Meeting with a vendorto discuss a proposal is partly about getting information and partly about negotiating a good deal. Your conversation is like a dance in which you and the vendor are trying to get the most out of a possible deal. You need to come out of the meeting feeling confident about the vendor’s abilities and sure that you are getting as much as possible at the best possible price.
先週, we looked at how to show concern about cost, introducing topics with tact, and showing tactical hesitation. このエピソードでは, we’ll focus on the negotiation phase. That will involve highlighting concerns, getting concessions, and making a counter-proposal. We’ll also look at how to set criteria for evaluation and how to maintain momentum at the end of a meeting.
今日の対話で, we’ll rejoin Steve, who wants to hire a vendor to run language training, とカレン, その会社がプロジェクトに入札した.
リスニングの質問
1. How does Karen respond to Steve’s concern about cost? 2. What changes to the proposal does Steve suggest? 3. What will probably happen next?
This is the first of a three-part Business English Pod lesson about meeting with a vendor, or potential supplier.
When you meet with a vendor to discuss a proposal, it’s partly about getting information and partly about negotiating better terms. You may be meeting with several vendors who are bidding on the same job. You want to make sure you understand each proposal and can have confidence in each vendor’s ability to deliver. You’ll also want to get the best terms possible in the deal. Then you can make a wise decision about who deserves the contract.
このレッスンでは, we’ll look at using probing questions to dig for more information, ensuring vendor expertise by asking about past experience, asking leading questions, and confirming information. We’ll also see how a vendor attempts to address the client’s concerns.
今日の対話で, we’ll hear Steve, who works for a company that wants to hire someone to run Business English training courses for its employees. Steve is meeting with Karen, a potential vendor, who works for Lexis Training Solutions.
リスニングの質問
1. What are Lexis Training Solutions’ strengths? 2. What are Steve’s biggest concerns in this meeting? 3. Why does Karen say that each company is unique?