В этом выпуске подкаста о деловом английском, 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 – другими словами, “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.

Как вы слушаете, focus on the language that they use to swap concessions and reach a deal.

Вопросы для прослушивания:

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. Что это?
3. When Tony says to Paul, “You drive a hard bargain!” what does he mean?

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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. Особенно, 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. В конце концов, 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.

Как вы слушаете, pay attention to how Peter makes a final offer, how Maxine declines it, and how they both work to maintain goodwill.

Вопросы для прослушивания

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?

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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. К тому же, the ultimate goal of any negotiation is to create value. Поэтому, evaluation – determining whether an offer or position is good or bad – plays an important role. So in this show we’ll study stating, уточнение, 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. В конце концов, he wants to sell his business to a larger, regional service provider for a profit. В прослушивании, he is meeting with Maxine, owner of Gamester, to discuss a possible merger. Как вы слушаете, pay attention to how they clarify and evaluate each other’s positions.

Вопросы для прослушивания

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?”

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