Well handled
The speaker & his colleague at work He didn’t like her way of working & so became assertive & aggressive. She talked & listened to him. They sorted out the conflict together. They got on better with each other afterwards.
Article C
1. small talk 2. protocol 3. manner a) style of behavior b) polite or social conversation c) the way things are done on official occasions
Read
What action did they take? What was the result?
Reading A Article A
1. tactics 2. make compromises 3. consistency
Negotiating across cultures
a) be flexible b) Not changing your opinion or attitude c) The methods you use to get what you want
Badly handled
2 managers in a team who were arguing with each other all the time Everybody avoided the problem & frustrations built up They tried to make others feel better but didn’t take any action.. A huge fight took place
Article D
1. counterparts 2. spontaneous ideas 3. put your point across a) unplanned thoughts b) give your opinion c) the people on the other negotiating team
Read Article A & answer these questions What should you do if your Russian negotiators are banging their fists on the table and leaving the room? These are designed tactics and you should deal with them with calmness and patience. Is it wise to make compromises with Russian negotiators? No, Russian negotiators are experienced and their tactics are carefully planned in advance. Making compromises may be seen as a sign of weakness. What should you be like inside & outside negotiations? Inside, you should remain calm, patient & consistent. Outside, you can be what you are, showing affection & personal sympathy.
Unit 10 Conflict
Michael Eisner, CEO of The Walt Disney Company from September 22, 1984 to September 30, 2005.
“Why is there no conflict at this meeting?” “Diversity is a great force towards creativity.”
People usually don’t want to intervene in disputes between husbands and wives.
take sides with …, take the side of … I don’t like him but this time I’m taking sides with him/taking his side. as though/as if … He looks as though (as if) he knows everything. He behaves as if nothing has happened. turn … down Would you turn down the TV a little bit? It’s too loud. get back at …
How are negotiations like in American business? When American businessmen meet, the emphasis is on small talk and smiling. Negotiations are informal and relaxed. People joke with each other and have snacks and drinks together. What manner and attitude do American businessmen have in negotiations? Their manner is informal, relaxed and casual. They address each other on a first-name basis. They are more like friends than business partners. What do American businessmen value most? For American businessmen, time is money. What they value most is “getting results” – doing business & making money.
He was trying whatever he could to get back at his ex-wife.
listening Questions
Who were involved? What was the problem?
Handling conflicts
Listen and the complete the following chart
Starting up
How good are you at managing conflict?
Do the quiz and check out your answer on page 137. Pay attention to the use of the following words and phrases. intervene: do something to deal with a problem
B Answer the following questions
In which country (Russia, Germany, the US or Spain): 1. should you start a negotiation with general conversation? US 2. do negotiators show strong emotions? Russia 3. is it common for there to be several conversations at the same time during a negotiation? relationships? US Spain 4. do negotiators focus on results rather than developing 5. do negotiators plan their tactics carefully? Russia 6. should you not stop someone while they are talking? Germany 7. is it usual for the atmosphere to be relaxed and friendly? US 8. do negotiators prefer to think of ideas during a negotiation Germany 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? Russia rather than before it starts? Spain
Article B
1. Speak your mind 2. Place great weight on 3. Exploratory phrases a) When you find what the other side wants b) Say what you think c) Consider very important Read Article B & answer the following questions What are negotiations like in German business? German managers are 100% businessmen. Their negotiations are formal and direct. They want the subject matter clear and like to get to the point quickly. What should you pay attention to when you are giving a presentation to German businessmen? You have to make sure that your presentation is well prepared and in great detail, with an emphasis on objective information. What should you do when negotiating with German managers? Prepare thoroughly before the negotiation. Make your positions clear during the negotiation and do not interrupt.