Howcantheyhandlethelast-minutechange?CaseBriefingGECExpohasplannedaninternationalbookfair,whichisscheduledtotakeplaceattheNewTalentConventionCenterinthreeweeks.Nearly300publishershaveconfirmedtheirattendanceatthishighlyanticipatedevent.However,duetoanunforeseencircumstanceaffectingtheplannedvenue,GECExpohastoadjustitsplanfortheupcominginternationalbookfair.Inthiscase,LiuYangisrequiredtonegotiatewiththeconventioncenterandinformtheparticipatingpublishersofthenewplan.SupposeyouareLiuYang.Youwouldlikelyneedto:?negotiateasolution?informthepublishersofthenewplanAudioclipHereisanaudioclipofaphonecallaboutthecase.Intheaudio,LiuYangisreportingthechangestoMonica.01-Case2-Casebriefing.mp3CaseBriefingListentotheaudioclipandcompleteLiuYang’snotes.ProblemTheNewTalentConventionCenterisnolonger1)__________duringthedesignatedperiod.ReasonTheconventioncenterneedsafewweekstoconductathoroughcheckonits2)______________topreventanyfurtherrisks.To-dolist3)__________withtheconventioncentermanagementaboutthe4)__________assoonaspossibleWriteanemailtotheparticipatingpublishinghouses5)__________forthechangeandinformingthemofthenewplanavailablepowersystemNegotiatesolutionCaseBriefingapologizingWorkinpairsanddiscussthefollowingquestions.1.Whatconsequencesmightlast-minutechangesbring?2.Howcanweeffectivelyhandleanemergencylikethis?CaseBriefingWorkinpairsanddiscussthefollowingquestions.1.Whatconsequencesmightlast-minutechangesbring?Referenceanswer：Theconsequencesoflast-minutechangesmayincludethefollowing:1.Participantsbeingforcedtomakechangesaccordingly,causingmajorfinanciallosses.2.Audiencesnotbeinginformedintime,reducingsatisfactionlevels.3.Legalconsequences.4.Publicrelationscrises.CaseBriefingWorkinpairsanddiscussthefollowingquestion.2.Howcanweeffectivelyhandleanemergencylikethis?Referenceanswer：Toeffectivelyhandleanemergencylikethis,wecanfollowthesesteps:Assessthesituation.Communicatewithstakeholders.Evaluatealternatives.Coordinatewithpartners.Updateplans.Maintaincommunicationchannelsandkeeprecords.CaseBriefingNegotiateasolutionUnit3UnitOutlineStartingupTakinginCarryingoutLookingbeyondBuildingup12345IdentifytheessentialinformationofabusinesscontractFollowthestructureofabusinessnegotiationExpressyouragreementanddisagreementeffectivelyEmployappropriatenegotiationstrategiesParticipateinabusinessnegotiationLearningobjectivesStartingUpTakinginReadingListeningWorkinpairsanddiscusswhatelementsshouldbeincludedinabusinesscontract.1ReadingTakinginReferenceanswer：Typically,abusinesscontractmayincludethefollowing:Offer–Theagreementbetweenthepartiesandthecorrespondingtermsandconditions.Inotherwords,theofferisPartyA’sintentiontoinvolveanotherpartyforaspecifictaskoropportunity.Acceptance–Thisreflectsthatbothpartiesagreetothetermsofthecontract.Consideration–Thissignifiestheactionsrequiredforthevaluespecifiedintheoffer,themosttypicalofwhichispaymentforgoodsorservices.Capacity–Thiselementshowsthatthepartieshavelegalcapacitytounderstandwhattheyareengagedin.Legality–Thiselementexplainsthatthecontractissubjecttothelawsandregulationsunderwhichthecontractisestablished.Signatures–Bothpartiesprovidetheirsignaturestoratifythecontract.ReadthecontractsignedbetweenGECExpoandtheconventioncenter.2ReadingTakinginAnswerthefollowingquestionsaccordingtothecontract.3TakinginReadingWhatarethedutiesoftheNewTalentConventionCenter?Iftheconventioncenterfailstoupholditsobligationsunderthecontract,whatresponsibilitiesandconsequencesshoulditbear?Incaseofadisputethatcannotberesolvedthroughnegotiation,whataretheoptionsavailabletoGECExpo?Answerthefollowingquestionsaccordingtothecontract.3TakinginReadingReferenceanswer：1.Thespecificdutieshavebeenspecifiedinthecontract,including:Maintainingtheexhibitionspace,particularlytheutilities;Visitorservices;ObtainingPartyA’swrittenapprovalbeforemajorprogresses;Ensuringthevenueisavailable.2.ShouldtheConventionCenterfailtoupholdtheobligations,itshouldbothprovideanalternativelocationtoholdtheevent,andpaythecorrespondingfeesincludinglitigation,disputeresolution,indemnityclaimsorpenalties.3.Intheeventofadispute,thefirstrecourseistomediationtoresolveit.Ifthemediationfails,GECcanresorttolitigationwherePartyAislocated.WorkinpairsanddiscusswhatdemandsGECExpomightproposeinthenegotiation.Takingin1ListeningReferenceanswer：Insuchascenario,thefirstpriorityofGECisprobablyfindingareplacementlocation.ThissolutioncanminimizetheharmtoGEC’sreputationintheindustry.Atthesametime,GECcanaskforfinancialcompensationfromtheconventioncenter.

Alternatively,GECcanfindanotherlocationbyitself,andresorttolitigation.Thissavestime,butthelast-minutecontractsmayinduceahigherfinancialcost.Listentotheconversationandcompletethediscussionnotesbyfillingintheblanks.02-Unit3-Takingin-Listening.mp3Takingin2ListeningListentotheconversationandcompletethediscussionnotesbyfillingintheblanks.Takingin2ListeningLiuYang’spreparationGoingthroughthecontracttofind1)_________________GoalsToefficientlynegotiatewiththeconventioncenterfor2)________________Tolayasolidfoundationfor3)____________________NegotiationitemsAskingtheconventioncentertotakeresponsibilityfor4)____________________________forthebookfairRequiringthecentertoprovidearefundfor5)_____________thatGECExpohas`alreadypaidfor(bottomline:20%）aquicksolutiontheirfuturecooperationawin-winoutcomefindingasuitablereplacementvenuetheexpensesWorkinpairsandoutlinesomeotherpossiblenegotiationitems.Takingin3ListeningWorkinpairsandoutlinesomeotherpossiblenegotiationitems.Takingin3ListeningReferenceanswer：GECcannegotiateforanupgradeforthereplacementvenue.Aswithhotelsandairlines,consumersexpectbetterserviceaftersufferinginconveniences.GECcannegotiateforfuturediscounts.GECcanalsonegotiateforajointteamtosettlethedispute.Afterall,GECneedsaquicksolution.BuildingUpPreparingforthestructureSharpeningtheskillsDevelopingthestrategiesBuildingUpPreparingforthestructureStructureofabusinessnegotiation1Workinpairsanddiscussthekeyphasesthatabusinessnegotiationinvolves.Referenceanswer：OpeningPhasePresentationPhaseBargainingPhaseAgreementPhase.BuildingUp2Listentotheaudioclipandmatchthefollowingkeyinformationwiththephases.03-Unit3-Preparingforthestructure-Dialogue1.mp3

A.Promisetocarryoutthenewplanasdiscussed.B.Acceptthebudgetadjustmentandaskforadditionalfees.C.Explaintheeffortsalreadymadeandaskwhytheplanhas

tobeadjusted.D.Givethespecificreasonfortheadjustment.E.Deliverathank-youmessagetoshowawillingnessto

pushforward.F.Expressgratitudefortheotherparty’sunderstandingand

support.G.Deliverawelcomemessageandacknowledgethe

importanceofthemeeting.H.Agreetotheextracostrequiredbytheotherparty.OpeningremarksGECEXPO:1)_____CLIENT:2)_____ExchangeofideasGECEXPO:3)_____CLIENT:4)_____PropositionsandconcessionsGECEXPO:5)_____CLIENT:6)_____AgreementGECEXPO:7)_____CLIENT:8)_____GHBDCEFABuildingUpSharpeningtheskills1Listentothenegotiationin“Preparingforthestructure”againandwritedowntheexpressionsusedtodemonstrateagreementordisagreement.03-Unit3-Preparingforthestructure-Dialogue1.mp3ExpressingagreementanddisagreementeffectivelyExpressionsofagreementExpressionsofdisagreementBuildingUpSharpeningtheskills1Listentothenegotiationin“Preparingforthestructure”againandwritedowntheexpressionsusedtodemonstrateagreementordisagreement.ExpressingagreementanddisagreementeffectivelyExpressionsofagreementExpressionsofdisagreementThat’swhatwehopefor.Ifweunderstoodcorrectly,youwouldliketo…Wecould…Weunderstandtheimportanceofgoodwillandpromises.Wehavesomedifferentideas,butwewouldliketoknowmoreaboutyourconcernsfirst.Weunderstandyourconcerns.But…BuildingUp2Writesentencesexpressingagreementordisagreementbasedonthegivendescriptions.ExpressingagreementanddisagreementeffectivelySituation1Yoursupplierfromanothercountrysaystheyhavetodelaythedeliverydatebyonemonthduetointernallaborstrikes.Expressyouragreementwiththisdelay._____________________________________________________________________________________________________________________Situation2Asanentitywithinajointventure,yourpartyproposesthatthecompanyshoulddiluteprofitstoincreaseitsmarketshareinthecomingfiscalyear.However,theotherpartystronglyopposesthisproposalandinsistsonincreasingprofitabilityfirst.Expressyourdisagreementwiththeotherparty’ssuggestion.____________________________________________________________________________________________________________________________________________________________BuildingUp2Writesentencesexpressingagreementordisagreementbasedonthegivendescriptions.ExpressingagreementanddisagreementeffectivelySituation1Yoursupplierfromanothercountrysaystheyhavetodelaythedeliverydatebyonemonthduetointernallaborstrikes.Expressyouragreementwiththisdelay.Wemayacceptyourofferonconditionthatyouwilldefinitelydeliverthegoodswithinonemonth.Situation2Asanentitywithinajointventure,yourpartyproposesthatthecompanyshoulddiluteprofitstoincreaseitsmarketshareinthecomingfiscalyear.However,theotherpartystronglyopposesthisproposalandinsistsonincreasingprofitabilityfirst.Expressyourdisagreementwiththeotherparty’ssuggestion.I’mafraidthat’snotacceptabletous.Themissionofourjointventurehasalwaysbeenlong-termgrowth.BuildingUpSkillsIntherealmofbusiness,negotiationsarenotsolelyabouttriumphingovertheotherparty.Partiesnegotiatetoaddressdiscrepanciesandachievemutuallybeneficialoutcomes.Thenegotiationprocessrequiresbothpartiestofindcommonground,usingcarefullychosenexpressionstopresenttheirviewpoints.Thefollowingaresomeexpressionsforuseinbusinessnegotiations.1.Whenexpressingyouragreement,youcanusethefollowingexpressions:?That’swhatwehopefor.?Ihavenoreservations.?Ifindyourplancredibleandviable.?Theproposedbudgetalignswellwithourteam’sexpectations.?Excellent!Thatalignsperfectlywithourobjectives.BuildingUpSkills2.Whenexpressingyourdisagreement,youcanusethefollowingexpressions:?Thatdoesn’tquitealignwithourperspective.?Couldweexploreotheroptionsforimprovement??Webelievetheremaybeamoreeffectivesolution.?Withrespect,ourviewsseemtodivergeonthismatter.?Wehavesomedifferentideas.BuildingUpDevelopingthestrategies1ChoosingappropriatenegotiationstylesListentoanaudioclipandgiveageneraldescriptionofthenegotiationstylereflectedinit.04-Unit3-Developingthestrategies-Dialogue2.mp3BuildingUpDevelopingthestrategies1ChoosingappropriatenegotiationstylesListentoanaudioclipandgiveageneraldescriptionofthenegotiationstylereflectedinit.Referenceanswer：Thenegotiatorsactivelyengagedinthediscussiononsolutions.So,thegeneralstyleofnegotiationiswin–win/collaboration.Iftheydonotintendtoconsidereachother’sconcerns,thestylecouldhavebeenavoidance,orcompetition.BuildingUpDevelopingthestrategies2Workinpairsanddiscusswhatnegotiationstyleyouwillchooseinthefollowingsituations.ChoosingappropriatenegotiationstylesSituation1AstheCEOofatechnologycompany,youaregoingtohaveoneroundofnegotiationwithanothercompany,becausetheirnewproductdesigninfringesonyourcompany’sintellectualpropertyrights.Youhaveastrongmindsetandatoughcharacter.Situation2Youarethebossofacompanythatmakescomponentsforamultinationalcorporation.Unfortunately,anexplosionoccurredinthebuilding,withfiveworkersinjuredandproductiondelayedforonemonth.Themultinationalcorporationhassentatechnologyexpertknownforherprofessionalismandquestioningmindsettonegotiateasaferworkenvironment.BuildingUpDevelopingthestrategies2Workinpairsanddiscusswhatnegotiationstyleyouwillchooseinthefollowingsituations.ChoosingappropriatenegotiationstylesSituation3AsthesecretarytotheCEO,youarecurrentlyinvolvedinyourcompany’splantoenteramajorforeignmarket.Yourlocalpartnershavesuggestedmakinglarge-scaleadjustmentstoyourcurrentproductfeaturestobetterappealtopotentialconsumers.BuildingUpDevelopingthestrategies2Workinpairsanddiscusswhatnegotiationstyleyouwillchooseinthefollowingsituations.ChoosingappropriatenegotiationstylesReferenceanswer：1.ahard/competitivestyle,inordertoprotecttheinterestsofourcompany.2.asoft/collaborativestyle,inordertokeepthecurrentcustomer.3.aprincipled/compromisingoraccommodatingstyle,dependingonhowmuchlocalizationourstrategyallows.BuildingUpSTRATEGIESBusinessnegotiationscanbeclassifiedintothreecategories:“hard”,“soft”,and“principled”.Thesecategoriesreflectthenegotiator’sdispositiontowardbeingassertive,beingaccommodating,orperceivingtheotherpartyasacollaboratorinthepursuitofmutuallybeneficialoutcomes.Inpractice,negotiatorsmayalsoemployacombinationofthesestylesdependingonthespecificissuesathandandthedynamicsofthenegotiation.Thefollowingaretheirrespectiveadvantagesanddisadvantages.BuildingUpSTRATEGIES1.A“hard”negotiationstyleItisusedinanadversarialtypeofnegotiationwherethenegotiator’sgoalistohavethingsdoneaccordingtotheirownwishesordemands.Thenegotiatorpaysmoreattentiontotakingthestanceratherthangaininginterestsandfocusesonimposingtheirownpositionontheotherparty.Advantages?Theobjectiveisclearlydefined.?Pressurecanbeusedasaweapon.Disadvantages?Impassesmayariseduetomistrust.?Bothpartiesmayfeelthreatened.BuildingUpSTRATEGIES2.A“soft”negotiationstyleItisusedinatypeofnegotiationwherethenegotiatorseestheopponentasafriendandemphasizesbuildingamutuallybeneficialrelationshipandfosteringmutualunderstanding.Thenegotiatorvaluestherelationshipwiththeotherpartysomuchthattheymayeasilyconcede.Advantages?Itnurturesbusinessrelationships.?Itfacilitatestheadoptionofnewideas.Disadvantages?Thebottomlineisoftenrevealed.?Theresultmayfavortheotherparty.BuildingUpSTRATEGIES3.A“principled”negotiationstyleItisusedinatypeofnegotiationwherethenegotiatorprioritizesfairnessandrespectforbothparties.Thisisthehealthiestnegotiationstyle,asitsobjectiveistofindthebestsolutionforbothparties.Advantages?Itachievessynergy.?Bothpartiesfocusonsolutions.Disadvantages?Itmaynotapplytoallcases.?Pressurecannotbeusedasaweapon.Carryingout

BizpracticeIn“Takingin”,LiuYanghasstudiedthecontractbetweenGECExpoandtheNewTalentConventionCenter.In“Buildingup”,hehaslearnedtheprocedureofabusinessnegotiationandunderstoodthepreferablewaysofexpressingagreementanddisagreementinanegotiationeffectively.SupposeyouareLiuYang.YouaregoingtomeettheconventioncentermanagementandnegotiateonbehalfofGECExpo.Usethefollowingstepsasaguidetocompletethetask.CONDUCTANEGOTIATION:NEGOTIATEASOLUTIONCarryingout

Step1GetinformationStep3ListsomeexpressionsfortheupcomingnegotiationwiththeconventioncentermanagementStep2Organizeyour

businessnegotiationStep4RehearsethenegotiationStep5ReviseandreflectCarryingoutGathersufficientinformationaboutthesituationathand.Readthecontractin“Takingin”andfindoutthekeyinformation.Step1GetinformationCarryingoutFamiliarizeyourselfwiththenegotiationprocedure.Youmayreferto“Preparingforthestructure”.Step2OrganizeyourbusinessnegotiationCarryingoutConsiderspecificphrasesandexpressionsyoumayuseduringthenegotiationtoclearlyarticulateyourdemandsandconveyyourattitudeinaprofessionalmanner.Youmaylistsomeexpressionsinthefollowingbox.Step3ListsomeexpressionsfortheupcomingnegotiationwiththeconventioncentermanagementExpressingyourdemandsExpressingyourattitudeCarryingoutRehearsethenegotiationwithyourpartner.Practiceverbalandnonverbalcommunicationskills.Lookatyourdeliveryandmakeadjustmentstofacialexpressions,gestures,andpostures.Step4RehearsethenegotiationCarryingoutStep5ReviseandreflectReviseyournegotiationandreflectonyournegotiationstrategiesbasedonthefollowingquestions.1.Haveyoucoveredalltheimportantinformationinfavorofyourargument?2.Haveyoustructured