Successful Negotiations - part 3. Sau khi sáp nhập, sự hợp tác hứa không trở thành hiện thực. Trả lời 2: Nó không phải ở tất cả rõ ràng với tôi, nơi cô là đến từ. Trả lời 3: Cạnh tranh có thể là một phước lành và lời nguyền.. Giống những thư viện tài liệu khác được bạn đọc chia sẽ hoặc do sưu tầm lại và giới thiệu lại cho các bạn với mục đích nghiên cứu , chúng tôi không thu phí từ người dùng ,nếu phát hiện tài liệu phi phạm bản quyền hoặc vi phạm pháp luật xin thông báo cho website ,Ngoài giáo án bài giảng này, bạn có thể tải Tải tài liệu luận văn,bài tập phục vụ học tập Có tài liệu tải về lỗi font chữ không xem được, có thể máy tính bạn không hỗ trợ font củ, bạn download các font .vntime củ về cài sẽ xem được.
Answer 1: After many mergers, the promised synergies fail to materialize.
Answer 2: It’s not at all clear to me where she is coming from.
Answer 3: Fierce competition can be both a blessing and a curse.
Answer 4: More and more companies are recognizing the great potential value in environmental protection.
Answer 5: Corporate social responsibility is an area of great concern to many companies these days.
That concludes this two-part series on negotiation strategy. We have looked at common mistakes and reviewed important elements of strategy, including BATNA, interests, values, barriers, power and ethics. We’ve also covered significant verb collocations as well as a range of useful idioms and expressions, such as bargaining chips, deal sweeteners, synergy, and thinking outside the box.
In future episodes, we’ll take a closer look at negotiation language and skills.
Thanks for listening!
! 2009 All rights reserved: www.businessenglishpod.com 23
Language Review A. Useful Language
Review important vocabulary by filling in the blanks in the following sentences with words we covered in this episode.
1. Often, the most vital step is to recognize real parties to the negotiation and identify the 1) ___________ decision makers.
2. We asked them a series of questions about their motives and interests to get a feeling for where they are really 2)_____________ from.
3. A lot of what we are doing in negotiation is looking for 3) ______________ between our companies.
4. In many tough negotiations, it can really help if there is someone on both sides who can think 4)________________ the box.
5. Having a clear bottom line can be both a blessing or a 5)____________– it’s often better to be fairly 7)___________ in your approach.
6. More and more companies are recognizing the great 8)________________ value in environmental protection.
7. Corporate social 9)______________ is an area of great potential value to companies these days, since it can help companies build brand 10) ___________ and loyalty.
B. Prepositions Review
To review useful expression, supply the missing prepositions in the following sentences.
1. A typical impediment _____ compromise is an overemphasis ______ price.
2. Overcoming blockage is a process of getting rid _____ obstacles _____ the
road ______ an agreement.
3. It was a real challenge _______ remove the barriers that had been set up,
but in the end we succeeded.
4. It is important to remove obstacles ________ reaching an agreement.
Think of a negotiation that you had recently or that you have watched or know about. Analyze it in the terms we have learned in this episode and the last. What were the parties’ BATNAs and bottom lines? Who were the real decision makers? What were their interests? How did power play a role? Were their any ethical questions? Did the people involved think outside the box to maximize joint value? Or was there an overemphasis on price? Prepare a short talk presenting your findings.
! 2009 All rights reserved: www.businessenglishpod.com 24
1) The interviewer uses “trap” to refer to the situation Bryan describes in which the person sitting across from you in a negotiation is not the actual party or decision maker you should be negotiating with.
2) Bryan says we should think creatively about interests: We should think of the real goals of our opposite number – the person with whom we are negotiating – and use this creative thinking to find new ways to create value for all sides.
3) As Bryan and the interviewer discuss, we shouldn’t just think of blockage as obstacles to reaching an agreement but also as impediments to maximizing shared value. That is, overcoming blockage is also about increasing value.
Language Review A. Useful Language
1) Often, the most vital step is to recognize real parties to the negotiation and identify the 1) key decision makers.
2) We asked them a series of questions about their motives and interests to get a feeling for where they are really 2) coming from.
3) A lot of what we are doing in negotiation is looking for 3) synergies between our companies.
4) In many tough negotiations, it can really help if there is someone on both sides who can think 4) outside the box.
5) Having a clear bottom line can be both a blessing or a 5) curse – it’s often better to be fairly 7) flexible in your approach.
6) More and more companies are recognizing the great 8) potential value in environmental protection.
7) Corporate social 9) responsibility is an area of great potential value to companies these days, since it can help companies build brand 10) image and loyalty.
B. Prepositions Review
1) A typical impediment to compromise is an overemphasis on price.
2) Overcoming blockage is a process of getting rid of obstacles in the road to an agreement.
3) It was a real challenge to remove the barriers that had been set up, but in the end we succeeded.
4) It is important to remove obstacles to reaching an agreement.
Online Activities – Flash Quizzes
(click above to open)
! 2009 All rights reserved: www.businessenglishpod.com 25
Online Activities: MP3 Podcast:
BEP 403 – Building Relationships
This episode on relationship building is part of an ongoing series on negotiation skills.
There’s an old saying in business – It’s easy to make money once, but it’s hard to keep making money for a long time. In other words, I may be able to make a deal with you this one time, but unless we establish a relationship based on long-term mutual benefit, you may not answer the phone the next time I call.
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.
In this episode, 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; meanwhile, 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. As the dialog starts, they have just ordered their food.
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?
! 2009 All rights reserved: www.businessenglishpod.com 26
Only good things, I hope! Small talk. Typical response to the phrase, “X has said lots about you." “A: Jenny has said a lot about you. B: Only good things, I hope!”
To be very impressed with sth: To have a good impression of sth. or to be filled with admiration about sth. “I was very impressed with how he handled the situation.
Mutual interests: Joint/shared concerns or benefits. “We have a lot of mutual interests that are worth exploring.”
Overlapping concerns: Shared areas of interest or concern. “I would be very interested in discussing our overlapping concerns in this area.”
Pan-European providers: “Pan” means all; provider refers to a service provider. A pan-European provider, thus, is a company that provides service to all of Europe.
The trend is towards sth.: To have a tendancy towards sth. “The trend in the market is towards smaller and smaller cars.”
Consolidation: The act of small parts merging into one. “There are so many small, regional players in this market that we think some consolidation is inevitable.”
To be in sth. together: To be on the same team; to face difficulties together. “There’s no way I’m abandoning you – we’re in this together.”
To band together: To form a strong group. “In the face of a strong common opponent, the companies banded together.
To join forces (with) s/o: To combine resources and remain competitive, we were forced to join forces provider.”
strength with s/o. “To with another regional
To cross one’s mind: To occur to s/o. “The thought has crossed our minds.”
! 2009 All rights reserved: www.businessenglishpod.com 27