1、unit 10 conflict,michael eisner, ceo of the walt disney company from september 22, 1984 to september 30, 2005.,“why is there no conflict at this meeting?” “diversity is a great force towards creativity.”,starting up,how good are you at managing conflict?,do the quiz and check out your answer on page

2、 137. pay attention to the use of the following words and phrases.,intervene: do something to deal with a problem people usually dont want to intervene in disputes between husbands and wives. take sides with , take the side of i dont like him but this time im taking sides with him/taking his side. a

3、s though/as if he looks as though (as if) he knows everything. he behaves as if nothing has happened. turn down would you turn down the tv a little bit? its too loud. get back at he was trying whatever he could to get back at his ex-wife.,listening,handling conflicts,2 managers in a team who were ar

4、guing with each other all the time,everybody avoided the problem & frustrations built up,they tried to make others feel better but didnt take any action.,a huge fight took place,the speaker & his colleague at work,he didnt like her way of working & so became assertive & aggressive.,she talked & list

5、ened to him. they sorted out the conflict together.,they got on better with each other afterwards.,listen and the complete the following chart,reading,negotiating across cultures,article a,tactics make compromises 3. consistency,be flexible not changing your opinion or attitude the methods you use t

6、o get what you want,read article a & answer these questions,what should you do if your russian negotiators are banging their fists on the table and leaving the room?,these are designed tactics and you should deal with them with calmness and patience.,is it wise to make compromises with russian negot

7、iators?,no, russian negotiators are experienced and their tactics are carefully planned in advance. making compromises may be seen as a sign of weakness.,what should you be like inside & outside negotiations?,inside, you should remain calm, patient & consistent. outside, you can be what you are, sho

8、wing affection & personal sympathy.,a,article b,speak your mind place great weight on exploratory phrases,a) when you find what the other side wants b) say what you think c) consider very important,read article b & answer the following questions,what are negotiations like in german business?,german

9、managers are 100% businessmen. their negotiations are formal and direct. they want the subject matter clear and like to get to the point quickly.,what should you pay attention to when you are giving a presentation to german businessmen?,you have to make sure that your presentation is well prepared a

10、nd in great detail, with an emphasis on objective information.,what should you do when negotiating with german managers?,prepare thoroughly before the negotiation. make your positions clear during the negotiation and do not interrupt.,article c,small talk protocol manner,style of behavior polite or

11、social conversation the way things are done on official occasions,read article c & answer these questions,how are negotiations like in american business?,when american businessmen meet, the emphasis is on small talk and smiling. negotiations are informal and relaxed. people joke with each other and

12、have snacks and drinks together.,what manner and attitude do american businessmen have in negotiations?,their manner is informal, relaxed and casual. they address each other on a first-name basis. they are more like friends than business partners.,what do american businessmen value most?,for america

13、n businessmen, time is money. what they value most is “getting results” doing business & making money.,article d,counterparts spontaneous ideas put your point across,unplanned thoughts give your opinion the people on the other negotiating team,read article d and answer the following questions:,in sp

14、ain, what preparation is necessary before the negotiation?,you need to prepare the documentation & business cards in spanish & english.,what is the major difference in the style of negotiation between spain and northern europe?,in spain, during negotiations, people interrupt each other and several p

15、eople talk at the same time, which is considered rather unusual in northern europe.,how are negotiations like in spanish business?,spanish businessmen rely on quick thinking & spontaneous ideas. everyone is trying to put his or her idea across. so negotiations are likely to be intense & lengthy, but

16、 can also be lively & enjoyably creative.,answer the following questions,in which country (russia, germany, the us or spain): should you start a negotiation with general conversation? do negotiators show strong emotions? is it common for there to be several conversations at the same time during a ne

17、gotiation? do negotiators focus on results rather than developing relationships? do negotiators plan their tactics carefully? should you not stop someone while they are talking? 7. is it usual for the atmosphere to be relaxed and friendly? 8. do negotiators prefer to think of ideas during a negotiat

18、ion rather than before it starts? 9. do negotiators like to talk about business immediately? 10. should you not give the other side too much as they will not respect you?,us,russia,spain,us,russia,germany,us,spain,germany,russia,b,group discussion,negotiators of which country do you think are most d

19、ifficult to deal with?,businessmen of which country do you think you would enjoy associating with?,give reasons for your answers.,c,vocabulary,word building,a,use the correct form of the following words to complete the chart.,impatient,calm,weak,tough,weak,emotional,unemotional,consistent,inconsiste

20、nt,sympathetic,unsympathetic,formality,enthusiastic,unenthusiastic,creativity,uncreative,noun,adjective,opposite,b,forming opposite meanings of adjectives,a) using a prefix,b) using a different word,informal,unkind,irregular,illegal,impolite,displeased,incomplete,irrelevant,imperfect,unnatural,ugly,

21、short,soft,poor,low,healthy,warm/hot,heavy,bright,false,in- un- ir- il- im- dis-,c,use one of the adjectives or its opposite to complete the following sentences.,he gets very angry if people are late for negotiations. he is very _. 2. she always has ideas and easily finds solutions to problems. she

22、is a very _ person. 3. he never shows anger, enthusiasm or disappointment during a negotiation. he is totally _. 4. he always agrees with everything his negotiating partner suggests. he is _. 5. she wants to get her own way. she doesnt like to compromise. she is a very _ negotiator. 6. he likes peop

23、le to feel comfortable and relaxed during a negotiation. an _ atmosphere is very important to him.,impatient,creative,unemotional,weak,strong,informal,what do you think are the best and worst qualities for a negotiator?,group discussion,language review,conditionals,real conditionals: if + present te

24、nses, modal verbs + v,if it rains tomorrow, i will stay at home. if you study hard enough, you will have no difficulty passing the final exam. if you are staying for another night, i will ask the manager to give you a better room. if you have finished dinner, i will ask for the bill. if the fog gets

25、 thicker, the flight might be cancelled. if we set off now, we can catch the last train to shenzhen. if you want to lose weight, you should eat less meat. if you are waiting for a bus, you should join the queue. if you have finished your work, you can go home.,unreal conditionals: if + past tenses,

26、past modal verbs + v/have v-ed,if i had money, i would lend you some. if i had no class this morning, i would be at home now. if it were sunday tomorrow, i would go with you. if i were you, i would plant some trees around the house. if he had taken my advice, he would have made a fortune. if you had

27、 been more careful, you would not have made the mistake. if i hadnt been wearing the seat belt, i would have been seriously injured in the accident. if i were you, i would have done it differently. if i had worked harder at school, i would have a better job now. if i had worked harder earlier, tomor

28、rows test wouldnt be so difficult to me.,exercise,a,correct the mistakes in the sentences below,a) if you give us a 10 % discount, we will place our order today. b) if you gave us a 10% discount, we would place our order today.,2. a) if i have more money, i will go on a cruise. b) if i had more mone

29、y, i would go on a cruise.,3. if i go to london next week, i will visit their sales office.,4. a) if i work from home, i will have more time with my children. b) if i worked from home, i would have more time with my children.,b,combine phrases from columns a & b to make conditional sentences.,if you

30、 pay in euros, we will if you order today, we will if you finish everything tonight, we will 4. if you deliver by the end of the month, we will 5. if you give us a one-year guarantee, we will 6. if you exceed the sales target, we will 7. if you pay all the advertising costs, we will 8. if you sign t

31、he contract now, we will,b, c, e, f, g,b, c, e, f, g,h,e,e,a, h,a, b, c, e, f,a, d,b, c, e, f, g,supplementary exercise,if i go to a friends house for dinner, i usually _ (take) a bottle of wine or some flowers. when i have a day off from work, i often _ (go) to the beach. if the weather is nice tom

32、orrow, i _ (go) to work on foot. jerry helps me with my homework whenever he _ (have) time. a: what do you do when it rains?b: i _ (stay) at home.,real conditionals,take,go,will go,has,stay,she would travel around the world if she _ (have) more money. i _ (read) more if i didnt watch so much tv. if

33、they _ (work) harder, they _ (earn) more money. a: what would you do if you won the lottery?b: i _ (buy) a house. a: where would you live if you moved to the u.s.?b: i _ (live) in seattle.,unreal conditionals,had,would read,worked,would earn,would buy,would live,i would have read more as a child if

34、i _ _ (not watch) so much tv. mary would have moved to japan if she _ _ (study) japanese in school instead of french. a: what would you have done if you had won the lottery last week?b: i _ (buy) a house. a: what city would you have chosen if you had decided to move to the united states last year?b:

35、 i _ (chose) seattle.,unreal conditionals,hadnt,watched,had,studied,would have bought,would have chosen,if she _ (sign) up for the ski trip last week, she _ (join) us tomorrow. if i _ (take) french in high school, i _ (have) more job opportunities. if darren _ (not waste) his christmas bonus gamblin

36、g in las vegas, he _ (go) to mexico with us next month. if i _ (go) to that concert tonight, i _ (be) very excited. if sandy _ (give) a speech tomorrow, she _ (be) very nervous. if my parents _ (not come) this weekend, i _ (plan) a nice trip just for the two of us.,had signed,would join,had taken,wo

37、uld have,had not wasted,would go,were going,would be,were giving,would be,were not coming,would have planned,mixed conditionals,skills,which of the following are good ways of dealing with conflict in a negotiation?,a,avoid eye contact,smiling,sit relaxed,take a break,keep silent,show understanding,b

38、e considerate,be matter-of-fact,show a sense of humor,be calm,a union representative meets a general manager. listen and answer the questions.,b,what is the general managers first suggestion to solve the problem?,keep five reserved parking spaces for staff on a “first come, first served” basis.,2. w

39、hy does the union representative reject the suggestion?,because she thinks it is not a solution to the problem. the staff need somewhere to park.,3. what solution do they finally agree on?,the staff park in the public car park and the company pay 30% of the cost.,c,listen again and complete the extr

40、acts.,look, tracy, i _ what youre _, but it just isnt possible anymore. 2. weve got to do something about it. ok, _ this? _ we keep five spaces for staff, and its first come, first served? 3. there is another _. how about if the staff park their cars in the car park near the station. 4. ok, tracy. w

41、hat if we _ help towards the cost? we _ be able to pay, say 30 percent.,understand,saying,how about,what if,possibility,could,might,case study,1. understand the case,background,european campers,camping & outdoor equipment,charles holden, founder of the company,todd foster an american with mba,bordeaux, france,a problem with the top salesman,todd foster & olivier moyon,france, spain & italy,12 years,excellent 24 % of company sales,difficult to manage,overspends on entertainment & gifts fails to send in s