3.4 Making Concessions

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来自 Arizona State University 的课程

商务英语课程:财经英语 Finance & Economics

2 个评分

Arizona State University

商务英语课程:财经英语 Finance & Economics

2 个评分

课程 2（共 4 门，Specialization 商务英语课程 Business English）

你在财务领域工作或是和财务专业人员常互动吗 ? 在你的职业生涯，你需说、写或是听得懂英文吗? 跟着本课程真实情境的人物，你会看到他们试着解决一般的商务情况，你会从你的成功和失败的经验中学习，并批判式的思考你沟通方式的抉择。在上完本课程后，你将能够读写电子邮件，报告，以及使用财务和经济的一般用语给予有效的简报。在压力之下，清楚地沟通、利用最近所学的策略，并对于你的商务沟通技巧的有效性，立即得到其他全世界财务专业人士的回馈! 获得你所想要的和全球的经理所期待的英语沟通能力。 Do you work in finance or interact with finance professionals? Is it necessary to speak, write or understand English in your career? Follow the authentic characters in this course as they work through common business situations in finance and economics. Learn from your successes and failure, and think critically about your own communication options. After taking this course, you will be able to read and create efficient e-mails, reports, and impactful presentations with words and phrases commonly used in finance and economics. Communicate clearly under pressure utilizing recently learned strategies, and obtain immediate feedback about the efficiency of your business communication skills in English from other finance professionals around the world! Gain the English communication skills that you desire and that global managers expect.

从本节课中

采购 Purchasing

要核准大量开支表示需花好几个小时来互相迁就、说服及退让。这可能会是一段痛苦的过程，但无需如此。只要照着流程走会解除这痛苦，学习语言和流程能够成功地达成大家开心的协议。这周结束后，你将会按照流程和利用语言谈判双赢的解决之道，也能辨识出道德伦理上诡计端倪的情况，这时是表现出你诚实正直的品格。Approving a large expenditure means many hours of giving and taking, of persuading and conceding. This can be a painful process, but it doesn’t need to be. Follow a process that will take the pain away. Learn the language and the process for successfully negotiating solutions where everyone is happy. After completing this week, you’ll be able to follow a process and use the language for negotiating win-win solutions. You’ll also be able to recognize tricky ethical situations where your integrity can shine.

3.4 Making Concessions4:58

3.8 Maintaining Integrity4:51

与讲师见面

Andrea Mürau Haraway
International Educator
Arizona State University, Global Launch
Wanda Huber
International Educator
Arizona State University Global Launch
Jenny Young
International Educator
Arizona State University Global Launch
Beatriz Fuentes-Anderson
International Educator
Arizona State University Global Launch

Hello again, how are you doing so far?

Can you believe we're getting close to being half way through this course?

I know, me neither, are you ready to take a look at today's lesson, let's do it.

In our introduction video this week did you see how Catherine concedes to

Elizabeth in their conversation about the new machine?

Elizabeth wants to purchase new machinery to help with labels and

packaging and Catherine questions her by asking if it's the only possibility.

Because she's there to help make financially sound decisions.

Could you tell that at first,

she didn't want to do what Elizabeth was suggesting, but then, she does?

Wait a second, I just said that Catherine concedes to Elizabeth, but

what does it mean to concede?

Well, concede means to surrender, or to give in.

Why do you think that Katherine conceded?

Well in today's lesson we will talk about how and why people concede.

And we will also learn how to know when it's time to concede based on facts and

logic, even if it's not what you personally want.

So let's begin, when there are two people trying to reach an agreement,

ideally they should do so by presenting their opinions.

Supporting them with facts and logic, right?

Well, so how do people concede during a negotiation?

The actually do so little by little with respect and tactfulness.

Now, why do you think people concede?

Why do you think Catherine conceded to Elizabeth?

Let's really think about this.

How would the dialog have changed if Catherine had not conceded?

Can you think of a couple of reasons as to why she gave in?

Do you think Catherine is scared of Elizabeth?

Do you think no matter what she says, she thinks her opinion might not matter?

In answer to these questions,

Catherine had many reasons why she conceded to Elizabeth.

Let's remember though, Katherine and Elizabeth have different leadership

roles within the company, and both of their professional opinions matter.

Katherine did question what Elizabeth was saying, but she also realized a decision

needed to be made before they could move forward on their product development.

Do you think there is a definitely answer to how people concede, absolutely not.

Of course, making concessions depends on the situation, and

it also depends on those involved in the discussion.

So, it's very important to always think about

who your audience is before you make a final decision.

Also, we can continue to use Katherine for our example.

She decided to politely say, of course, giving Elizabeth the signal to move on.

Every situation will be different and it's important that your voice and

opinions are heard.

But sometimes we need to be willing to concede.

Especially like in Katherine's situation where it was more beneficial for

the entire Biodent team's progress to just let that decision go.

Keep in mind that the relationships made during discussions with disagreements

can be just as valuable as the negotiation itself, if not more.

So always be respectful and cautious with your words, so you're still able to hold

your ground and present the necessary facts before you concede.

Finally our last question was how to know when it's time to concede.

Well, according to the business insider article from April 2012 on

negotiating needs and when to concede.

People should only concede after they have done all their research.

So that they know that they are making a reasonable concession.

And this holds to be true in many situations.

Let's once again look back at Catherine and Elisabeth.

It is clear that Elisabeth is able to present the facts by saying

that buying the new tool is the best option,

after she was asked if that was the only possibility.

She not only expresses that there's seamless workflow which means no

down time.

But she also mentioned that if they don't change the packaging for other markets,

they will have to move their launch date up which will set them behind schedule.

So as you can see, Elizabeth offers strong reasons

to Kathryn as to why they should only look at one tooling option.

Unfortunately there is something strange said by Elizabeth

when she mentions that they did find a less expensive option.

But she'd like to keep that quiet and

off Katherine's report, what is that all about?

Well, in our next communication lesson we will look at the importance

of maintaining integrity and standing by a moral code.

That matches a professional atmosphere, so,

before we go, let's sum up our key takeaways.

We learned about how and when to concede, as well as why.

Just remember, next time you're in the middle of a negotiation,

make sure you are respectful and that you listen carefully to the facts presented.

So that you can make an educated decision that you're comfortable with.

If you have to be the one to concede in the end.

Thank you for watching and I will see you next time.

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