Meeting with a vendorto discuss a proposal is partly about getting information and partly about negotiating a good deal. Your conversation is like a dance in which you and the vendor are trying to get the most out of a possible deal. You need to come out of the meeting feeling confident about the vendor’s abilities and sure that you are getting as much as possible at the best possible price.
上個星期, we looked at how to show concern about cost, introducing topics with tact, and showing tactical hesitation. 在這一集, we’ll focus on the negotiation phase. That will involve highlighting concerns, getting concessions, and making a counter-proposal. We’ll also look at how to set criteria for evaluation and how to maintain momentum at the end of a meeting.
在今天的對話中, we’ll rejoin Steve, who wants to hire a vendor to run language training, 和凱倫, 誰的公司參與了該項目的投標.
聽力問題
1. How does Karen respond to Steve’s concern about cost? 2. What changes to the proposal does Steve suggest? 3. What will probably happen next?
在本課中, 我們將考慮使用探索性問題來挖掘更多信息, 透過詢問過去的經驗來確保供應商的專業知識, 提出引導性問題, 並確認訊息. We’ll also see how a vendor attempts to address the client’s concerns.
在今天的對話中, we’ll hear Steve, who works for a company that wants to hire someone to run Business English training courses for its employees. Steve is meeting with Karen, a potential vendor, who works for Lexis Training Solutions.
聽力問題
1. What are Lexis Training Solutions’ strengths? 2. What are Steve’s biggest concerns in this meeting? 3. Why does Karen say that each company is unique?
This podcast is one of the most popular as voted by you, 聽眾. And to celebrate our 4th anniversary, we’re giving it another go by updating the examples and explanations. We hope you enjoy it!
When you’re presenting an argument, it’s important to back up what you’re saying. You need to have relevant facts and examples at your fingertips and think ahead to what your opponents might say. It’s also helpful to know how to talk in broad terms and give your argument some contrast. 最後, it’s good to know how to conclude your argument in a clear, concise way.
在本課中, we’ll explore these points in detail. We’ll talk about ways to give powerful examples. We’ll also look at language for making contrasting points and generalizations. 和, we’ll show you how to finish up your argument, either formally or informally.
上次, we met Jack and Dan, who work for an American guitar manufacturer. Jack thinks moving production to Costa Rica would be a good financial move for the company. But Dan isn’t so sure.
聽力問題
1. Why are shipping costs increasing? Give one example. 2. Why does Dan think that moving production to Costa Rica would be more expensive? 3. What is happening to the company’s market share?