Building Relationships What are the most important relationships for you?... At your workplace? At your place of study? Outside your workplace? What.

Building Relationships

Building 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?

VocabularyHow can you create positive relationships and negative relationships?

Positive Negative

Vocabulary

Positive NegativeBreak off

Build up

Cement

Foster

Cut off

Develop

Disrupt

Encourage

Establish

Endanger

Improve

Jeopardize

Maintain

Strengthen

Promote

Restore

Resume

Damage

Sour

Undermine

Even when I’m being

confrontational, I’m never personally

involved, it’s just tactics!

Being aggressive is a perfectly valid way of getting what you want!

If you’ve got a good relationship,

the negotiation is already half way to be

successful!

If I’ve got a difficult

negotiation ahead, the last thing I want is to socialize with these people!

When people start criticizing, it’s difficult not to take it

personally!

I hate when people get aggressive

in meetings. It’s just not necessary!

Agree or disagree?

Building Relationships

Where is my order? I really need it!

It was supposed to be here 2 days ago!

I have absolutely no idea, but your call

is very important for us

High-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 also no 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 negativity is 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 model often dominates. However, westerns need to be sensitive to the approach that will dominate when doing business in a high-context culture.

PHRASAL VERBS

GET ON

COUNT ON

BUILD UP

HOLD ON TO

PUT OFF

SOUND OUT

LET DOWN

SET UP

DRAW UP

CALL OFF

Compile / write down

Depend on / rely on

Cancel

Keep / maintain

Have a friendly relationship

Arrange

Make bigger / stronger

Disappoint

Postpone / delay

Find out opinions / intentions

Negotiating

Making concessions•We could offer you…•We might consider…•What would you say if we offer you…•We might be able to…

You have been waiting a long time to be served in a shop. Finally, when is

your turn, the system goes down.

You finally have a contract with a costumer

to supply certain number of pieces.

When they first order, the number is less

than agreed

Am I out?

Because of bad economical situation,

you have to let go a partner without

full settlement

You’ve just received your credit card’s

balance sheet with a “ghost” charge

for $1,500

Attaching conditions•But we would want…•… as long as …•… on one condition…•… provided that…

Exerting pressure•If you can… we’ll have to look elsewhere…•I’m afraid we’ll have to call it a day unless…

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