Interested

come

angle

approach

idea

developments light

over

run

excited

1. I’ve been thinking, and I’ve ________up with a different_______on

everything.

2. I think I see things in a new ________, and I’d love to talk it________.

3. You are going to be very __________in the new___________, I think.

4. I think you’ll be ________about this new___________.

5. I’ve got a new ________I’d like to_________by you.

B. Identifying Obstacles and Drawing Someone Out

To study phrases for drawing someone out and identifying obstacles, put the

following jumbled sentences in order. Type the correct responses in the gaps

below the jumbled words.

1. am going sure quite where this is I not

2. Are with where you headed this

3. Stop bush beating please the around

4. Is what upshot the

5. the really delivery seems date to be holding what is back us

6. Main issue the is terms payment

7. period the seems credit bone to be the main contention of

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Successful Negotiations

Answers

Listening Questions

1. He says he has been “thinking about” their companies, and if she is still open

to the idea he “was wondering” if they could “get together to talk briefly about

some other possibilities.” Overall, the tone of Peter’s suggestion is positive and

the content is not too specific. At this point, he is just trying to get Maxine

interested.

2. Peter identifies priceas the main stumbling block to a deal.

3. Peter describes how the overall market tendency is towards increasing

consolidation of companies. He is saying that small companies like his and

Maxine’s must merge to have a chance to survive in the new market.

4. Peter’s key insight is that if Maxine values her own company so highly, she

will probably value his company highly as well. Since his ultimate goal is to

sell out his business for a handsome profit, he may be able to achieve that

goal now by selling his company to Maxine. In other words, he thinks outside

the box to reverse the roles of buyer and seller in the negotiation.

Language Review

A. Restarting Talks

1. I’ve been thinking, and I’ve comeup with a differentangleon everything.

2. I think I see things in a new light, and I’d love to talk itover.

3. You are going to be very interestedin the newdevelopments, I think.

4. I think you’ll be excitedabout this newapproach.

5. I’ve got a new ideaI’d like torunby you.

B. Identifying Obstacles and Drawing Someone Out

1. I am not quite sure where this is going.

2. Where are you headed with this?

3. Please stop beating around the bush

4. What is the upshot?

5. The delivery date really seems to be what is holding us back.

6. The main issue is payment terms.

7. The credit period seems to be the main bone of contention.

Online Activities – Flash Quizzes

(click above to open)

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business englishpod

Online Activities:

M

P

3

P

o

d cast:

BEP 409 – Closing the Deal

In the concluding episode of our series on business negotiations, we’re going to

look at closing the deal.

Success! The hard work of negotiation has paid off.

You’ve reached agreement. Now it’s time to close the

deal. In this episode, we’ll study skills and language for

the final stage of the discussion. In particular, we’ll

focus on summarizing details, tying up loose ends,

reinforcing the relationship and adopting a positive

style. We’ll see that theend of talkspresents agreat

opportunity tobuild stronger partnerships.

In this show, we will look at twoshort dialogs that

demonstrate different styles of negotiation. In the first,

a construction materials supplier, Tony, calls his

customer, Paul, to agree to the terms of a deal. In the

second, a general manager, Maxine, calls the owner of

another company, Peter, to tell him that her board of

directors has agreed to buy his company.

As you listen, pay attention to how the deal is closedin both conversations. Try

to answer the following listening questions.

Listening Questions

1. In the first dialog, what does the supplier, Tony, want to confirm with his

customer, Paul?

2. What kind of positive language do Tony and Paul use at the end of the dialog

to reinforce the relationship?

3. In the second dialog, does Maxine say that the board has agreed to Peter’s

suggested price?

4. From the conversation, does it sound as though Peter will continue to work at

his company through the merger?

© 2009 All rights reserved: www.business englishpod.com 89

Successful Negotiations