Preparing a presentation

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Unit 5. Negotiating

Active Vocabulary

Reach/end win-win situation proprietors rapport parameters common ground overall

досягти виграшної ситуації для обох сторін пріоритет взаємини характеристика спільна точка зору загальний

A successful negotiating is when two persons (or teams) reach agreement on something which they are both happy with. There shouldn’t be a winner and loser. The negotiating should end win-win situation. To be a good negotiator takes a lot of skills and preparation. You need to:

§ be well prepared;

§ have a strategy – a plan of what you are going to do say and say;

§ have a clear idea of your objectives;

§ be sure what your proprietors are – what is the most important to you.

§ listen carefully to other people – what they say, and how they say.

§ be willing to compromise on your objectives;

§ be patient.

Exercise 1. Give the English for:

досягти взаємної згоди для обох сторін, взаємини, стратегія, мати чітку ціль, бути готовим, спільна точка зору, бути добре підготовленим, бути терплячим.

Exercise 2. Match words from list A with words from list B that have a similar meaning:

rapport general

end win-win situation plan

overall relationship

common ground factor

strategy to reach mutual interest

parameters common point of view

Exercise 3. Describe the negotiating according to this scheme below:

Planning	to be well-prepared
Objectives	to take a long term view to have a range of objectives to want to achieve a win-win outcome
Rapport	to establish a good rapport
Parameters	to identify areas of conflict / common ground
Listening	to listen well
Attitude	to be constructive not destructive to show respect, tact and sensitivity to try to avoid conflict
Approach	to stay cool-headed to stick to a minimum number of arguments
Flexibility	to consider alternatives to make creative suggestions to be willing to compromise
Language	to use language effectively; to be fluent, articulate and persuasive.
Overall	competent, effective, skilful successful
Other comments

Exercise 4. Answer the following questions:

1. What is the main object of negotiating?

2. What are the main elements of negotiating?

3. Is it necessary to be well prepared and why?

4. What makes a good negotiator?

5. What mistakes is it necessary to avoid?

6. Have you ever been involved in formal or informal business negotiations?

Here are some 'rules' for preparing a presentation:

- decide what you want to say to your audience;

- choose the right equipment to help make your talk interesting;

- find out who you are talking to;

- practice your presentation in advance;

- make sure your presentation has a clear structure;

- find out about the room you are talking in.

It's important to know your audience. How many people are there? Where are they from? What do they want to learn? How much do they already know?

The place is important too. If possible, visit it before your presentation. Where will the audience sit? Where will you stand? Where will you put your equipment?

Make sure your objectives are clear. This will help you to prepare material that is interesting and informative. Remember, you want your audience to learn something they don't know. You also want them to enjoy your presentation.

A well-organized presentation is easier to understand. Give it a beginning, a middle and an end. Make separate points and number them. This structure will help your audience to follow what you are saying.

There are many different kinds of AV (audiovisual) aids. You can use a simple flip chart or show slides on an overhead projector. There is also computer software, like Microsoft Powerpoin, which can make your presentation look professional. Choose AV aids that are appropriate for your audience. And make sure you know how they work.

Make notes of the most important points. Make sure you speak to your audience they have never read before. Practice giving your talk loud and check how much time it takes. Ask a friend to listen and give you feedback.

Дата добавления: 2015-05-26