Successful Negotiations - part 4 ppt
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Successful Negotiations
© 2009 All rights reserved: www.businessenglishpod.com 34
Answer 1: I’m grateful for this chance to talk.
Answer 2: This is a great chance to forge an even closer relationship.
Answer 3: By working closely together, we can achieve great things.
Answer 4: They joined forces with each other to defeat their common
opponent.
Answer 5: Let’s try to hammer out an agreement.
That’s all for this episode on relationship building. We’ve talked about the
importance of a “you-attitude”, learned useful idioms, and studied language and
expressions for starting off on the right foot, exploring each other’s needs,
establishing common interests, emphasizing solidarity and suggesting the next
step.
See you next time, and thanks for listening!
business
englishpod
© 2009 All rights reserved: www.businessenglishpod.com 35
Language Review
A. Starting Off on the Right Foot
Put the following jumbled sentences in order to review language for starting off
on the right foot. Write your correct response into the blank below each group of
mixed up words.
1) person it great have to opportunity the to meet you in finally is
2) talk I grateful am for to chance this
3) we things you a lot of great about have heard
4) your you proceeds reputation
B. Exploring Mutual Needs and Establishing Common Interests
Review useful collocations by filing in the blanks with words from the box below.
taking
synergy
change
outcome
complementary
medium
achieve
aligned
common
value
Explore each other’s needs with a you-attitude
1. What directions are you __________ your business?
2. What would be an ideal __________ for you?
3. What are the top five things you __________ most in a business
relationship?
4. What do you like most about your current supplier, and what would you like
to __________?
5. What are you hoping to __________ in the next year?
6. What are your __________ - and long-term goals?
Establishing common interests
1. We have a lot of __________ ground.
2. There are definitely many areas where our interests are __________.
3. There is great potential for __________ between our two businesses.
4. Our needs in this area __________, don’t you think?
Study Strategy
On a piece of paper draw a small circle. That circle is yourself. Next, draw
several other circles of varying distances from the first to represent the various
people, companies, and organizations with whom you have built relationships.
The distance represents the closeness of the relationship. After you have
finished, consider how all these relationships were formed. Some – like those
with your family – you did not choose. Others you have worked hard to form.
Give a presentation to a friend or a colleague about the relationships, and use
the opportunity to discuss the practices and customs of relationship building in
your culture.
Successful Negotiations
© 2009 All rights reserved: www.businessenglishpod.com 36
Answers
Listening Questions
1) No, Peter and Maxine have not Met before. Peter says, “It’s great to finally
have the opportunity to meet you.”
2) When Maxine mentions that she and Peter have some overlapping concerns,
Peter replies, “Yes, big one is how to remain competitive in the face of pan-
European providers.” “Pan” means “all,” so Peter is concerned about how to
compete with larger companies that have all of Europe as their market.
3) Peter is careful about how he approaches the subject of a merger between
his and Maxine’s company: He indirectly brings up the topic near the end of
the dialog when he asks Maxine, “We’re wondering whether you’ve ever
considered joining forces with another regional provider…” He has not at
this point clearly indicated that he wishes to buy Maxine’s company,
Gamester.
Language Review
A. Starting Off on the Right Foot
1. It is great finally to have the opportunity to meet you in person.
2. I am grateful for this chance to talk.
3. We have heard a lot of great things about you.
4. Your reputation proceeds you.
B. Exploring Mutual Needs and Establishing Common Interests
Explore each other’s needs with a you-attitude
1. What directions are you taking your business?
2. What would be an ideal outcome for you?
3. What are the top five things you value most in a business relationship?
4. What do you like most about your current supplier, and what would you like to
change?
5. What are you hoping to achieve in the next year?
6. What are your medium- and long-term goals?
Establishing common interests
1. We have a lot of common ground.
2. There are definitely many areas where our interests are aligned.
3. There is great potential for synergy between our two businesses.
4. Our needs in this area complementary, don’t you think?
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