Successful Negotiations - part 4

Successful Negotiations Answer 1: I’m grateful for this chance to talk. Answer 2: This is a great chance to forge an even closer relationship. Answer 3: By working closely together, we can achieve great things. Answer 4: They joined forces with each other to defeat their common opponent. Answer 5: Let’s try to hammer out an agreement. That’s all for this episode on relationship building. We’ve talked about the importance of a “you-attitude”, learned useful idioms, and studied language and expressions for starting off on the right foot, exploring each other’s needs, establishing common interests, emphasizing solidarity and suggesting the next step. See you next time, and thanks for listening! ! 2009 All rights reserved: www.businessenglishpod.com 34 businessenglishpod Language Review A. Starting Off on the Right Foot Put the following jumbled sentences in order to review language for starting off on the right foot. Write your correct response into the blank below each group of mixed up words. 1) person it great have to opportunity the to meet you in finally is 2) talk I grateful am for to chance this 3) we things you a lot of great about have heard 4) your you proceeds reputation B. Exploring Mutual Needs and Establishing Common Interests Review useful collocations by filing in the blanks with words from the box below. taking synergy medium achieve change aligned outcome common complementary value Explore each other’s needs with a you-attitude 1. What directions are you __________ your business? 2. What would be an ideal __________ for you? 3. What are the top five things you __________ most in a business relationship? 4. What do you like most about your current supplier, and what would you like to __________? 5. What are you hoping to __________ in the next year? 6. What are your __________ - and long-term goals? Establishing common interests 1. We have a lot of __________ ground. 2. There are definitely many areas where our interests are __________. 3. There is great potential for __________ between our two businesses. 4. Our needs in this area __________, don’t you think? Study Strategy On a piece of paper draw a small circle. That circle is yourself. Next, draw several other circles of varying distances from the first to represent the various people, companies, and organizations with whom you have built relationships. The distance represents the closeness of the relationship. After you have finished, consider how all these relationships were formed. Some – like those with your family – you did not choose. Others you have worked hard to form. Give a presentation to a friend or a colleague about the relationships, and use the opportunity to discuss the practices and customs of relationship building in your culture. ! 2009 All rights reserved: www.businessenglishpod.com 35 Successful Negotiations Answers Listening Questions 1) No, Peter and Maxine have not Met before. Peter says, “It’s great to finally have the opportunity to meet you.” 2) When Maxine mentions that she and Peter have some overlapping concerns, Peter replies, “Yes, big one is how to remain competitive in the face of pan-European providers.” “Pan” means “all,” so Peter is concerned about how to compete with larger companies that have all of Europe as their market. 3) Peter is careful about how he approaches the subject of a merger between his and Maxine’s company: He indirectly brings up the topic near the end of the dialog when he asks Maxine, “We’re wondering whether you’ve ever considered joining forces with another regional provider…” He has not at this point clearly indicated that he wishes to buy Maxine’s company, Gamester. Language Review A. Starting Off on the Right Foot 1. It is great finally to have the opportunity to meet you in person. 2. I am grateful for this chance to talk. 3. We have heard a lot of great things about you. 4. Your reputation proceeds you. B. Exploring Mutual Needs and Establishing Common Interests Explore each other’s needs with a you-attitude 1. What directions are you taking your business? 2. What would be an ideal outcome for you? 3. What are the top five things you value most in a business relationship? 4. What do you like most about your current supplier, and what would you like to change? 5. What are you hoping to achieve in the next year? 6. What are your medium- and long-term goals? Establishing common interests 1. We have a lot of common ground. 2. There are definitely many areas where our interests are aligned. 3. There is great potential for synergy between our two businesses. 4. Our needs in this area complementary, don’t you think? Online Activities – Flash Quizzes (click above to open) ! 2009 All rights reserved: www.businessenglishpod.com 36 businessenglishpod Online Activities: MP3 Podcast: BEP 404 – Getting Started This is part of an ongoing series on negotiations. In this episode, we’ll study how to open a traditional commercial negotiation between buyer and seller. We’ll focus on creating goodwill, starting off, setting ground rules, suggesting an agenda and exploring possibilities. We’ll be listening to a telephone conversation between Tony, a supplier of building materials, and Paul, a purchasing manager for a large construction company. 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. As you listen, pay attention to the language they use to get the negotiation started, and try to answer the following questions. Listening Questions 1) How does Tony begin 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? ! 2009 All rights reserved: www.businessenglishpod.com 37 Successful Negotiations Vocabulary Anchor bolts: Large screws that are used to support and connect structural steel columns that are embedded within concrete to give buildings strength. “Using high-quality anchor bolts is essential to making a building earthquake proof.” Harbor project: A harbor is an area used to dock or park boats. In the dialog, a “harbor project” is a construction project near or in a harbor. Personally: Can be used at the beginning of a sentence to mean, “speaking for myself.” “Personally, I think that the project is a bad idea, but others may have other opinions.” Stainless (steel): Steel mixed with chromium to make it resistant to rust (turning red) when exposed to the elements, i.e., exposed to air and water. “Only highest-quality stainless steel is used in surgical instruments.” High-strength: Strong. “We need high-strength rebar for this project because of the large size of the building.” Ksi: Unit of measure for material strength. Short for “kilopounds per square inch.” Refers to the amount of pressure or stress a material can withstand before breaking. Grade 105: Refers to steel that can withstand 105 ksi. Structural steel columns: Support structures made of steel that are embedded, or buried, inside concrete to make buildings strong. “Structural steel columns are used to support large buildings.” To explore an option: To discuss a possibility. “We’d love to have the opportunity to explore options for cooperation with your company.” Resin-coated: Covered with a thin clear layer of protective substance, like glue. “Resin-coated steel is much more resistant to air and water than traditional steel.” To stick with sth. To continue doing sth., even in the face of resistance. “I’m going to stick with the approach I’m using, even though most of you don’t agree.” Treated (steel): Refers to steel which has been through a process to change its properties. Treatments include heating or adding chemical elements. For example, heat treatments strength steel; meanwhile, chromium-treated steel is commonly called “stainless steel.” “We’d prefer to use treated steel in this project because of the very special challenges posed by the harbor environment.” Rebar: Rebar means “reinforcing bar.” Steel rebar forms the framework within concrete columns that anchor bolts are used to connect and support. “In wet environments, rebar rusts easily, so I suggest using stainless for this project.” Exclusivity / exclusive rights: The rights to be the sole agent or seller of a product within a certain market. “They are our exclusive agent in the Philippines; so if we find a product there that was not sold by them, we won’t service it.” To embed sth. in sth.: To bury sth in sth. “Structural steel columns are embedded in concrete to give buildings strength.” Concrete: A mixture of cement (a binding material), substances such as sand or gravel, and water. When it dries, it hardens. “Most modern buildings, bridges, and many other man-made structures are made from concrete.” ! 2009 All rights reserved: www.businessenglishpod.com 38 ... - tailieumienphi.vn