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. Ngoài ra, the ultimate goal of any negotiation is to create value. Vì thế, evaluation – determining whether an offer or position is good or bad – plays an important role. So in this show we’ll study stating, làm rõ, 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. Cuối cùng, he wants to sell his business to a larger, regional service provider for a profit. Trong nghe, he is meeting with Maxine, owner of Gamester, to discuss a possible merger. Khi bạn lắng nghe, pay attention to how they clarify and evaluate each other’s positions.

Câu hỏi nghe

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

This is part of an ongoing series on negotiations. Trong tập Podcast tiếng Anh thương mại này, we’ll study how to open a traditional commercial negotiation between buyer and seller. We’ll focus on creating goodwill, bắt đầu, setting ground rules, suggesting an agenda and exploring possibilities.

We’ll be listening to a telephone conversation between Tony, a supplier of building materials, và Paul, a purchasing manager for a large construction company in Canada. Paul is buying materials for a harbor project. A harbor is a protected area of water where boats dock, or park. For this project, Paul needs to buy anchor bolts. These bolts are the thick steel screws that are embedded or buried in concrete to support or anchor structural steel columns. Structural columns refer to the steel frameworks that hold buildings up.

This is the first time Tony and Paul have talked on the phone. Khi bạn lắng nghe, pay attention to the language they use to get the negotiation started, và cố gắng trả lời những câu hỏi sau.

Câu hỏi nghe

1. How does Tony begin off the phone call to establish goodwill?
2. How long does Paul say he has available for the phone call?
3. Paul asks Tony how he will be using the bolts. How does Tony respond?
4. What other option does Paul want to explore with 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; trong khi đó, 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. Khi hộp thoại bắt đầu, they have just ordered their food.

Câu hỏi nghe

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