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BEP 209 – Contract Negotiations 2: Discussing the Fine Print

Business English, Legal English, Negotiating, Sales English /

This is the second part of our Business English Pod series on negotiating a contract.

So, you’ve found a company you want to work with and have agreed on the major points of the deal. Now it’s time to negotiate the ‘fine print’ or the details of the contract. Even if you’ve come to terms on price and payment, there may be a lot of costs or savings unaccounted for. A good warranty, for example, could save you a lot of money. The details may not break a deal, but you do need to negotiate them successfully so that the contract protects you and guarantees you certain benefits.

To do this, you’ll need to be comfortable with the language of contracts and the techniques used to talk about them. And that’s what we’ll be looking at today. We’ll learn how to ensure warranty terms, ask about response times, and talk about the bottom line in order to win concessions. We’ll also cover talking about renewal and agreeing to overall terms.

We are going to rejoin Sam and Larry, who are discussing a contract to lease a fleet of cars and vans. Larry, who represents the vehicle company, has drawn up a contract. He and Sam are discussing the details over the phone. You’ll hear Sam try to get the best deal possible for his company.

Listening Questions

1. Why does Sam want to ensure the terms of the warranty?
2. What does Larry offer to Sam free of charge?
3. How does Larry respond to Sam’s request for a renewal clause?

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BEP 208 – Contract Negotiations 1: Seeking Concessions

Business English, Legal English, Negotiating, Sales English /

In this Business English Pod lesson, we’re going to look at language for negotiating a contract.

As we’ll be discussing contracts, you might want to check out our Video Vocab lessons on contract law to refresh your memory.

A lot of business is done with a verbal agreement and a handshake. But it doesn’t take a lawyer to know that you’re usually better off having everything written down in a contract. Contracts protect both sides of the arrangement and spell out exactly who must do what and at what time and where.

If you’re familiar with contracts, you know that there are certain parts and clauses that are almost always included. But exactly how those are written can vary greatly from contract to contract. “The devil is in the details,” as the saying goes, which is a traditional way of saying that details are very important.

And when it comes to contract negotiations, you will have to focus on a lot of details. You might agree generally on what type of arrangement you want, but working out the finer points is crucial if you want a contract that works for you. Negotiating these fine points requires several key skills. Today we’ll cover highlighting concerns in a contract, seeking concessions, and citing previous arrangements to strengthen your position. We’ll also look at agreeing with hesitation to a concession as well as emphasizing the positive.

We will hear Sam negotiating a vehicle leasing contract with Larry, a leasing company rep. Sam wants to lease several cars and vans for his company. He and Larry have agreed on the major points and are now discussing the draft contract over the phone.

Listening Questions

1. Why does Sam mention that their account reps try to stay in close touch with customers?
2. What does Sam say about their last leasing situation?
3. What does Larry offer to do for Sam?

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BEN 16 – The Mobile Learning Revolution

Business English, Business English Vocabulary, Business News, Mobile Learning /

*** Download our free Business English App for iPhone & IPad: Download from the App Store

Not long ago, learning was different. It occurred in a classroom furnished with just the basics – a chalkboard and chalk, textbooks, pen and paper, the students and the teacher. Now, thanks to mobile learning (or mLearning), we’re in the midst of a paradigm shift in the way people learn.

Do you think mobile learning is the future? We’d love to hear what kind of experiences you’ve had with mLearning. You can share your thoughts in the comments section below or answer the question poll on our Facebook page.

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Skills 360 – Negotiations 2: Making the Deal

Business English, Business Skills 360, Negotiating /

The Skills 360 podcast is now available in iTunes: Free Subscription

Welcome back to the Skills 360 podcastfor the second part of our look at getting the most out of your negotiations.

Today we’re going to tackle the actual negotiation. What should you be thinking about and saying when you’re sitting down at the table working on a deal? Important points to keep in mind include exercise restraint, don’t take things personally, look beyond money, make sure you get more than you give, and be willing to walk away.

Discussion Questions

1. What do you find the most stressful part of negotiating?
2. Do you think you are good at bargaining? Why or why not?
3. Think of your last negotiation. How successful were you?

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Skills 360 – Negotiations 1: Doing your Groundwork

Business English, Business Skills 360, Negotiating /

The Skills 360 podcast is now available in iTunes: Free Subscription

Welcome back to the Skills 360 podcast for today’s lesson on getting the most out of your negotiations.

Negotiation is something we all have to do on some level. You might be part of a team discussing a huge contract, or on the phone trying to get a good deal on office supplies, or in your manager’s office asking for a raise. Negotiation happens every day. In fact, you might say that in business everything is negotiable.

Discussion Questions

1. In your job, what do you have to negotiate?
2. How do you usually prepare for a negotiation?
3. What do you think are the keys to successful negotiation?

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Download: Podcast MP3