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Technical English For Engineers F3 S4 PDF

The document provides guidance on business skills like verbal communication, negotiation techniques, and giving presentations. It discusses how to sound credible during verbal communication through factors like projection, tone, amplitude, and pace. It introduces the concepts of negotiation, including the four principles of the Harvard model and how to reach an agreement. It provides a roadmap for negotiation that involves exploring interests and options between parties' initial positions to find agreements within their zone of possible agreement.

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Michelle Cabello Astorga
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114 views17 pages

Technical English For Engineers F3 S4 PDF

The document provides guidance on business skills like verbal communication, negotiation techniques, and giving presentations. It discusses how to sound credible during verbal communication through factors like projection, tone, amplitude, and pace. It introduces the concepts of negotiation, including the four principles of the Harvard model and how to reach an agreement. It provides a roadmap for negotiation that involves exploring interests and options between parties' initial positions to find agreements within their zone of possible agreement.

Uploaded by

Michelle Cabello Astorga
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as PDF, TXT or read online on Scribd
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TECHNICAL ENGLISH FOR

ENGINEERS

1AC
Prof. MBA Mauricio J. Barrios Rodríguez
UNIT 5

BUSINESS
SKILLS
MBA Mauricio J. Barrios Rodríguez UCSM
NON-VERBAL
COMMUNICATION

Make a conscious effort


to deploy natural gestures
and actions during your
presentation.
HOW TO SOUND CREDIBLE?

VERBAL COMMUNICATION

PROJECTION TONE AMPLITUDE PACE

Higher Small Open Fast

Lower Larger Close Slow

MBA Mauricio J. Barrios Rodríguez UCSM


• Presentations
BUSINESS • Negotiation
SKILLS • Agreement and disagreement
• Discussion techniques

MBA Mauricio J. Barrios Rodríguez UCSM


NEGOTIATION

Is a strategic discussion that


resolves an issue in a way that both
parties find acceptable.

A ISSUE B

In a negotiation, each party tries to


persuade the other to agree with
his or her point of view.

UCSM
WHY DO WE NEGOTIATE?

• To reach an agreement
• To get an advantage
• To settle disputes

UCSM
4 PRINCIPALS OF HARVARD MODEL

1 2 3 4
Develop Good criterion
Separate the person Negotiate interest
that a Good solution Develop several options
from the issue oriented
must fulfill

UCSM
HOW TO REACH AN AGREMENT?

To start a negotiation is better if we


manage these situations with the
principles shown.

PRINCIPLES RULES

• Organic • Linear
• wide • strict

UCSM
ROAD MAP - NEGOCIATION

POSITION
A

INTERESTS OPTIONS AGREMENTS

POSITION
B

UCSM
Avoid "THE FIGHT"; look Look for options with the other
party; listen and learn from the
for solid foundations
INTERESTS PARTY A
PERSUASION ASSEMBLE other; avoid specific postures

Stay calm, ask questions,


explore, look for CONTENTION CONCESSION Cooperates without expecting
information, listen. anything; Give; "Tune in" with the
other

INTEREST PARTY B

UCSM
ROAD MAP - NEGOCIATION

POSITION
A

INTERESTS OPTIONS AGREMENTS

POSITION
B

UCSM
BATNA ZOPA
Zone of Possible Agreement
Best Alternative to a Negotiated Agreement
ZONA DE ACUERDO POSIBLE
MEJOR ALTERNATIVA A UN TRATADO NEGOCIADO

UCSM
PARTY B
BATNA

1M soles
ZOPA 2M soles

PARTY A BATNA
UCSM
ROAD MAP - NEGOCIATION

POSITION
A

INTERESTS OPTIONS AGREMENTS

POSITION
B

UCSM
PARTY B
BATNA

AGREMENT
1M soles
ZOPA 2M soles

PARTY A BATNA
UCSM
PRESENTATIONS

UCSM

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