09.Team negotiations
- Introducing your team
- Handing over to another member
- Avoiding questions
1. Introducing your team
Track 18
Script
Tim: All right. Thank you all for coming to this first meeting to discuss the possibility of a joint venture between Hit Corporation and Tobis Company. I’m Tim Hersh, the project leader. Please allow me to introduce my team. First, on my right, we have Tony Willis from Finance. He’ll be looking at the numbers for us. Next, on my left, we have Michael Anderson. Michael is in charge of facility management. Finally on my far left, we have Cynthia Craig from Product Development. She’ll have many questions about your company’s products.
和訳
ティム：それでは、ヒット・コーポレーションとトビス・カンパニーによる合弁事業の可能性について話し合うこの最初の会議に、皆様お集まりいただき、ありがとうございます。私はプロジェクトリーダーのティム・ハーシュです。私のチームを紹介させていただきます。まず、私の右側には、財務部のトニー・ウィリスさんがいます。彼が財務面の分析を担当します。次に、私の左側にはマイケル・アンダーソンさんがいます。マイケルは施設管理を担当しています。最後に、私の左端には、製品開発部のシンシア・クレイグさんがいます。彼女は御社の製品について多くの質問をすることになるでしょう。
Fill in the blank boxes.
| Sales manager | R&D manager | You Project leader | Finance manager |
|---|---|---|---|
| (table) | |||
| Tim Hersh Project leader | |||
Introduce your team.
My name is and I’m the project leader. First, on my left, we have , the Finance manager. will analyze the numbers for us.
Next, …
2. Handing over to another member
Useful expressions
I think Cynthia would be in a better position than me to answer that question for you.
Tony, could you share your expertise on that?
Michael, can you give us some information on that?
Perhaps Tony can fill you in on that.
Reply to the following questions.
- What sales figures do you project in the first year?
- Can we get a copy of your company’s profit and loss statement?
- In what areas are you currently doing research?
- What challenges do your salespeople have now?
3. Avoiding questions
Matching
What do you say when …
- you don’t know?
- it’s confidential?
- it’s impossible to answer?
- it’s inappropriate?
- you want time with your team?
I don’t think this is the place to discuss this.
Perhaps we can discuss this in the future.
I don’t know, but I can get back to you later.
Could I discuss this with my team first?
I’m sorry, but that’s confidential information.
Give appropriate responses to the prompts.
- don’t know – confidential – confidential – don’t know – confidential – future – future
- future – confidential – don’t know – inappropriate – inappropriate – future – confidential
- don’t know – with team – with team – confidential – inappropriate – future – with team
4. Putting it all together
Role A: chief negotiator for Company A
Your team is meeting with managers from another company to discuss the possibility of a merger. Your team members include the sales manager, marketing manager, and human resources manager. This is your first meeting. Introduce your team members and discuss the process of the negotiation.
You want videoconferences once a month.
You want to discuss HR issues first.
You want to see Company B’s financial figures for the last five years.
You also have these questions:
- what marketing campaigns do you have now?
- what kind of training do you offer your employees?
Role B: chief negotiator for Company B
Your team is meeting with managers from another company to discuss the possibility of a merger. Your team members include the sales manager, marketing manager, and human resources manager. This is your first meeting. Introduce your team members and discuss the process of the negotiation.
You want face-to-face meetings twice a month.
You want to discuss sales issues first.
You don’t want to show your company’s financial figures now.
You also have these questions:
- what sales figures do you project in the first year?
- what kind of market research has your company done?
Use teams when the negotiation requires knowledge and expertise from different areas.
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