1. Building Relationships

2. Building Relationships
What are the most important relationships for you?...
At your workplace?
At your place of study?
Outside your workplace?
What do you need to build good relationships?

3. Vocabulary Positive Negative
How can you create positive relationships and negative relationships?
Positive Negative

4. Vocabulary Positive Negative Break off Jeopardize Build up Maintain
Cement
Strengthen
Foster
Promote
Cut off
Restore
Develop
Resume
Disrupt
Damage
Encourage
Sour
Establish
Undermine
Endanger
Improve

5. Agree or disagree? If you’ve got a good relationship, Even when
the negotiation is already
half way to be
successful!
Even when
I’m being
confrontational,
I’m never personally
involved,
it’s just tactics!
Being aggressive
is a perfectly valid way
of getting what you want!
I hate when people
get aggressive
in meetings.
It’s just not
necessary!
If I’ve got
a difficult
negotiation
ahead, the last thing
I want is to socialize
with these people!
When people start criticizing,
it’s difficult not to take it
personally!

6. Building Relationships
Where is my order?
I really need it!
It was supposed to be
here 2 days ago!
I have absolutely
no idea, but your call
is very important
for us

7. High-context and low-context cultures
In a high-context culture, people understand a lot from the context. In other words, specific criticisms or problems
are not spoken about. If you are accustomed to this kind of cultures, you can understand the message from the context,
rather than from what is said. Another way of putting this is to say that the message is implicit, rather than explicit.
In a high-context culture it this important to avoid any negativity. Harmony is maintained by smiling and even
saying “yes” to something which we disagree with. Real sticking points in a negotiation are unlikely to be dealt in public.
It is more likely that a concession will be offered in private. In this way, harmony is maintained and there is also
no loss of face.
In a low-context culture, people are far more explicit. Nothing is left to chance. The risk of miscomprehension is too great.
Everything must be written down and clarified and , if possible, reinforced by a legal contract. Tolerance to negativity
is therefore higher. People would prefer to say “no’’ rather than run the risk of being misunderstood.
When these two cultures come into contact with each other in a tough negotiation, the western low=-context model
often dominates. However, westerns need to be sensitive to the approach that will dominate when doing business
in a high-context culture.

8. PHRASAL VERBS Compile / write down GET ON Depend on / rely on COUNT ON
Cancel
BUILD UP
Keep / maintain
HOLD ON TO
Have a friendly relationship
PUT OFF
Arrange
SOUND OUT
Make bigger / stronger
LET DOWN
Disappoint
SET UP
Postpone / delay
DRAW UP
Find out opinions / intentions
CALL OFF

9. 1 2 3 4 Negotiating Exerting pressure Making concessions
If you can… we’ll have to look elsewhere…
I’m afraid we’ll have to call it a day unless…
Making concessions
We could offer you…
We might consider…
What would you say if
we offer you…
We might be able to…
Attaching conditions
But we would want…
… as long as …
… on one condition…
… provided that…
Am I
out? 1 2 3 4
You finally have a contract
with a costumer
to supply certain number
of pieces.
When they first order,
the number is less
than agreed
You’ve just received
your credit card’s
balance sheet with
a “ghost” charge
for $1,500
Because of bad
economical situation,
you have to let go
a partner without
full settlement
You have been waiting
a long time to be served
in a shop. Finally, when is
your turn, the system
goes down.