Scribd Logo
Upload

Welcome to Scribd!

  • 60 views

    Unit 20: Negotiating 2: Lead in (P93)

    Uploaded by

    Minh Châu Tạ Thị
    The document discusses negotiating strategies when doing business in Vietnam. Specifically, it notes that in Vietnam: decisions are made by groups, agreements only need to cover general principles and can change if needed, and avoiding conflict and "losing face" are important. It also provides vocabulary related to negotiating, examples of listening comprehension questions, language focuses, and more listening comprehension questions. The overall content focuses on understanding negotiation approaches and styles commonly seen in Vietnam.

    Copyright:

    © All Rights Reserved
    Download as PDF, TXT or read online from Scribd

    Unit 20: Negotiating 2: Lead in (P93)

    Uploaded by

    Minh Châu Tạ Thị
    60 views3 pages
    The document discusses negotiating strategies when doing business in Vietnam. Specifically, it notes that in Vietnam: decisions are made by groups, agreements only need to cover general principles and can change if needed, and avoiding conflict and "losing face" are important. It also provides vocabulary related to negotiating, examples of listening comprehension questions, language focuses, and more listening comprehension questions. The overall content focuses on understanding negotiation approaches and styles commonly seen in Vietnam.

    Original Title

    UNIT 20

    Copyright

    © © All Rights Reserved

    Available Formats

    PDF, TXT or read online from Scribd

    Did you find this document useful?

    Is this content inappropriate?

    The document discusses negotiating strategies when doing business in Vietnam. Specifically, it notes that in Vietnam: decisions are made by groups, agreements only need to cover general principles and can change if needed, and avoiding conflict and "losing face" are important. It also provides vocabulary related to negotiating, examples of listening comprehension questions, language focuses, and more listening comprehension questions. The overall content focuses on understanding negotiation approaches and styles commonly seen in Vietnam.

    Copyright:

    © All Rights Reserved
    Download as PDF, TXT or read online from Scribd
    Download as pdf or txt
    60 views3 pages

    Unit 20: Negotiating 2: Lead in (P93)

    Uploaded by

    Minh Châu Tạ Thị
    The document discusses negotiating strategies when doing business in Vietnam. Specifically, it notes that in Vietnam: decisions are made by groups, agreements only need to cover general principles and can change if needed, and avoiding conflict and "losing face" are important. It also provides vocabulary related to negotiating, examples of listening comprehension questions, language focuses, and more listening comprehension questions. The overall content focuses on understanding negotiation approaches and styles commonly seen in Vietnam.

    Copyright:

    © All Rights Reserved
    Download as PDF, TXT or read online from Scribd
    Download as pdf or txt
    of 3

    UNIT 20: NEGOTIATING 2

    LEAD IN (P93)
    These following statements best describes normal business behavior in Vietnam:

    • Decisions are made by a group.


    • An agreement should only cover general principles. If a situation changes unexpectedly,
    an agreement can obviously be changed as well.
    • It is important to avoid conflict and not to ‘lose face’ by being contradicted or losing an
    argument in public.
    • It is better to say ‘That’s a bit difficult’ or ‘I’ll think about it’ than to say ‘No’.

    VOCABULARY (P93)
    1. Adjourn Have a break in negotiations
    2. Call it a day End the negotiation
    3. Give a little ground Compromise or make concessions
    4. Reached a stalemate Arrived at a position where no more progress is possible
    5. Sticking point Barrier or obstacle
    6. Where we stand What our position is

    LISTENING 1 (P94)
    1
    1. What is the sticking point?
    The sticking point is the training and experience of the call center staff
    2. What kind of staff does the bank want to handle calls from their customers, and why do
    they think this may soon be impossible?
    The bank wants trained and experienced staff to handle calls from their customers.
    However, they thinks this may soon be impossible because the number of call centers in
    India is expanding rapidly and people do not usually work in them for very long.
    3. What two suggestions does Ajay Sharma make, and how does Alice Hewlett respond?
    Ajay Sharma first suggest making concessions, which Alice Hewlett says is not possible.
    Then Ajay Sharma suggests adjourning to reconsider and maybe find some fresh ideas,
    which she says will not help.
    2
    1. What exactly are your objections to our proposal?
    Could you explain exactly what the difficulties are?
    What is the underlying problem here?
    2. I think we both need to give a little ground here.
    A compromise could be to …
    3. What do you think is a reasonable solution?
    What would you suggest?
    4. Perhaps we should adjourn to reconsider our positions?
    I think it would be a good idea to come back to this later.5
    Let’s have a break and perhaps we can come back with some fresh ideas.
    5. We’ll have to look elsewhere.
    I’m afraid we’ll have to find another supplier.
    LANGUAGE FOCUS (P95)
    1. B
    2. C
    3. A
    4. B
    5. C
    6. A
    7. C
    8. B
    9. C

    LISTENING 2 (P95)
    1
    1. B
    2. E
    3. D
    4. A
    5. C
    2
    a. Well, I think we’ve both got a good idea
    b. OK, we can agree to that.
    c. I hope this can be the basis for a long-term relationship.
    d. I expect you’d like that in writing! We’ll draw up a full contract.
    e. Can we just run up through what’s been agreed?
    3
    That sounds fine.
    I think we can go along with that.
    We can accept that.
    Can we just summarize what we’ve agreed?
    I’d like to go over the decisions we’ve taken.
    Let me run through the main points we’ve talked about.
    I’d like to confirm what we’ve said.

    LISTENING 3 (P96)
    1. The bank is planning to open most of its branches on Saturdays, from 10am to 2pm and
    to stay open an hour longer on weekdays.
    2. They’re planning to offer a two-hour reduction in the working week for all staff who work
    on Saturdays
    3. Because the bank is offering an annual bonus conditional on increased sales of banking
    products following the extended opening, but this is not likely to happen

    You might also like