En esta lección de Business English Pod veremos cómo aclarar y evaluar posiciones durante una negociación..

Una parte importante de cualquier discusión es dejar clara nuestra posición.; al mismo tiempo, debemos asegurarnos de comprender el punto de vista de la otra parte. Lograr un entendimiento mutuo puede ayudarnos a ahorrar dinero al evitar oportunidades perdidas.. Adicionalmente, El objetivo final de cualquier negociación es crear valor.. Por lo tanto, evaluación – determinar si una oferta o posición es buena o mala – Juega un papel importante. Entonces, en este programa estudiaremos cómo establecer, aclarando, y evaluar posiciones.

Peter es el propietario del proveedor de juegos y tonos de llamada para teléfonos móviles., Textacular. Él está intentando enrollarse, o comprar, otras pequeñas empresas como la suya en un esfuerzo por aumentar el valor de su empresa. Finalmente, quiere vender su negocio a una empresa más grande, proveedor de servicios regional con fines de lucro. En la escucha, él se está reuniendo con maxine, dueño de gamester, para discutir una posible fusión. A medida que escucha, preste atención a cómo aclaran y evalúan las posiciones de los demás.

Preguntas de escucha

1) ¿Cuál es la fuente básica de desacuerdo entre Maxine y Peter??
2) ¿Cuáles son las razones de Maxine para insistir en su precio??
3) ¿Qué quiere decir Pedro cuando dice que ha hecho “meses de debida diligencia?”

Download: Podcast MP3

This is part of an ongoing series on negotiations. En este episodio de podcast de inglés comercial, we’ll study how to open a traditional commercial negotiation between buyer and seller. We’ll focus on creating goodwill, comenzando, setting ground rules, suggesting an agenda and exploring possibilities.

We’ll be listening to a telephone conversation between Tony, a supplier of building materials, y Paul, a purchasing manager for a large construction company in Canada. Paul is buying materials for a harbor project. A harbor is a protected area of water where boats dock, or park. For this project, Paul needs to buy anchor bolts. These bolts are the thick steel screws that are embedded or buried in concrete to support or anchor structural steel columns. Structural columns refer to the steel frameworks that hold buildings up.

This is the first time Tony and Paul have talked on the phone. A medida que escucha, pay attention to the language they use to get the negotiation started, and try to answer the following questions.

Preguntas de escucha

1. How does Tony begin off the phone call to establish goodwill?
2. How long does Paul say he has available for the phone call?
3. Paul asks Tony how he will be using the bolts. How does Tony respond?
4. What other option does Paul want to explore with Tony?

Download: Podcast MP3

This Business English Podcast episode on relationship building is part of an ongoing series on negotiation skills.

In negotiation, establishing a good relationship based on trust makes it possible to jointly search for creative solutions, to overcome blockage and even to turn conflict into a productive force.

Both Peter and Maxine are owners of local telecommunication services that provide mobile phone users with ring tones and games. Peter’s company, Textacular, has a significant presence in Denmark; mientras tanto, Maxine’s company, Gamester, is based in northern Germany.

Peter is working on a plan to sell his business to a large, European-wide telecom service provider. In an effort to increase his company’s value so that he can get more money for it, Peter wants to roll up or buy other local services like his. In today’s listening, he is having lunch with Maxine to find out whether she might be interested in selling her company. A medida que comienza el diálogo, they have just ordered their food.

Preguntas de escucha

1) Have Peter and Maxine met before?
2) What does Peter say is his and Maxine’s “biggest overlapping concern?”
3) How does Peter bring up the subject of a possible merger between his and Maxine’s company?

Download: Podcast MP3