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. 换一种说法, 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, 那是, thinking creatively.

所以在这一集中, we’ll study overcoming barriers. 尤其, 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 百万.

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

听力问题

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?

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在这个商务英语播客节目中, 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 – 换句话说, “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.

当你听, focus on the language that they use to swap concessions and reach a deal.

听力问题:

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. 它是什么?
3. When Tony says to Paul, “You drive a hard bargain!” 他什么意思?

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Download: Podcast MP3