2Building Relationships What are the most important relationships for you?...At your workplace?At your place of study?Outside your workplace?What do you need to build good relationships?
3Vocabulary Positive Negative How can you create positive relationships and negative relationships?Positive Negative
4Vocabulary Positive Negative Break off Jeopardize Build up Maintain CementStrengthenFosterPromoteCut offRestoreDevelopResumeDisruptDamageEncourageSourEstablishUndermineEndangerImprove
5Agree or disagree? If you’ve got a good relationship, Even when the negotiation is alreadyhalf way to besuccessful!Even whenI’m beingconfrontational,I’m never personallyinvolved,it’s just tactics!Being aggressiveis a perfectly valid wayof getting what you want!I hate when peopleget aggressivein meetings.It’s just notnecessary!If I’ve gota difficultnegotiationahead, the last thingI want is to socializewith these people!When people start criticizing,it’s difficult not to take itpersonally!
6Building Relationships Where is my order?I really need it!It was supposed to behere 2 days ago!I have absolutelyno idea, but your callis very importantfor us
7High-context and low-context cultures In a high-context culture, people understand a lot from the context. In other words, specific criticisms or problemsare not spoken about. If you are accustomed to this kind of cultures, you can understand the message from the context,rather than from what is said. Another way of putting this is to say that the message is implicit, rather than explicit.In a high-context culture it this important to avoid any negativity. Harmony is maintained by smiling and evensaying “yes” to something which we disagree with. Real sticking points in a negotiation are unlikely to be dealt in public.It is more likely that a concession will be offered in private. In this way, harmony is maintained and there is alsono loss of face.In a low-context culture, people are far more explicit. Nothing is left to chance. The risk of miscomprehension is too great.Everything must be written down and clarified and , if possible, reinforced by a legal contract. Tolerance to negativityis therefore higher. People would prefer to say “no’’ rather than run the risk of being misunderstood.When these two cultures come into contact with each other in a tough negotiation, the western low=-context modeloften dominates. However, westerns need to be sensitive to the approach that will dominate when doing businessin a high-context culture.
8PHRASAL VERBS Compile / write down GET ON Depend on / rely on COUNT ON CancelBUILD UPKeep / maintainHOLD ON TOHave a friendly relationshipPUT OFFArrangeSOUND OUTMake bigger / strongerLET DOWNDisappointSET UPPostpone / delayDRAW UPFind out opinions / intentionsCALL OFF
91 2 3 4 Negotiating Exerting pressure Making concessions If you can… we’ll have to look elsewhere…I’m afraid we’ll have to call it a day unless…Making concessionsWe could offer you…We might consider…What would you say ifwe offer you…We might be able to…Attaching conditionsBut we would want…… as long as …… on one condition…… provided that…Am Iout?1234You finally have a contractwith a costumerto supply certain numberof pieces.When they first order,the number is lessthan agreedYou’ve just receivedyour credit card’sbalance sheet witha “ghost” chargefor $1,500Because of badeconomical situation,you have to let goa partner withoutfull settlementYou have been waitinga long time to be servedin a shop. Finally, when isyour turn, the systemgoes down.