1. WELCOME TO ENGLISH FOR BUSINESS COMMUNICATION

2. Instructor: Višnja Kabalin Borenić e-mail: vkborenic@efzg.hr + web sitevkborenic@efzg.hr Office hours: Tue 10:00 – 12:00 (01 238 3205) Katedra za poslovne strane jezike, Room 16 Department of Business Foreign Languages Student tutor: Anja Jagodić anjajagodic7@gmail.com Wed 12.00 – 13.00 Tries too hard to involve all students! Anonymous Student survey 2012

3. English for Business Communication Graduate course 2014/15 (fall semester) 30 contact hours / 5 ECTS Fri, 4.00 – 5.30 5.45 – 6.30

4. Communication? Spoken Presenting Meetings Small talk One-to-one (in person or on the phone) Written Business Correspondence Reports Texting / tweeting

5. Communication? Spoken Presenting Meetings Small talk One-to-one (in person or on the phone) Negotiating Define in a sentence Compare with your group... the art of letting the other person have it your way!

6. Negotiation is a meeting between two or more parties with some common and some conflicting interests and a shared purpose, which is to arrive at a mutually beneficial, acceptable and implementable agreement.

7. International Negotiations (I.N.) Mark Powell Cambridge University Press, 2012 Algoritam store, Gajeva 1 Preparing to negotiate 2 Relationship-building 3 Establishing a procedure 4 The proposal stage 5 Questioning techniques 6 Exploring interests 7 The bargaining zone 8 Powers of persuasion 9 Handling breakdowns 10 Closing the deal + 2 audio CDs Online fluency activity Online feedback forms

8. 1 Preparing to negotiate (I.N., p 6) Can you finish the following saying? If you fail to plan, you plan... to fail. The majority of business negotiators do not spend adequate time preparing for negotiations. It is a well-established fact that professional sports people spend significantly more time preparing for competition than they spend in competition. Should it be any different for business negotiators? Jan Potgieter, founder & CEO of Business Negotiation Solutions TEAMWORK: Brainstorm the sort of preparations you’d need to make for an international negotiation. (e.g. goals, alternatives, background research, team- building, venue selection and cultural factors.) - 6 , pls.

9. The principal stages and sub-stages of a formal negotiation → Handout, task 3 (fill in the central part first) 1 build rapport (create a good atmosphere) 2 agree on a procedure (decide who will speak first) 3 make proposals and counter offers (state your o. p.) 4 probe with questions (explore each other’s interest) 5 enter the bargaining zone (attach conditions to y. o.) 6 resolve any coflict areas (call for a time out) 7 conclude (work out the details) How much do you think negotiating procedure varies from culture to culture? Consider the following countries: Italy, Germany, China, the UK, the USA, Japan, Russia, France.

10. → Handout, I.N., p 7, task 5 Listen and tick! Fact cultures: b, c, e, h, i People cultures: a, b, d, g, i Trust cultures: a, b, f, g, h What nationalities do we tend to associate with the descriptions in 5? How accurate are those associations? Discuss some false stereotypes you’ve discovered. the UK, Germany, Switzerland, the Netherlands, the USA Scandinavian countries, CE France, Poland, Russia, Romania Italy, Spain, Portugal, Greece, Turkey, Latin American & the Gulf states Asian cultures: Japan, China, Korea, Thailand...

11. → Handout, I.N., p 7, task 7 Matching negotiations advice to cultural types: 1 - Fact cultures: a, f, h, j, m, r 2 - People cultures: c, e, g, i, l, p, 3 - Trust cultures: b, d, k, n, o, q HW: 1 Prepare a short talk giving advice (explaining it as well) to a colleague who is getting ready to negotiate in: a) Portugal b) China c) Denmark 2 Compile a list of new words (minimum 10) to learn from this lesson. Careful: Remember to use linking words (e.g. also, furthermore, firstly, finally, for example...)