Pregovori/Pregovaranje = Negotiations
V poslovnom svijetu pri suradnji između poslovnih partnera često nailazimo na probleme pri postizanju dogovora. Možda npr. zaključujemo neki posao, ili se jednostavno ne slažemo sa uvjetima našeg sugovornika odnosno poslovnog partnera, sa kojim unatoč razilaženju u mišljenju želimo uspostaviti dugoročnu poslovnu suradnju. Tada nastupa vrijeme za pregovore i u takvim slučajevima moramo upotrijebiti sve naše pregovaračke vještine, kako bismo razriješili probleme i ne bismo ugrozili suradnju.
Pregovaranje može postati i teže kada moramo govoriti na stranom jeziku. Dodatna stvar na koju moramo obratiti pozornost pri pregovaranju sa strancima je ta, da različite kulture različito pregovaraju. Tako npr. Amerikanci kad pregovaraju često djeluju osjećajno, dok se u ostalim državama gdje se govori engleski jezik previše emocionalno izražavanje smatra negativnim.
Budući da želimo da se u pregovaranju snađete i izbjegnete moguće konfliktne situacije, u ovom vam dijelu nudimo korisne riječi, fraze i, naravno, zadatke. Sve će vam to zasigurno pomoći u ovom često vrlo važnom i zahtjevnem sastavnom dijelu poslovnog života.
1. TYPES OF NEGOTIATIONS = VRSTE PREGOVORA
- Intense negotiations = Intenzivni pregovori/otežani i naporni pregovori
- Delicate/Tense negotiations = Delikatni pregovori koji se mogu izjaloviti
- Protracted negotiations = Dugotrajni pregovori
- Last-minute/Eleventh-hour negotiations = Pregovori „u zadnji čas“
2. LEVELS OF NEGOTIATIONS = STUPNJEVI PPREGOVARANJA
- Preparation = Priprema
- Starting negotiations = Početak pregovora
- Suggestions, opinions, and solutions = Prijedlozi, mišljenja i rješenja
- Making adjustments = Prilagođavanje
- Summary and agreement = Rezimiranje i dogovor
3. USEFUL VOCABULARY = KORISTAN VOKABULAR
- To prepare = Pripremiti se
- Preparation = Priprema
- To decide your priorities = Odrediti svoje prioritete
- To work out your bargaining position = Odrediti svoje ciljeve i razlog pregovaranja
- To prepare a fallback position = Pripremiti uvijete koje ćete prihvatiti ako prvotni cilji ne bude ostvaren (pripremiti plan b)
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- background = Povod (pregovora)
- To give background = Predstaviti povod
- To kick off negotiations = Započeti pregovore
- To negotiate = Pregovarati
- To haggle = Dugo pregovarati
- Basis for negotiation = Osnova za pregovore
- Negotiation = Pregovori
- Negotiator = Pregovarač
- Negotiating team = Pregovaračka skupina
- To bargain = Pregovarati/pogađati se/trgovati
- Bargain = Dogovor/Pogodba
- Price = Cijena
- Bargain price = Snižena cijena (niža od uobičajene)
- Bedrock price = Najniža moguća cijena
- Wholesale price = Nabavna cijena
- Retail price = (Malo)prodajna cijena
- List price = Cijena po cjeniku
- Unit price = Cijena po komadu
- Factory price = Tvornička cijena
- To propose/ To make a proposal = Ponuditi
- Proposal = Ponuda
- Counter-proposal/counter-offer = Ponuda suprotne strane
- To quote = Navesti (približno) traženu cijenu (ponudu)
- Quotation (informal: Quote) = Ponuda, koja sadrži (približnu) cijenu
- To tender = Dati formalnu ponudu za nabavu dobara ili za izvođenje radova sa ponuđenom cijenom
- Tender (Bid) = Formalna (pismena) ponuda (za nabavu dobara ili izvođenje radova) sa ponuđenom cijenom
- To supply = Opskrbiti
- Supply = Opskrba
- Supplier = Dobavljač
- Know-how = Praktično znanje i vještine (pri pregovorima)
- To get down to business = Početi se baviti čime/rješavati problem/započeti posao koji je potrebno obaviti
- Goodwill gesture = Dobronamjerna gesta
- Horse-trading = Pogađanje/trgovanje, u kojem se koriste vrlo spretne/tajne metode, kako bi se ispunilo ciljeve
- Trade-off = Promjena koja nastaje kao kompromis
- To point out = Upozoriti na/ istaknuti (pozitivne strane vaše ponude)
- To work out/to figure out = Naći rješenje/procijeniti troškove (cijenu)
- Probing = Testiranje (postavljamo prava pitanja i pozorno poslušamo)
- To estimate = (približno) procijeniti (npr. troškove)
- Costs = Troškovi
- Overhead(s) = Opći troškovi
- Cost overrun = Prekoračeni (dodatni) troškovi
- To buy = Kupiti (kupovati)
- To sell = Prodati (prodavati)
- Tax = Porez
- VAT (value added tax) = PDV (porez na dodanu vrijednost)
- Rebate = Sniženje ili popust
- Discount = Popust
- Trade discount = Trgovački popust
- Discount on (for) quantity = Popust na količinu
- Percentage = Postotak
- Commission = Provizija
- Royalty = Licenca (postotak od prodaje)
- Exclusivity = Isključivo zastupništvo
- Exclusive distribution rights = Isključiva prava na prodaju
- Guarantee = Garancija
- Invoice = Račun
- Pro forma (invoice) = Predračun
- Feasible = Moguć/izvediv
- Condition = Uvijet
- To commit = Obvezati se
- Commitment = Obveza
- To overrun = Prekoračiti
- Turnover = Prihod
- Counter-offer = Ponuda suprotne strane kao odaziv na našu ponudu
- Counter-productive = Imati suprotan učinak od očekivanog
- Underestimate = Dati prenisku cijenu (npr. troškova, rizika)
- Quid pro quo (AmE in return) = Povrat/ zamjena/ nešto zauzvrat
- Delivery = Dostava
- To make a concession = Ustupiti
- Concession = Ustupak/Koncesija
- To compromise on = Napraviti kompromis o
- Compromise = Kompromis
- Disagreement = Neslaganje
- Agreement/Deal = Dogovor/sporazum
- Negotiating from weakness = Pregovaranje kada je netko u lošijem položaju/ima slabiju moć uvjeravanja
- Negotiating from strength = Pregovaranje kada je netko u boljem položaju/ima bolju moć pregovaranja ili više mogućnosti
- To negotiate under duress = pregovarati pod pritiskom/prisilom
- Contract/agreement = Ugovor
- Model contract = Primjer ugovora
- Draft contract = Skica ugovora
- Written contract = Pisani ugovor
- Sales agreement/(purchase)contract = (Kupo)prodajni ugovor
- Oral/verbal agreement/Parol contract = Usmeni ugovor
- Service contract = Individualni ugovor
- Lease agreement = Zakupni ugovor
- Loan agreement = ugovor o zajmu
- Employment contract/Labour/Labor = ugovor o djelu
- Binding/legal contract = Obvezujući/pravni ugovor
- Commercial contract = Ugovor o kupnji ili prodaji
- Void contract = Nevažeći ugovor
- Valid = Važeći
- Contract validity = Valjanost ugovora
- To be liable for = biti odgovoran za
- Liability for = Odgovornost
- Limited liability for = Ograničena/djelomična odgovornost
- Subject of a contract = Predmet ugovora
- Contracting parties =Ugovorne strane
- Mediator = Mediator/posrednik
- Representatives = Predstavnici
- Appendix/annex = Aneks/dodatak
- Article = Članak
- Article stipulates/provides that/determines… = Članak određuje
- Contract stipulates/determines/provides that… = Ugovor određuje
- Contractual provisions/stipulations = Ugovorne odredbe
- Clause = Klauzula
- Competition clause = ugovorna odredba o konkuriranju
- Paragraph = Odjeljak
- Subject of a contract = Predmet ugovora
- To sign = Potpisati
- Signatory = Potpisnik, ugovorna strana
- To witness = Ovjeriti
- To draw up a contract = Sastaviti ugovor
- To award a contract = Dodijeliti posao
- To abide by the contract = Držati se ugovora
- The contract binds…/Binding contract = Ugovor obvezuje/Obvezujući ugovor
- Contractually bound = Vezan ugovorom
- To draft a contract = Pripremiti skicu ugovora
- To perform/execute a contract = Provesti ugovor
- To violate/breach a contract = Kršiti ugovor
- To cancel/revoke a contract = Poništiti ugovor
- To break/rescind a contract = Opozvati/ poništiti ugovor
- To renew a contract = Obnoviti ugovor
- To conclude a contract = Sklopiti ugovor
- To finalize a contract = Dovršititi/zaključiti zadnji dio ugovora
- The contract enters into force/the contract becomes effective/the contract takes effect = ugovor počinje vrijediti
- The contract expires… = ugovor ističe…
- *Productive negotiations = Produktivni pregovori
- Unproductive negotiations = Neproduktivni pregovori
- To threat = prijetiti
- Threat = prijetnja
- To bluff = Blefirati, slijepiti
- To call someone’s bluff = Prevarati se da vjerujete sugovorniku koji blefira
- To drive a hard bargain = Kada netko pri pregovaranju pod svaku cijenu želi doseći svoj cilj
- To back down/to climb in/to give in = Povući se
- Obstacles/Sticking points = Prepreke
- Irreconcilable differences = Nepremostive razlike
- Deadlock/Stalemate = Mrtva točka
- Non-negotiable = Ne može biti predmet pregovora
- To reconsider = Ponovno razmisliti
- Final offer = Zadnja ponuda
- Ultimatum = Ultimatum
- To close/clinch a deal = Zaključiti posao
- To be on your own ground/on home ground = Pregovori na domaćem terenu (u poslovnom prostoru)
- To be on their ground = Pregovori u poslovnim prostorima suprotne strane/partnera
- To be on neutral ground = Pregovori na neutralnom terenu (npr. u hotelu)
4. USEFUL PHRASES = KORISNE FRAZE
4.1.BEGINNING OF NEGOTIATIONS = POČETAK PREGOVORA
Welcoming participants = Pozdravljanje gostiju
- Hello to everyone. On behalf of ……………. I would like to welcome you to Zagreb. = Lijepi pozdrav svima. U ime……………. Želim vam dobrodošlicu u Zagrebu.
- Good morning to everyone from me and my colleagues. = Dobro jutro svima u moje ime i u ime mojih kolega.
(Za više primjera pogledajte poglavlje ‘sastanci’)
4.2. INTRODUCING THE PURPOSE (AGENDA) = PREDSTAVLJANJE CILJA (DNEVNI RED)
- Let’s have a look at the agenda. = Pogledajmo današnji dnevni red.
- We’re here today to… = Danas smo se okupili kako bismo…
- The purpose of the meeting today is to… = Cilj današnjeg sastanka je…
- The main objective of our meeting today is to decide about… = Glavni cilj današnjeg sastanka je odlučiti o…
- As you all probably know the main purpose today is to come to an agreement about/to agree about… = Kao što vjerojatno svi znate, glavni cilj današnjeg sastanka je dogovoriti se o…
(Za više primjera pogledajte poglavlje ‘sastanci’)
4.3. SUGGESTIONS, OPINIONS, AND SOLUTIONS = PRIJEDLOZI, MIŠLJENJA I RJEŠENJA
4.3.1. Introducing suggestions, opinions, solutions = Iznošenje prijedloga, mišljenja, rješenja
- According to the purpose of the meeting today, I/we would like to introduce our view about… = S obzirom na cilj današnjeg sastanka, želim/želimo predstaviti naše stajalište o…
- Based on the proposals we have received, we/I believe (that)… = Na temelju ponuda koje smo primili, smatram/smatramo da…
- Following the latest analysis, we/I are sure that… = Prema najnovijoj analizi, uvjereni/uvjeren(a) sam/smo da…
- Considering the report, we/I estimate that… = Obzirom na izvješće, procjenjujemo/procjenjujem da…
- Regarding the events during the last month, we/I would like to explain… = Vezano uz događaje tijekom proteklog mjeseca, željeli bismo objasniti/ želio/željela bih objasniti…
+We are positive that… = Sigurni smo da…
+I have no doubt (whatsoever) that… = Potpuno sam siguran(-na) da…
+We certainly believe that… = Potpuno smo sigurni da…
0 We think that… = Mislimo da…
0 In my opinion… = Po mom mišljenju…
0 The way I see things… = Moje mišljenje je da…
-I tend to think that… = Sklon sam mišljenu da…
-We should think that… = Naginjemo mišljenju..
-I’m inclined to believe that… = Sklon sam mišljenu da …
4.3.2. Reaction to the suggestions, opinions, solutions = Reakcija na prijedloge, mišljenja, rješenja
PARTIAL AGREEMENT = DJELOMIČNO SLAGANJE
- We agree with you up to a point. = Donekle se slažemo s vama/s tobom.
- You might be right. = Možda si/ste u pravu.
- I partially agree with you. = Djelomično se slažem s vama.
TOTAL AGREEMENT = POTPUNO SLAGANJE
- We (absolutely) agree with you. = Potpuno se slažem s vama/s tobom.
- You’re (completely) right. = Potpuno si/ste u pravu.
- I couldn’t agree with you more. = U potpunosti se slažem s vama/s tobom.
DISAGREEMENT = NESLAGANJE
- I’m afraid I can’t agree with you. = Bojim se da ne mogu složiti s vama/s tobom. →
- I must say I disagree. = Moram priznati, da se ne slažem. →
- I can’t agree with you. = Ne mogu se složiti s tobom. →
- I don’t agree with you. = Ne slažem se s tobom. →
- I disagree. = Ne slažem se. →
→Blaži izrazi: pri pregovorima je poželjno da za izražavanje neslaganja upotrebljavamo blaže izraze te tako spriječimo pregrubo i neuljudno izražavanje.
- I tend to disagree. = Teško se mogu složiti.
- I had something else in mind. = Nešto drugo sam imao/imala na pameti.
- I’m not completely sure. = Nisam u potpunosti siguran(-na).
- I’m looking for a different approach. = Tražim drugačiji pristup.
- That’s not exactly how I look at it. = To nije baš onako kako ja vidim stvari..
- I understand where you’re coming from, however… = Jasno mi je tvoje stajalište, ali…
- I’m prepared to compromise, but… = Spreman/Spremna sam na kompromis, ali…
- Yes, I see. Nonetheless… = Da, razumijem. Ipak/Svejedno…
- Yes, I agree. Still… = Da, slažem se. Ipak/Svejedno…
4.4. ASKING FOR CLARIFICATION (and expressing interest) = (Kako) TRAŽIMO POJAŠNJENJE (i izražavamo zanimanja)
- Please, correct me if I’m wrong. You are saying that… = Molim vas, ispravite me ako sam vas pogrešno shvatio. Kažete da…
- You said that… Is my understanding correct? = Rekli ste da… Jesam li vas dobro shvatio(/shvatila)?
- I’m sorry, if I understand you correctly, you’re suggesting that… = Oprostite, ali ako sam vas dobro shvatio/shvatila, predlažete da…
- Could you tell us more about…? = Možete li nam reći više o…?
- Could you please explain what your opinion is? = Molim vas, možete li nam objasniti kakvo je vaše mišljenje?
- To understand your view better, we would like to ask you to… = Molili bismo vas da…, kako bismo vas bolje razumjeli.
4.5.GIVING A SUBSTITUTE SOLUTION = (Kako) NUDIMO ZAMJENSKO RJEŠENJE
- What if we…? = A što ako…?
- Why don’t we…? = Zašto ne bismo…?
- I believe we should… = Mislim da bismo trebali…
- I suggest we… = Predlažem da…
- We suggest you… = Predlažemo vam da…
- I think you could… = Mislim da bi mogao/da biste mogli…
- Why don’t you… = Zašto ne bi /ne biste…
5. MAKING ADJUSTMENTS = PRILAGOĐAVANJE
5.1. ASKING QUESTIONS – PROBING = POSTAVLJAMO PITANJA – ISPITUJEMO
USING WH-QUESTONS AND HOW = UPORABA WH-PITANJA I HOW
- What kind of specifications do you have in mind? = Na kakve specifikacije mislite?
- Which are the problems regarding the production at your branch? = Koji su problemi vezani uz proizvodnju u vašoj podružnici?
- How many employees are there at your plant? = Koliko je zaposlenih u vašoj tvrnici/postrojenju?
- What do you think about our proposal? = Što mislite o našoj ponudi?
USING YES/NO QUESTIONS = UPORABA DA/NE PITANJA
Do you think we can expect better conditions? = Mislite li da možemo očekivati bolje uvijete?
- Should we deal with production problems right away? = Bismo li odmah trebali rješavati probleme u proizvodnji?
- Can you deliver us 200 pieces a week more? = Možete li nam dostavljati 200 komada više tjedno?
USING INDIRECT QUESTIONS = UPORABA POSREDNIH PITANJA
- Can we ask you to tell us how many employees are there at your plant? = Mogu li vas zamoliti da nam kažete koliko je zaposlenika u vašoj tvornici/ postrojenju?
- I would like to ask you which are the problems regarding the production at your branch? = Zanima me/Želio/Željela bih znati koji su problemi proizvodnje u vašoj podružnici?
- We would like to know what kind of specifications you have in mind? = Zanima nas na kakve specifikacije mislite?
6. COMING CLOSER TO AN AGREEMENT = PRIBLIŽAVAMO SE DOGOVORU
WE USE = UPOTREBLJAVAMO: IF (+will/can/could/may/might), PROVIDED THAT (+will/can/could/may/might), PROVIDING THAT (+will/can/could/may/might), AS LONG AS (+will/can/could/may/might), ON CONDITION THAT (+will/can/could/may/might), SUPPOSING THAT (+will/can/could/may/might)
- If you lower the prices, we will sign the contract. = Potpisat ćemo ugovor, ako snizite cijene.
- We will give you a 20% discount if you buy 30,000 pieces more. = Ako kupite 30.000 komada više, dat ćemo vam 20% popusta.
- If you offer better conditions,( then) we will ( consider to/be able to/agree to) accept your offer. = Ukoliko nam ponudite bolje uvjete, moći ćemo (razmislili o prihvaćanju) prihvatiti vašu ponudu.
- Provided that you give us a week to consider the offer, we can order 100,000 products. Možemo naručiti 100.000 proizvoda, pod uvjetom da nam date tjedan dana vremena da razmislimo o ponudi.
- Providing that you reduce the price by 10%, we might consider your offer. = Pod uvjetom da snizite cijenu za 10 % ćemo možda razmisliti o vašoj ponudi.
- As long as the product performance improves by 5%, we will consider buying. = Ukoliko se učinkovitost popravi za 5 %, razmislit ćemo o kupnji.
- On condition that your company provides enough material, then we could agree to your proposal. = Pod uvjetom da vaše poduzeće priskrbi dovoljno materijala, možda ćemo prihvatiti vašu ponudu.
- Supposing that you deliver 200 machines by the end of this month, we can order 20 more next month. = Pod pretpostavkom da ćete isporučiti 200 strojeva do kraja ovog mjeseca, možemo naručiti još 20 idućeg mjeseca.
7. SUMMARY AND AGREEMENT = REZIME I DOGOVOR
7.1. SUMMARY = REZIME
- Let me just go over the main points. = Dopustite mi da izdvojim glavne točke.
- To recap… = Da zaključim…
- To summarize/to sum up… Da rezimiram/zaključim…
- If I can summarize = Ako mogu rezimirati…
- Today we have considered/discussed… = Danas smo razmatrali/raspravljali o…
7.2. AGREEMENT = DOGOVOR
- On point/item _________ (1, 2, …) on the agenda we have agreed that/to… = Pod točkom_________ (jedan, dva, …) na dnevnom redu dogovorili/složili smo se da…
- Regarding/In relation to item 3, we have agreed that/to… = Što se tiče točke 3, dogovorili smo se da…
- As far as item 1 is concerned, we have agreed that/to… = Što se tiče prve točke, dogovorili smo se da…
- On 4, we agreed that/to… = Pod četvrtom točkom smo se složili da…
- I think that covers everything. = Mislim da smo pokrili sve točke./ sve obradili.
- We still have point 3 to settle. = Ostala nam je još treća točka.
- Item 2 remains undecided. = Druga točka ostaje otvorena/neriješena.
- There is still the outstanding issue of item 3/under item 3. / … = Ovdje je još otvoreno pitanje vezano uz točku tri/pod trećom točkom. / …
SAMPLE DIALOGS
Dialog 1
TOM: Any deal that we commit to has to include both a one-time commission, as well as royalties.
JIM: I’m afraid you can’t have your cake and eat it, too. You’ll have to settle for one or the other.
TOM: No, we’re firm by this. Take it or leave it.
JIM: If that’s your method of negotiating, well then we’re going to have to leave it.
TOM: Really, you’re going to play such hardball with us?
JIM: You leave us with no other choice. We’re between a rock and a hard spot here.
TOM: Come on, the proposal isn’t that overbearing, is it?
JIM: It is. We’ve really got our backs against the wall, here!
Dialog 2
TOM: If we’re going to strike a bargain, here, we’re going to have to give up some concessions.
JIM: I’m not that eager to compromise, myself. I think the deal we proposed is a solid one.
TOM: I think so, too, but the client obviously doesn’t. We’re going to have to meet them in the middle somewhere.
JIM: Why do you think that?
TOM: You saw the disagreement we had in there. They certainly weren’t enthusiastic about it.
JIM: We’re going to have to soften them up a bit, yeah, it’s true.
TOM: Got any ideas?
JIM: Maybe we could throw in a quid pro quo? If everything goes well at the end of the year, we could cut them a bonus?
TOM: That sounds like a good idea, actually!
Dialog 3
TOM: There are a few articles in this agreement that I have reservations on.
JIM: Like what?
TOM: Well our oral agreement didn’t include anything about a non-competition clause. If things don’t work out with this customer, we don’t want to be prevented from seeking out synergies with other players in the field.
JIM: As it is now, we’re liable to do business exclusively with them. What if we modified the clause so that doing business with their competitors while this agreement is in place would void the current contract?
TOM: You mean without forbidding it after the contract runs its course?
JIM: Exactly.
TOM: I would be much more comfortable with that, yes!
Dialog 4
TOM: There are so many parties which stand to benefit from this deal.
JIM: Right? It was hard to tell who the mediator was in there.
TOM: Exactly. We thought we had submitted a bid, but then you look up and you see someone else had spoken over you.
JIM: Even though the conditions we agreed to stipulated that everyone would talk in turn.
TOM: That hasn’t seemed to work too well.
JIM: I’m not even sure who is drawing up the contract, it seems like everybody wants to be a signatory.
TOM: Well our names will be on it for sure. But it’s hard to tell at this point who will be joining us.
JIM: We’ll need to make sure there are enough witnesses to prevent any funny stuff.
Dialog 5
TOM: You drive a hard bargain, Mr. Williams.
JIM: I’m glad you think so, Mr. Jereb. We tried to make you an offer you couldn’t refuse.
TOM: It certainly is difficult to deny. You’ve definitely done your homework.
JIM: See? I told you our differences were not irreconcilable. We found a common ground, didn’t we?
TOM: We sure did, but only because of your intense bargaining skills.
JIM: Everyone has to have a hobby, huh Mr. Jereb?
Dialog 6
Ron: Hi Karen. I’m calling regarding our collaboration. I’ve heard you are considering pulling out since our prices are not competitive enough. Is that true?
Karen: Well Ron. What can I say… You know how much it means to us to be able to cut our costs at least a little bit.
Karen: Provided that we doubled the number of units in our quarterly orders, what discount could you offer us on the unit price?
Ron: Before answering, I’d like to know what you have in mind in terms of delivery dates?
Karen: We were thinking 20 days after our order.
Ron: Well, if that’s the case, we could give you an extra 10% discount on such larger orders.
Karen: With a 10% discount we would be willing to place such orders.
Dialog 7
Ron: Hi Karen. I would like to have a word with you if you have time. Have you really been looking for a cheaper supplier for the last few weeks?
Karen: I am afraid we have as we see no other option. You are getting a bit too expensive.
Ron: What if we offered you a quantity discount of 20% on orders of 1,000 units or more? Would that convince you to keep us as your main supplier?
Karen: I suppose we could live with that if you also take care of good technical support and documentation in Italian.
Ron: We can do that, of course.
Karen: Fine. It’s a deal then.
Ron: Thank you.
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