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«an estimation of your behaviour at business negotiations» (Borozdina G.V.Psihologija of business dialogue: the textbook / Borozdina G. V - 2 e izd. - Mokva: INFRA - M. 2004. - 148 with.)

Now obshchepriznanno, that ability of the head correctly to behave at negotiations with the business partner does not come automatically and even personal experience not always helps art of negotiations.

1. You carry on negotiations with the partner for joint activity on joint venture creation. Than your future partner during the first meeting will be interested to the greatest degree?

Expenses for manufacture;

Your reliability and share in the market;

Enterprise management style.

2. How the partner will arrive, aspiring to sell the goods, service?

Will overestimate the price for 15 percent, and then will make concessions;

Will underestimate the price for 15 percent, and then at discussion of an overhead charge will raise it;

At once offers a market price.

3. During what moment the foreign partner usually makes the decision following the results of negotiations?

Directly at an official meeting behind a negotiating table;

Following the results of voting of the high-ranking employees of firm.

4. What your way the best way to convince the partner in negotiations to accept your business offers?

To incline on the party of each of members of delegation separately;

To show possibility of fast reception of profit on the offered

Transactions;

To show honesty and sincere aspiration to solve all problems to mutual benefit.

5. What be primary owe your offer to the business partner?

Concrete and uncompromising;

Formulated in the general form;

It is handed over other party prior to the beginning of negotiations to show, as you appreciate partner time.

6. In the course of negotiations other party stores a long silence. What does it mean?

Disagreement with your offers and unwillingness to go on the conflict;

Satisfaction your offers;

Attentive studying of your offers and aspiration not to pass details.

7. Under whose offer other party of participants of negotiations makes the decision on contract signing?

The most high-ranking member of delegation;

Younger by position of members of delegation;

Employees of an average link.

8. If other party on negotiations becomes interested in your offer how it it will show?

Will ask to appoint you the prices for the represented goods;

Will ask to present samples of the goods;

Will invite your delegation to a dinner;

Will make "and", and "in" simultaneously.

9. Than it is necessary to be guided in negotiations with foreign businessmen?

To prefer business correspondence, instead of personal meetings;

To invite other party to negotiations in the country;

To mean, that before signing of the contract to you it is necessary 2 - to visit 3 times other country.

10. How other party if will show to you interest as to the potential partner will lead itself?

Will present you to someone from heads of firm;

Will offer you the contract before your homecoming;

Will invite you again to visit their country in 2-3 months.

11. Your potential partner in negotiations asks you to arrive to their country for some days. What can it mean?

At other party the contract is ready for signing;

Other party counts on concessions of you;

Other party counts on your direct participation in definitive completion of the contract.

Key to the test task «How to behave at negotiations?»

Variants of answers can be different, and optimum look so: 1б, 2в, For, 4в, 5б, 6в, 7а, 8а, 9в, 10в, 11 century

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A source: Makarova Elena Leonidovna. FORMATION of the COMPETENCE of CORPORATE DIALOGUE of the EXPERT of SREDSTVAMIINFORMATSIONNO-COMMUNICATION TECHNOLOGIES.

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