Isto faz parte de uma série contínua sobre negociações. Neste episódio de Podcast de Inglês para Negócios, estudaremos como abrir uma negociação comercial tradicional entre comprador e vendedor. Vamos nos concentrar na criação de boa vontade, começando, estabelecendo regras básicas, sugerindo uma agenda e explorando possibilidades.

Estaremos ouvindo uma conversa telefônica entre Tony, fornecedor de materiais de construção, e Paul, gerente de compras de uma grande construtora no Canadá. Paul está comprando materiais para um projeto portuário. Um porto é uma área protegida de água onde os barcos atracam, ou estacionar. Para este projeto, Paul precisa comprar chumbadores. Esses parafusos são parafusos de aço grossos que são embutidos ou enterrados no concreto para apoiar ou ancorar colunas de aço estrutural.. Colunas estruturais referem-se às estruturas de aço que sustentam os edifícios.

Esta é a primeira vez que Tony e Paul conversam ao telefone. Enquanto você escuta, preste atenção à linguagem que eles usam para iniciar a negociação, e tente responder às seguintes perguntas.

Perguntas de escuta

1. Como Tony inicia o telefonema para estabelecer boa vontade?
2. Quanto tempo Paul diz que tem disponível para a ligação?
3. Paul pergunta a Tony como ele usará os parafusos. Como Tony responde?
4. Que outra opção Paul deseja explorar com 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; enquanto isso, 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. Quando a caixa de diálogo começa, they have just ordered their food.

Perguntas de escuta

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

This is the second in a two-part advanced business English lesson on negotiation strategy. It is part of a longer series of podcasts on the language and skills of negotiating in English.

No primeiro episódio, management consultant Bryan Fields discussed the basics of making a deal. We learned how to avoid some top common mistakes and we reviewed important vocabulary, such as BATNA, bottom line, bargaining chip, win-win, and zone of possible agreement.

Today’s podcast continues the interview with Bryan. Na caixa de diálogo, we’ll learn five important elements of strategy – partidos, interesses, value, power and ethics. And along the way we’ll study useful vocabulary and idioms.

Perguntas de escuta

1) What is the interviewer talking about when he refers to a “trap?”
2) How does Bryan say we should think about interests?
3) In the interview, we learn that overcoming blockage – isso é, getting past problems – is not just about reaching the agreement but also about maximizing what?

Download: Podcast MP3