Negotiations don’t always go according to plan. Disagreement is part of life. But to build lasting relationships, coping with failure is even more important than celebrating success. So in this show, we’ll examine a deal that does not get completed. We’ll look at making a final offer as well as expressing dissatisfaction and regret. In particular, we’ll focus on maintaining goodwill even when talks break down.

Peter is the owner of mobile phone ringtone and game provider, Textacular. He is in discussions with Maxine about buying her company, Gamester. Eventually, Peter wants to sell his business to a larger, regional service provider for a profit, so he is attempting to roll up or buy other small companies to increase the value of his business. But Maxine wants €15 million for her business, and Peter isn’t prepared to pay that much.

As you listen, pay attention to how Peter makes a final offer, how Maxine declines it, and how they both work to maintain goodwill.

Listening Questions

1) What are Maxine’s reasons for staying firm on price?
2) What does Peter say to justify not being able to pay more?
3) How does Maxine leave open the possibility for future cooperation?

Download: Podcast MP3

In this Business English Pod lesson we’re going to look at how to clarify and evaluate positions during a negotiation.

An important part of any discussion is making our position clear; at the same time, we must make sure we understand the other side’s point of view. Achieving mutual understanding can help us save money by avoiding missed opportunities. In addition, the ultimate goal of any negotiation is to create value. Therefore, evaluation – determining whether an offer or position is good or bad – plays an important role. So in this show we’ll study stating, clarifying, and evaluating positions.

Peter is the owner of mobile phone ringtone and game provider, Textacular. He is attempting to roll up, or buy, other small companies like his in an effort to increase the value of his company. Eventually, he wants to sell his business to a larger, regional service provider for a profit. In the listening, he is meeting with Maxine, owner of Gamester, to discuss a possible merger. As you listen, pay attention to how they clarify and evaluate each other’s positions.

Listening Questions

1) What is the basic source of disagreement between Maxine and Peter?
2) What are Maxine’s reasons for insisting on her price?
3) What does Peter mean when he says he has done “months of due diligence?”

Download: Podcast MP3