Negotiating a dealNegotiating a deal

Prof. E. Garbey Savigne, Cert TEB, MA.Prof. E. Garbey Savigne, Cert TEB, MA.

Aim of the lessonAim of the lesson

The lesson looks at the intercultural The lesson looks at the intercultural issues in meetings and the language issues in meetings and the language used during a meeting:used during a meeting:

To open or introduce the item to be To open or introduce the item to be discussed, anddiscussed, and

To interrupt someone during the To interrupt someone during the meeting.meeting.

Meetings: Types and Meetings: Types and purposespurposesThere are large formal meetings with a There are large formal meetings with a chairperson, and someone responsible for chairperson, and someone responsible for taking the minutes.taking the minutes.

There are informal meetings, just over a There are informal meetings, just over a cup of coffee.cup of coffee.

In some countries, meetings are for In some countries, meetings are for consultation and discussion.consultation and discussion.

In others, meetings are primarily to In others, meetings are primarily to present the boss's opinion or transmit present the boss's opinion or transmit corporate ideas. corporate ideas.

More on meetingsMore on meetings These words are usually mentioned or These words are usually mentioned or

used in meetings. Do you know their used in meetings. Do you know their meanings?meanings?

1. Chairperson1. Chairperson

2. Quorum2. Quorum

3. Agenda3. Agenda

4. Adjourn 4. Adjourn

5. AOM (Any other matter)5. AOM (Any other matter)

6. Minutes6. Minutes

More on meetingsMore on meetings These words are usually mentioned or These words are usually mentioned or

used in meetings? Do you know their used in meetings? Do you know their meanings?meanings?

1. Chairperson 1. Chairperson Quien dirige la reunión. Quien dirige la reunión.

2. Quorum 2. Quorum Asistencia requerida. Asistencia requerida.

3. Agenda 3. Agenda Orden del dia.Orden del dia.

4. Adjourn 4. Adjourn Aplazar, Suspender.Aplazar, Suspender.

5. AOM 5. AOM Asuntos GeneralesAsuntos Generales

6.6. Minutes Minutes Acta de la reunión.Acta de la reunión.

Comprehension task 1Comprehension task 1Look at the video excerpt.Look at the video excerpt.

Answer the questions.Answer the questions.

1. How many people are there in the 1. How many people are there in the meeting?meeting?

2. Is the meeting about advertising?2. Is the meeting about advertising?

3. Do the young participants ask 3. Do the young participants ask questions during the meeting?questions during the meeting?

Comprehension task 1Comprehension task 1Possible answersPossible answers..

1. There are four (4) people in the 1. There are four (4) people in the meeting.meeting.

2. No, it isn't. (or) The meeting is not 2. No, it isn't. (or) The meeting is not about advertising.about advertising.

3. Yes, they do.3. Yes, they do.

(or) Yes, they ask questions.(or) Yes, they ask questions.

Here are some useful phrases for Here are some useful phrases for chairing a meeting.chairing a meeting.

□ □ We'll begin with … then move on to…We'll begin with … then move on to…□ □ Let him finish.Let him finish.□ □ Right. Let's get started.Right. Let's get started.□ □ I think we are getting sidetracked here.I think we are getting sidetracked here.

1. To say something is irrelevant.1. To say something is irrelevant.2. To begin the meeting.2. To begin the meeting.3. To explain the agenda.3. To explain the agenda.4. To stop interruptions from a speaker.4. To stop interruptions from a speaker.

When should you use them?Number the boxes.

Here are some useful phrases for Here are some useful phrases for chairing a meeting.chairing a meeting.

3. We'll begin with … then move on to…3. We'll begin with … then move on to…

4. Let him finish.4. Let him finish.

2. Right. Let's get started.2. Right. Let's get started.

1. I think we are getting sidetracked here.1. I think we are getting sidetracked here.

1. To say something is irrelevant.1. To say something is irrelevant.

2. To begin the meeting.2. To begin the meeting.

3. To explain the agenda.3. To explain the agenda.

4. To stop interruptions from a speaker.4. To stop interruptions from a speaker.

Comprehension task 2Comprehension task 2Watch the video.Watch the video.

Mr. Franks, the CEO, Mr. Franks, the CEO,

Mr Gómez, sales trainee, Mr Gómez, sales trainee,

Mr. Rodríguez, the marketing manager, Mr. Rodríguez, the marketing manager, andand

Mr. Leyva, a junior personnel assistantMr. Leyva, a junior personnel assistant. .

Decide if the following statements Decide if the following statements are are true (T)true (T) or or false (F).false (F).

1.1. The meeting is about to finish. ___The meeting is about to finish. ___

2.2. The CEO, who speaks first, wants to discuss The CEO, who speaks first, wants to discuss about marketing strategy first.___about marketing strategy first.___

3.3. The marketing manager, who speaks third, The marketing manager, who speaks third, gives a very brief explanation about gives a very brief explanation about marketing research.___marketing research.___

4.4. Everyone in the meeting is informally Everyone in the meeting is informally dressed.___dressed.___

5.5. Mr. Gomez has interrupted the marketing Mr. Gomez has interrupted the marketing manager.___manager.___

Decide if the following statements Decide if the following statements are are true (T)true (T) or or false (F).false (F).

1.1. The meeting is about to finish. _F__The meeting is about to finish. _F__2.2. The CEO, who speaks first, wants to discuss The CEO, who speaks first, wants to discuss

about marketing strategy first. _T__about marketing strategy first. _T__3.3. The marketing manager, who speaks third, The marketing manager, who speaks third,

gives a very brief explanation about gives a very brief explanation about marketing research. _T__marketing research. _T__

4.4. Everyone in the meeting is informally Everyone in the meeting is informally dressed. _F__dressed. _F__

5.5. Mr. Gómez has interrupted the marketing Mr. Gómez has interrupted the marketing manager. _T__manager. _T__

Some language of meetingsSome language of meetings Starting the meetingStarting the meeting

Well, Well, ladies and gentlemen, let's ladies and gentlemen, let's begin.begin.ShallShall we start? we start?

Stating objectivesStating objectivesThe purpose of this meeting is, first…The purpose of this meeting is, first…The main objective of our meeting is…The main objective of our meeting is…

Keeping the meeting movingKeeping the meeting movingCan I have your comments?Can I have your comments?Shall we continue then?Shall we continue then?

Some language of meetingsSome language of meetings

Interrupting someoneInterrupting someoneSorry to interrupt, but I need more Sorry to interrupt, but I need more information…information…

By the way, to digress from this point, I would By the way, to digress from this point, I would like to …like to …

Summarizing the main pointsSummarizing the main points

Can we now try to reach a decision?Can we now try to reach a decision?

I think we have covered the main issues.I think we have covered the main issues.

AgreeingAgreeing DisagreeingDisagreeing

StrongStrong• I quite agree.I quite agree.• Yes, definitely.Yes, definitely.• Exactly.Exactly.

NeutralNeutral

I agree.I agree.

That'sThat's true. true.

You are right.You are right.

StrongStrong

Of course not!Of course not!

I completely I completely disagree.disagree.

NeutralNeutral

I don't agree.I don't agree.

I think you I think you are wrong.are wrong.

Comprehension task 3Comprehension task 3Watch the video excerpt again Watch the video excerpt again

and answer the questions.and answer the questions.

1. Does he relate marketing strategy to 1. Does he relate marketing strategy to advertising or to product identity?advertising or to product identity?

2. Can you tick what the customers should 2. Can you tick what the customers should recognize for a satisfying product recognize for a satisfying product identity?identity?

Color___, design___, costs___, Color___, design___, costs___, materials___.materials___.

Comprehension task 3Comprehension task 3Possible answers.Possible answers.

1. He relates marketing strategy to product 1. He relates marketing strategy to product identity.identity.

2. Can you tick what the customers should 2. Can you tick what the customers should recognize for a satisfying product recognize for a satisfying product identity? identity?

Color_x_, design_x_, costs___, Color_x_, design_x_, costs___, materials_x_.materials_x_.

What do people normally do in What do people normally do in meetings?meetings?

Pass on informationPass on information

PersuadePersuade

JustifyJustify

Defend their positionsDefend their positions

ClarifyClarify

ArgueArgue

SummarizeSummarize

InterruptInterrupt

MeetingsMeetings

Interruptions can have different Interruptions can have different intentions.intentions.

1.1. To ask for clarification.To ask for clarification.

2.2. To add opinion.To add opinion.

3.3. To ask for more details.To ask for more details.

4.4. To change direction of the discussion.To change direction of the discussion.

5.5. To disagree.To disagree.

Comprehension task 4Comprehension task 4Complete the following sentences Complete the following sentences with the correct information.with the correct information.

Marketing manager: …First, we find out Marketing manager: …First, we find out our customer needs, so we have to do our customer needs, so we have to do market research.market research.

Mr. Leyva: Is that________________...Mr. Leyva: Is that________________...

Marketing manager : Well, for us the main Marketing manager : Well, for us the main strategy is product identity and… strategy is product identity and…

Mr. .Leyva _______________. Clear Mr. .Leyva _______________. Clear product identity? What does it really product identity? What does it really mean?mean?

Marketing manager: …First, we find out Marketing manager: …First, we find out our customer needs, so we have to do our customer needs, so we have to do market research.market research.

Mr. Leyva: Is that Mr. Leyva: Is that asking questions and asking questions and making investigationsmaking investigations?...?...

Marketing manager : Well, for us the main Marketing manager : Well, for us the main strategy is product identity and… strategy is product identity and…

Mr. .Leyva Mr. .Leyva Sorry to interruptSorry to interrupt. Clear product . Clear product identity? What does it really mean?identity? What does it really mean?

MeetingsMeetings

Interruptions in the previous meeting Interruptions in the previous meeting were were

1. To ask for clarification1. To ask for clarification

2. To ask for more details2. To ask for more details

Other language for InterruptionsOther language for Interruptions

Does that mean…?Does that mean…?

I would also like to say (add) that … I would also like to say (add) that …

Sorry , but I want to say that…Sorry , but I want to say that…

My apologies, but I feel that is not the My apologies, but I feel that is not the right approach.right approach.

Match the business term on the left Match the business term on the left with its definition on the rightwith its definition on the right

1. Marketing1. Marketing

2. Product 2. Product identityidentity

3. Customer3. Customer

4. Brand4. Brand

buildingbuilding

a. Someone who buys products or a. Someone who buys products or service from a shop.service from a shop.

b. A process to make a brand name b. A process to make a brand name be known among clients.be known among clients.

c. The activity of deciding how to c. The activity of deciding how to advertise, sell, and price a advertise, sell, and price a product or service.product or service.

d. A process aimed at making clients d. A process aimed at making clients recognize a specific product, the recognize a specific product, the design, the colors, the material, design, the colors, the material, etc.etc.

1. Marketing1. Marketing

2. Product 2. Product identityidentity

3. Customer3. Customer

4. Brand4. Brand

buildingbuilding

a. Someone who buys products or a. Someone who buys products or service from a shop.service from a shop.

b. A process to make a brand b. A process to make a brand name be known among clients.name be known among clients.

c. The activity of deciding how to c. The activity of deciding how to advertise, sell and price a advertise, sell and price a product or service.product or service.

d. A process aimed at making d. A process aimed at making clients recognize a specific clients recognize a specific product, the design, the colors, product, the design, the colors, the material, etc.the material, etc.

Intercultural issuesIntercultural issues

The reaction of people to the style of The reaction of people to the style of the meeting will depend on their the meeting will depend on their cultural perspective. For example:cultural perspective. For example:

Far East people are very silent. They Far East people are very silent. They usually do not make too many usually do not make too many comments or ask too many questions.comments or ask too many questions.

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

Case study on MeetingsCase study on Meetings

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

Case study on MeetingsCase study on Meetings At the end, despite being impressed by At the end, despite being impressed by

the business opportunities, the British the business opportunities, the British and the Japanese thought the situation and the Japanese thought the situation was very uncommon and weird.was very uncommon and weird.

These are the cultural differences These are the cultural differences shown in the case study. shown in the case study.

In Mediterranean and Latin-American In Mediterranean and Latin-American cultures, there is a high tolerance for cultures, there is a high tolerance for many things happening at once and so many things happening at once and so meetings can be interrupted by phone meetings can be interrupted by phone calls or people dropping in.calls or people dropping in.

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

SummarySummary

The lesson revised the language used The lesson revised the language used during a meetingduring a meeting

To open or introduce the item to be To open or introduce the item to be discussed.discussed.

To interrupt someone during the To interrupt someone during the meeting.meeting.

Put the following steps of a meeting Put the following steps of a meeting into a logical orderinto a logical order

send to: send to: stepclarkjr@hotmail.comstepclarkjr@hotmail.com

1.1. The first item is dealt with.The first item is dealt with.

2.2. An agenda is written.An agenda is written.

3.3. A vote is called for.A vote is called for.

4.4. The minutes are approved.The minutes are approved.

5.5. The meeting takes place.The meeting takes place.

6.6. The agenda is circulated.The agenda is circulated.

7.7. A decision is reached.A decision is reached.

8.8. The meeting is closed. The meeting is closed.