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In this episode of our ongoing Business English Podcast series on business negotiations in English, we will discuss how to overcome blockage in a negotiation.

Usually we think of blockage in terms of stumbling blocks, or obstacles, to agreement. But blockage can also be any impediment to creating maximum value. Em outras palavras, we’re not only interested in removing obstacles to a deal but also in removing obstacles to a better deal. Doing this successfully often requires thinking outside the box, isso é, thinking creatively.

Então neste episódio, we’ll study overcoming barriers. Em particular, we’ll focus on identifying stumbling blocks, exploring alternatives, and moving towards agreement.

Recall that Peter, owner of Textacular, has been trying to buy Maxine’s company, Gamester, as part of his strategy to roll up other small businesses. His ultimate goal is to increase the value of his own operation so he can sell it to a larger company for a handsome profit. In previous episodes, Peter had tried to acquire Maxine’s company, but talks reached an impasse when Maxine wouldn’t climb down from or reduce her price of 15 milhão.

In today’s listening, Peter calls Maxine back to restart talks. Enquanto você escuta, focus on the language they use to remove obstacles to agreement.

Perguntas de escuta

1. How does Peter suggest restarting talks with Maxine?
2. What does Peter identifying as the main stumbling block to a deal?
3. What does Peter mean when he says, “It’s not a question of growth for us, it’s a question of survival.”
4. What is Peter’s key insight that enables Maxine and him to overcome their blockage?

Download: Podcast MP3

Neste episódio de Podcast de Inglês para Negócios, we’ll study the skills and language of bargaining. This podcast is part of an ongoing series on negotiation skills.

Bargaining is the process of swapping or trading concessions – em outras palavras, “You give me something, and I’ll give you something in return.” This is also called making offers and counter-offers. The goal is to reach a compromise – a result in which both sides benefit.

Today’s listening focuses on a typical bargaining situation. Paul is a purchasing manager for a construction company. Tony is a supplier of anchor bolts – large metal screws used in building projects. They are in the middle of a telephone conversation in which they are negotiating an order. Tony has already opened the discussion and clarified Paul’s basic needs. Now they need to agree on the quantity and price.

Enquanto você escuta, focus on the language that they use to swap concessions and reach a deal.

Perguntas de escuta:

1. What does Paul mean when he says he’ll be “throwing more business your way?”
2. Tony suggests a way of helping Paul get a higher discount. O que é isso?
3. When Tony says to Paul, “You drive a hard bargain!” o que ele quer dizer?

Download: Podcast MP3

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. Em 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. Eventualmente, 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.

Enquanto você escuta, pay attention to how Peter makes a final offer, how Maxine declines it, and how they both work to maintain goodwill.

Perguntas de escuta

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. além do que, além do mais, the ultimate goal of any negotiation is to create value. Portanto, evaluation – determining whether an offer or position is good or bad – plays an important role. So in this show we’ll study stating, esclarecendo, 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. Eventualmente, he wants to sell his business to a larger, regional service provider for a profit. Na escuta, he is meeting with Maxine, owner of Gamester, to discuss a possible merger. Enquanto você escuta, pay attention to how they clarify and evaluate each other’s positions.

Perguntas de escuta

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