This podcast is part of an ongoing series on negotiation skills for ESL. Throughout the series we’ll follow two scenarios: The first will look at a more strategic style of negotiation involving a proposed merger between two telecoms providers and the second will focus on a simpler, bargaining style negotiation between a purchasing agent and an industrial supplier.

In this episode, based on the first scenario, we’re going to look at the importance of building relationships between both parties. 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.

Listening Questions

1) Have Peter and Maxine met before?

No, Peter and Maxine have not Met before. Peter says, “It’s great to finally have the opportunity to meet you.”

2) What does Peter say is his and Maxine’s “biggest overlapping concern?”

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) How does Peter bring up the subject of a possible merger between his and Maxine’s company?

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 Maxines company, Gamester.

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		Building Relationships – Gap-fill Exercise
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		Building Relationships – Starting Off the Conversation
	Study Notes	Building Relationships – Exploring Mutual Needs & Interests
		Building Relationships – Useful Language
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