F O R D U NI VE R S I T Y PRESS 45 Negotiation SA Loyalty versus price Background Manor High School has been cleaned by a private contractor for many years. New local government regulations, however, require that the school puts the contract out to competitive tender.

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Effective Negotiating: Teacher's Book by Comfort J., Associates Y.


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