Negotiating a deal

1. Negotiating a deal Prof. E. Garbey Savigne, Cert TEB, MA.

2. Aim of the lesson The lesson looks at the intercultural issues in meetings and the language used during a meeting: • To open or introduce the item to be discussed, and • To interrupt someone during the meeting.

3. Meetings: Types and purposes • There are large formal meetings with a chairperson, and someone responsible for taking the minutes. • There are informal meetings, just over a cup of coffee. • In some countries, meetings are for consultation and discussion. • In others, meetings are primarily to present the boss's opinion or transmit corporate ideas.

4. More on meetings These words are usually mentioned or used in meetings. Do you know their meanings? 1. Chairperson 2. Quorum 3. Agenda 4. Adjourn 5. AOM (Any other matter) 6. Minutes

5. More on meetings These words are usually mentioned or used in meetings? Do you know their meanings? 1. Chairperson Quien dirige la reunión. 2. Quorum Asistencia requerida. 3. Agenda Orden del dia. 4. Adjourn Aplazar, Suspender. 5. AOM Asuntos Generales 6.Minutes Acta de la reunión.

6. Comprehension task 1Look at the video excerpt.Answer the questions. 1. How many people are there in the meeting? 2. Is the meeting about advertising? 3. Do the young participants ask questions during the meeting?

7. Comprehension task 1Possible answers. 1. There are four (4) people in the meeting. 2. No, it isn't. (or) The meeting is not about advertising. 3. Yes, they do. (or) Yes, they ask questions.

8. Here are some useful phrases for chairing a meeting. □ We'll begin with … then move on to… □ Let him finish. □ Right. Let's get started. □ I think we are getting sidetracked here. 1. To say something is irrelevant. 2. To begin the meeting. 3. To explain the agenda. 4. To stop interruptions from a speaker. When should you use them? Number the boxes.

9. Here are some useful phrases for chairing a meeting. 3. We'll begin with … then move on to… 4. Let him finish. 2. Right. Let's get started. 1. I think we are getting sidetracked here. 1. To say something is irrelevant. 2. To begin the meeting. 3. To explain the agenda. 4. To stop interruptions from a speaker.

10. Comprehension task 2Watch the video. • Mr. Franks, the CEO, • Mr Gómez, sales trainee, • Mr. Rodríguez, the marketing manager, and • Mr. Leyva, a junior personnel assistant.

11. Decide if the following statements are true (T) or false (F). • The meeting is about to finish. ___ • The CEO, who speaks first, wants to discuss about marketing strategy first.___ • The marketing manager, who speaks third, gives a very brief explanation about marketing research.___ • Everyone in the meeting is informally dressed.___ • Mr. Gomez has interrupted the marketing manager.___

12. Decide if the following statements are true (T) or false (F). • The meeting is about to finish. _F__ • The CEO, who speaks first, wants to discuss about marketing strategy first. _T__ • The marketing manager, who speaks third, gives a very brief explanation about marketing research. _T__ • Everyone in the meeting is informally dressed. _F__ • Mr. Gómez has interrupted the marketing manager. _T__

13. Some language of meetings Starting the meeting • Well, ladies and gentlemen, let's begin. • Shall we start? Stating objectives • The purpose of this meeting is, first… • The main objective of our meeting is… Keeping the meeting moving • Can I have your comments? • Shall we continue then?

14. Some language of meetings Interrupting someone • Sorry to interrupt, but I need more information… • By the way, to digress from this point, I would like to … Summarizing the main points • Can we now try to reach a decision? • I think we have covered the main issues.

15. Agreeing Disagreeing • Strong • I quite agree. • Yes, definitely. • Exactly. Strong Of course not! I completely disagree. Neutral I agree. That's true. You are right. Neutral I don't agree. I think you are wrong.

16. Comprehension task 3Watch the video excerpt again and answer the questions. 1. Does he relate marketing strategy to advertising or to product identity? 2. Can you tick what the customers should recognize for a satisfying product identity? Color___, design___, costs___, materials___.

17. Comprehension task 3Possible answers. 1. He relates marketing strategy to product identity. 2. Can you tick what the customers should recognize for a satisfying product identity? Color_x_, design_x_, costs___, materials_x_.

18. What do people normally do in meetings? • Pass on information • Persuade • Justify • Defend their positions • Clarify • Argue • Summarize • Interrupt

19. Meetings Interruptions can have different intentions. To ask for clarification. To add opinion. To ask for more details. To change direction of the discussion. To disagree.

20. Comprehension task 4Complete the following sentences with the correct information. Marketing manager: …First, we find out our customer needs, so we have to do market research. Mr. Leyva: Is that________________... Marketing manager : Well, for us the main strategy is product identity and… Mr. .Leyva _______________. Clear product identity? What does it really mean?

21. Marketing manager: …First, we find out our customer needs, so we have to do market research. Mr. Leyva: Is that asking questions and making investigations?... Marketing manager : Well, for us the main strategy is product identity and… Mr. .Leyva Sorry to interrupt. Clear product identity? What does it really mean?

22. Meetings Interruptions in the previous meeting were 1. To ask for clarification 2. To ask for more details

23. Other language for Interruptions • Does that mean…? • I would also like to say (add) that … • Sorry , but I want to say that… • My apologies, but I feel that is not the right approach.

24. 1. Marketing 2. Product identity 3. Customer 4. Brand building a. Someone who buys products or service from a shop. b. A process to make a brand name be known among clients. c. The activity of deciding how to advertise, sell, and price a product or service. d. A process aimed at making clients recognize a specific product, the design, the colors, the material, etc. Match the business term on the left with its definition on the right

25. 1. Marketing 2. Product identity 3. Customer 4. Brand building a. Someone who buys products or service from a shop. b. A process to make a brand name be known among clients. c. The activity of deciding how to advertise, sell and price a product or service. d. A process aimed at making clients recognize a specific product, the design, the colors, the material, etc.

26. Intercultural issues The reaction of people to the style of the meeting will depend on their cultural perspective. For example: • Far East people are very silent. They usually do not make too many comments or ask too many questions.

27. Latin American people usually speak, and gesture a lot to express their feelings and points of view.

29. Case study on Meetings During a negotiation meeting held in Mr. Garcia's office, Mr. O'Farrell and Ms. Sato were surprised to find various people who were coming in and out and asked questions unrelated to the business, and the secretary, at times, was on the phone.

30. Case study on Meetings At the end, despite being impressed by the business opportunities, the British and the Japanese thought the situation was very uncommon and weird.

31. These are the cultural differences shown in the case study. • In Mediterranean and Latin-American cultures, there is a high tolerance for many things happening at once and so meetings can be interrupted by phone calls or people dropping in.

32. In countries such as Germany, Britain, Japan, or USA, people have very low tolerance for interruption and diversions within a specific block of time.

33. Summary The lesson revised the language used during a meeting • To open or introduce the item to be discussed. • To interrupt someone during the meeting.

34. Put the following steps of a meeting into a logical ordersend to: stepclarkjr@hotmail.com • The first item is dealt with. • An agenda is written. • A vote is called for. • The minutes are approved. • The meeting takes place. • The agenda is circulated. • A decision is reached. • The meeting is closed.