Pogajanja = Negotiations
V poslovnem svetu sodelovanje med poslovnimi partnerji občasno privede do težav pri sklepanju dogovorov in takrat nastopi čas za pogajanje. Morda zaključujemo nek posel, ali pa se preprosto ne strinjamo s pogoji našega sogovornika oziroma poslovnega partnerja, s katerim si kljub nasprotovanju želimo dolgoročnega poslovnega sodelovanja. Pogajanja s tujimi poslovnimi partnerji so nekoliko zahtevnejša ne samo zaradi jezika temveč tudi zato, ker se različne culture različno pogajajo. Tako Američani med pogajanjem pogosto delujejo čustveni, medtem ko v ostalih angleško govorečih deželah preveč čustveno izražanje smatrajo kot negativno.
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1. TYPES OF NEGOTIATIONS = VRSTE POGAJANJ
- intense negotiations = intenzivna pogajanja/težavna in naporna pogajanja
- delicate negotiations = zelo težavna pogajanja, ki lahko hitro propadejo
- protracted negotiations = dolgotrajna pogajanja
- last-minute/eleventh-hour negotiations = pogajanja, do katerih pride zadnji možen čas/ možni trenutek
2. LEVELS OF NEGOTIATIONS = STOPNJE POGAJANJ
- preparation = priprava
- starting negotiations = začetek pogajanj
- suggestions, opinions, and solutions = predlogi, mnenja in rešitve
- making adjustments = usklajevanje
- summary and agreement = povzetek in dogovor
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3. USEFUL VOCABULARY = UPORABNO BESEDIŠČE
- to prepare = pripraviti se
- preparation = priprava
- to decide your priorities = določiti svoje prioritete
- to prepare a fallback position = pripraviti skupek pogojev, ki jih boste sprejeli, ko prvotni cilji ne bodo izpolnjeni (pripraviti plan b)
- background = ozadje (pogajanj)
- to give background = predstavitii ozadje
- to kick off negotiations = začeti s pogajanji
- to negotiate = pogajati se
- to haggle = dolgo se pogajati
- basis for negotiation = osnova za pogajanje
- negotiator = pogajalec
- negotiating team = pogajalska skupina
- negotiation package = paket pogajanj
- to bargain = pogajati se/barantati/trgovati
- bargain = dogovor/kupčija
- price = cena
- bargain price = znižana cena (nižja kot običajno)
- bedrock price = najnižja možna cena
- wholesale price = nabavna cena
- retail price = (malo) prodajna cena
- list price = cena po ceniku
- unit price = cena za en kos
- factory price = tovarniška cena
- to propose/to make a proposal = ponuditi
- proposal = ponudba
- counter-proposal/counter-offer = ponudba nasprotne strani
- to quote = navesti (približno) zahtevano ceno (ponudbo)
- quotation (informal: quote) = izjava (ponudba), ki vsebuje ceno
- to tender = dati uradno ponudbo za dobavo dobrin ali za izvedbo nekega dela s ceno
- tender (bid) = uradna ponudba (za dobavo dobrin ali izvedbo nekega dela) s ceno
- to supply = dobaviti
- supply = dobava
- supplier = dobavitelj
- know-how = praktično znanje in spretnosti (pri pogajanju)
- to get down to business = začeti se ukvarjati z zadevo, ki jo je potrebno opraviti
- goodwill gesture = dobronamerna poteza
- horse-trading = pogajanje/trgovanje, pri katerem nekdo uporablja zelo spretne/skrivne metode, da izpolne svoj cilj
- trade-off = izmenjava/izravnava, ki nastane kot kompromis
- to point out = opozoriti na (npr. opozoriti na pozitivne strani ponudbe)
- to work out/to figure out = najti rešitev
- probing = preizkušanje (postavljamo prava vprašanja in pozorno poslušamo)
- estimate = (približna) ocena (npr. stroškov)
- costs = stroški
- overhead(s) = režijski stroški
- cost overrun = prekoračeni (dodatni) stroški
- to buy = kupiti
- to sell = prodati
- tax = davek
- VAT (value added tax) = ddv (davek na dodano vrednost)
- rebate = znižanje ali popust
- discount = popust
- discount on (for) quantity = količinski popust
- percentage = odstotek
- commission = provizija
- royalty = licenca (licenčnina)
- exclusivity = ekskluzivno zastopstvo
- exclusive distribution rights = izključne pravice za prodajo
- guarantee = garancija
- invoice = račun (faktura)
- pro forma (invoice) = predračun
- feasible = možen/izvedljiv
- condition = pogoj
- to commit = obvezati se
- commitment = obveza
- to overrun = prekoračiti
- turnover = promet
- counter-offer = ponudba nasprotne strani kot odziv na našo ponudbo
- counter-productive = imeti nasproten učinek od pričakovanega
- underestimate = dati prenizko oceno (npr. stroškov, tveganja)
- quid pro quo (American English “in return”) = povračilo/izravnava
- delivery = dostava
- to make a concession = privoliti
- concession = privolitev/popustitev
- to compromise on = narediti kompromis o
- compromise = kompromis
- disagreement = nestrinjanje
- agreement/deal = dogovor/sporazum
- negotiating from weakness = pogajanje, ko ima nekdo slabši položaj/manj moči za pogajanje
- negotiating from strength = pogajanje, ko ima nekdo boljši položaj/več moči/možnosti za pogajanje
- to negotiate under duress = pogajati se pod pritiskom/prisilo
- contract/agreement = pogodba
- model contract = vzorčna pogodba
- draft contract = osnutek pogodbe
- written contract = pisna pogodba
- sales agreement/purchase contract = (kupo)prodajna pogodba
- oral/verbal agreement/parol contract = ustna pogodba
- service contract = individualna pogodba
- lease agreement = zakupna pogodba
- loan agreement = posojilna pogodba
- employment contract/labour/labor = delovna pogodba
- binding/legal contract = zavezujoča/pravna pogodba
- commercial contract = pogodba o kupovanju ali prodaji
- void contract = nična pogodba
- valid = veljavna
- contract validity = veljavnost pogodbe
- to be liable for = odgovarjati za
- liability for = odgovornost za
- limited liability for = omejena odgovornost za
- subject of a contract = predmet pogodbe
- contracting parties = pogodbene stranke
- mediator = mediator/posrednik
- representative = predstavnik
- appendix/annex = aneks/dodatek
- article = člen
- article stipulates/provides/determines = člen določa
- contract stipulates/determines/provides that… = pogodba določa
- contractual provisions/stipulations = pogodbena določila/določbe
- clause = klavzula
- competition clause = konkurenčna klavzula
- paragraph = odstavek
- subject of a contract = predmet pogodbe
- to sign = podpisati
- signatory = podpisnik
- to witness = overiti
- to draw up a contract = sestaviti pogodbo
- to award a contract = dodeliti posel
- to abide by the contract = držati se pogodbe
- the contract binds…/binding contract = pogodba zavezuje/zavezujoča pogodba
- contractually bound = pogodbeno vezan
- to draft a contract = pripraviti osnutek pogodbe
- to perform/execute a contract = izvajati pogodbo
- to violate/breach a contract = kršiti pogodbo
- to cancel/revoke a contract = preklicati pogodbo
- to break/rescind a contract = razdreti pogodbo
- to renew a contract = obnoviti pogodbo
- to conclude a contract = skleniti pogodbo
- to finalize a contract = dokončati/zaključiti zadnji del pogodbe
- the contract enters into force/the contract becomes effective/the contract takes effect = pogoda začne veljati
- contract expires… = pogodba se izteče…
- productive negotiations = produktivna pogajanja
- unproductive negotiations = neproduktivna pogajanja
- to threat = groziti
- threat = grožnja
- to bluff = slepiti
- to call someone’s bluff = pozvati nekoga, da prizna svoje blefiranje
- to drive a hard bargain = želeti doseči svoj cilj za vsako ceno
- to back down/to climb in/to give in = ukloniti se
- obstacle/sticking point = ovira
- irreconcilable difference = nepremostljiva razlika
- deadlock/stalemate = mrtva točka
- non-negotiable = ne more biti predmet pogajanj
- to reconsider = ponovno razmisliti
- final offer = zadnja ponudba
- ultimatum = ultimat
- to close/clinch a deal = zaključiti posel
- to be on your own ground/on home ground = pogajanje na domačih tleh (poslovnih prostorih)
- to be on their ground = pogajanja v poslovnih prostorih nasprotne strani/partnerja
- to be on neutral ground = pogajanja na nevtralni lokaciji (npr. v hotelu)
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4. USEFUL PHRASES = UPORABNE FRAZE
4.1. BEGINNING OF NEGOTIATIONS = ZAČETEK POGAJANJ
Welcoming participants = Pozdravimo goste
- Hello to everyone. On behalf of ……………. I would like to welcome you to Ljubljana. = Lep pozdrav vsem skupaj. V imenu ……………. vas lepo pozdravljam v Ljubljani.
- Good morning to everyone from me and my colleagues. = Dobro jutro vsem skupaj v mojem imenu in v imenu mojih sodelavcev.
(Za več primerov si poglejte poglavje sestanki)
4.2. INTRODUCING THE PURPOSE (AGENDA) = PREDSTAVIMO NAMEN (DNEVNI RED)
- Let’s have a look at the agenda. = Poglejmo si današnji dnevni red.
- We’re here today to… = Danes smo se zbrali, da…
- The purpose of the meeting today is to… = Namen današnjega sestanka je…
- The main objective of our meeting today is to decide about… = Glavni namen današnjega sestanka se je odločiti glede…
- As you all probably know the main purpose today is to come to an agreement about/to agree about… = Kot verjetno vsi veste, je glavni namen današnjega sestanka dogovoriti se glede…
(Za več primerov si poglejte poglavje sestanki)
4.3. SUGGESTIONS, OPINIONS, AND SOLUTIONS = PREDLOGI, MNENJA IN REŠITVE
4.3.1. Introducing suggestions, opinions, solutions = Predstavitev predlogov, mnenj, rešitev
- According to the purpose of the meeting today, we would like to introduce our view about… = Glede na namen današnjega sestanka želimo predstaviti naš pogled na…
- Based on the proposals we have received, we believe (that)… = Na osnovi ponudb, ki smo jih prejeli, menimo, da…
- Following the latest analysis, we are sure that… = Upoštevajoč najnovejšo analizo, smo prepričani, da…
- Considering the report, we estimate that… = V zvezi s poročilom ocenjujemo, da…
- Regarding the events during the last month, we would like to explain… = V zvezi z dogodki v preteklem mesecu, bi želeli razložiti…
+ We are positive that… = Prepričani smo, da…
+ I have no doubt (whatsoever) that… = Brez dvoma mislim, da…
+ We certainly believe that… = Povsem smo prepričani, da
0 We think that… = Mislimo, da…
0 In my opinion… = Po mojem mnenju…
0 The way I see things… = Kot jaz vidim te zadeve…
– I tend to think that… = Nagibam se k mnenju, da…
– We should think that… = Nagibamo se k mnenju…
– I’m inclined to believe that… = Nagibam se k mnenju…
4.3.2. Reaction to the suggestions, opinions, solutions = Odziv na predloge, mnenja, rešitve
PARTIAL AGREEMENT = DELNO STRINJANJE
- We agree with you up to a point. = Z vami se strinjamo do določene mere.
- You might be right. = Morda imate prav.
- I partially agree with you. = Deloma se strinjam z vami.
TOTAL AGREEMENT = POPOLNO STRINJANJE
- We (absolutely) agree with you. = Popolnoma se strinjam z vami.
- You’re (completely) right. = Popolnoma imate prav.
- I couldn’t agree with you more. = Ne bi se mogel bolj strinjati z vami.
DISAGREEMENT = NESTRINJANJE
- I’m afraid I can’t agree with you. = Žal se ne morem strinjati z vami. →
- I must say I disagree. = Moram priznati, da se ne strinjam. →
- I can’t agree with you. = Ne morem se strinjati s tabo. →
- I don’t agree with you. = Ne strinjam se s tabo. →
- I disagree. = Ne strinjam se. →
→ milejši izrazi: pri pogajanjih je zaželjeno, da za izražanje nestrinjanja uporabljamo milejše izraze in tako preprečimo preveč grobo in nevljudno komunikacijo.
- I tend to disagree. = Težko se strinjam.
- I had something else in mind. = V mislih sem imel nekaj drugega.
- I’m not completely sure. = Nisem popolnoma prepričan.
- I’m looking for a different approach. = Iskal sem drugačen način.
- That’s not exactly how I look at it. = To ni ravno tako, kot jaz vidim zadevo.
- I understand where you’re coming from, however… = Razumem tvoje stališče, vendar pa…
- I’m prepared to compromise, but… = Pripravljen sem sprejeti kompromis, ampak…
- Yes, I see. Nonetheless… = Da, razumem. Vseeno pa…
- Yes, I agree. Still… = Da, stinjam se. Vseeno pa…
4.4. ASKING FOR CLARIFICATION (and expressing interest) = PROSIMO ZA RAZJASNITEV (in izrazimo zanimanje)
- Please, correct me if I’m wrong. You are saying that… = Če vas nisem prav razumel, me prosim popravite. Pravite, da…
- You said that… Is my understanding correct? = Rekli ste, da… Ali sem vas pravilno razumel?
- I’m sorry, if I understand you correctly, you’re suggesting that… = Oprostite, ampak, če vas prav razumem, predlagate, da…
- Could you tell us more about…? = Nam bi lahko povedali več o…?
- Could you please explain your opinion? = Nam lahko prosim razložite svoje mnenje?
- To understand your view better, we would like to ask you to… = Da bi bolje razumeli vaš pogled, vas prosimo da…
4.5. GIVING A SUBSTITUTE SOLUTION = PREDSTAVIMO NADOMESTNO REŠITEV
- What if we…? = Kaj pa, če bi…?
- Why don’t we…? = Zakaj ne bi…?
- I believe we should… = Mislim, da bi morali…
- I suggest we… = Predlagam, da…
- We suggest you… = Predlagamo vam, da…
- I think you could… = Mislim, da bi vi lahko…
- Why don’t you… = Zakaj ne bi (vi)…
5. MAKING ADJUSTMENTS = USKLAJEVANJE
5.1. ASKING QUESTIONS – PROBING = POSTAVLJAMO VPRAŠANJA – PREIZKUŠAMO
USING “WH-QUESTIONS” AND “HOW” = UPORABIMO “WH-VPRAŠANJA” IN “HOW”
- What kind of specifications do you have in mind? = Kakšne specifikacije imate v mislih?
- Which are the problems regarding the production at your branch? = Katere težave imate pri proizvodnji v svoji podružnici?
- How many employees are there at your plant? = Koliko je zaposlenih v vašem obratu?
- What do you think about our proposal? = Kaj mislite o naši ponudbi?
USING “YES/NO QUESTIONS” = UPORABIMO VPRAŠANJA, NA KATERA SE ODGOVARJA Z DA/NE
- Do you think we can expect better conditions? = Ali mislite, da lahko pričakujemo boljše pogoje?
- Should we deal with the production problems right away? = Ali se bi morali takoj spopasti s težavami v proizvodnji?
- Can you deliver us additional 200 pieces a week? = Ali nam lahko dostavite dodatnih 200 kosov na teden?
USING INDIRECT QUESTIONS = UPORABIMO POSREDNA VPRAŠANJA
- Can we ask you to tell us how many employees there are at your plant? = Vas lahko prosimo, da nam poveste, koliko je zaposlenih v vašem obratu?
- I would like to ask you about the problems in the production at your branch? = Zanimajo me problemi v proizvodnji vaše podružnice?
- We would like to know what kind of specifications you have in mind? = Zanima nas, kakšne specifikacije imate v mislih?
6. COMING CLOSER TO AN AGREEMENT = PRIBLIŽAMO SE DOGOVORU
We use: if, that, providing that, as long as, on condition that, supposing that
- If you lower the prices, we will sign the contract. = Če boste znižali cene, bomo podpisali pogodbo.
- We will give you a 20% discount if you buy 30,000 pieces more. = Dali vam bomo 20% popust, če boste kupili 30.000 izdelkov več
- If you offer better conditions,( then) we will (consider to/be able to) accept your offer. = Če nam boste ponudili boljše pogoje, (potem) bomo (razmislili o sprejetju/lahko) sprejeli vašo ponudbo.
- Provided that you give us a week to consider the offer, we can order 100,000 products. = Pod pogojem, da nam daste teden dni časa, da razmislemo o ponudbi, bomo lahko naročili 100.000 izdelkov.
- Providing that you reduce the price by 10%, we might consider your offer. = Pod pogojem, da znižate ceno za 10 %, bi morda lahko razmislili o vaši ponudbi.
- As long as the product performance improves by 5%, we might consider buying. = Če se lahko učinkovitost izboljša za 5 %, bi morda lahko premislili o nakupu.
- On condition that your company provides enough material, then we could agree to your proposal. = Pod pogojem, da vaše podjetje priskrbi dovolj materiala, potem bi morda lahko sprejeli vašo ponudbo.
- Supposing that you deliver 20 machines by the end of this month, we can order 5 more next month. = Ob predpostavki, da lahko dostavite 20 strojev do konca tega meseca, bomo lahko prihodnji mesec naročili pet dodatnih strojev.
7. SUMMARY AND AGREEMENT = POVZETEK IN DOGOVOR
7.1. SUMMARY = POVZETEK
- Let me just go over the main points. = Naj povzamem glavne točke.
- To recap/To summarize/to sum up… = Naj povzamem…
- If I can summarize = Če lahko povzamem…
- Today we have considered/discussed… = Danes smo obdelali/razpravljali o…
7.2. AGREEMENT = DOGOVOR
- On point/item _________ (1, 2, …) on the agenda we have agreed that/to… = V zvezi z/s _________ (prvo, drugo, …) točko na dnevnem redu, smo se dogovorili/strinjali, da…
- Regarding/In relation to item 3, we have agreed that/to… = Kar zadeva tretjo točko, smo se dogovorili, da…
- As far as item 1 is concerned, we have agreed that/to… = Kar zadeva prvo točko, smo se uspeli dogovoriti, da…
- On 4, we agreed that/to… = O četrti točki smo se strinjali, da…
- I think that covers everything. = Mislim, da obdelali vse.
- We still have point 3 to settle. = Ostala nam je še tretja točka.
- Item 2 remains undecided. = Tretja točka ostaja odprta/nerešena.
- There is still the outstanding issue of item 3/under item 3. = Tukaj je še odprto vprašanje v zvezi s tretjo točko/pod tretjo točko.
SAMPLE DIALOGS
Dialog 1
ANDY: What would it cost us if we wanted to buy this house?
BRET: Let me get my papers and contracts out, and we’ll figure that out for you right now. (After a few moments…) I am willing to offer you a great deal on this house. It has a water supply, telephone and electricity wiring, access to the public sewerage system, and it is already tastefully furnished for only €150,000. What do you say?
ANDY: It is a lot considering the fact that it is very remote and even 500 meters away from asphalt.
BRET: Surely we can work something out. What figure would be a good deal for you?
ANDY: Thirteen hundred would sound fair.
BRET: Fourteen hundred for this house is a great price. For that amount I’m practically giving it away.
ANDY: We’ll think about it.
Dialog 2
ANDY: Excuse me, what’s the price of this car?
BRET: Yes, this beast is gorgeous, isn’t it? Get inside to see the interior.
ANDY: I’d just like to know the price, please.
BRET: Eighteen thousand is a deal! Of course, this covers license, tax, registration, as well as dealer preparation.
ANDY: Thank you. I’d have to sleep it over… it still sound quite a lot.
BRET: Oh, you seem to be a smart man. What figure would seem fair to you?
ANDY: I believe that sixteen thousand would be more than enough for such a car, considering the fact that it has already been in an accident.
BRET: Sixteen thousand nine hundred is the final offer.
ANDY: I accept it.
Dialog 3
KELLY:: Excuse me. How much do you want for this picture?
OWNER: Let me think. Hmm… That’s an exceptional piece of Gothic glass —
in great shape. It’s definitely worth at least 80 bucks.
KELLY:: Eighty dollars? I can’t afford that much. What a pity! I would really like to give it as a gift to my wife for our anniversary.
OWNER: Hold on, sir. I said it was worth 80 bucks, but I’m only asking $60.
KELLY:: Sixty dollars?
OWNER: You see, it’s a true bargain.
KELLY:: Oh I know it is. But I still can’t afford it.
OWNER: Well, I’ll sell it for $50. That’s the lowest I can go.
KELLY:: I’ll give you $45.
OWNER: Forty-five? You’ve got to be kidding. It’s worth so much more.
KELLY:: Well, maybe I could give you $50.
OWNER: Let me just wrap it up for you. There you are, sir, a great bargain.
KELLY:: Thanks a lot.
Dialog 4
LUCY: “How much are the peaches?”
Seller: “Two dollars for a kilo.”
LUCY: “Hmmm, they don’t look fresh. That sounds like too much to me!”
Seller: “Come on. They’re great! Here, taste one.”
LUCY: “Wow, that’s not too bad. I’ll give you a dollar fifty for a kilo.”
Seller: “These are good, fresh peaches and I’m offering them to you at a special price of a dollar seventy a kilo.”
LUCY: “All right. Give me three kilos, please.”
Dialog 5
Lucy: Does this blouse come in any other color and size?
SHOP ASSISTANT: Yeah, we have this one in pink, green, and violet in all sizes. We also have this other style in white in XL.
Lucy: How much is the white one?
SHOP ASSISTANT: It’s $55.
Lucy: $55? What about the green one?
SHOP ASSISTANT: That’s $40.
Lucy: That is, I think, a little too much. Can you do any better on the price?
SHOP ASSISTANT: As you can see, this is a designer blouse and it’s really of a fine quality – a bargain at such a low price.
Lucy: So this is your lowest price?
SHOP ASSISTANT: That’s right.
Lucy: Oh, I guess I’ll just continue shopping around a bit.
SHOP ASSISTANT: All right, how about $38.
Lucy: You’ve got a deal.
Dialog 6
Shop assistant: Good morning, sir, how can I help you?
Customer: This vase is gorgeous. Where was it made?
Shop assistant: Oh, I see you have a fine taste. Yes, it is lovely, isn’t it? It’s hand made in our country.
Customer: I haven’t seen anything like this anywhere… What’s the price?
Shop assistant: It costs $80.
Customer: $80! I wasn’t intending to spend that much.
Shop assistant: Handmade crafts are never cheap.
Customer: Sure, that’s understandable, but $80 is still too much.
Shop assistant: It’s obvious that you adore that vase. Let’s just make it $65. It would be nice if you take it home with you.
Customer: How about $60. I really can’t go any higher than that.
Shop assistant: All right. There you are. (hands the vase to the customer)
Customer: Thank you very much.
Shop assistant: Thank you, have a nice day.
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