In this episode, based on the first scenario, we’re going to look at the importance of building relationships between both parties. 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.

Listening Questions

1) Have Peter and Maxine met before?

No, Peter and Maxine have not Met before. Peter says, “It’s great to finally have the opportunity to meet you.”

2) What does Peter say is his and Maxine’s “biggest overlapping concern?”

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) How does Peter bring up the subject of a possible merger between his and Maxine’s company?

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 Maxines company, Gamester.

Premium Members		Online activities (Members / Free Trial)
	Podcast	Building Relationships – Listening Quiz
		Building Relationships – Gap-fill Exercise
	Phrase-Cast	Building Relationships – Dialog & Vocabulary
		Building Relationships – Starting Off the Conversation
	Study Notes	Building Relationships – Exploring Mutual Needs & Interests
		Building Relationships – Useful Language
	Teachers/Groups	Building Relationships – Vocabulary Review
	Email for info	Building Relationships – Flashcards

Common types of stress questions range from problems, such as how to solve a business case study or even a mathematics question, to “behavioral questions,” such as how to deal with imaginary work situation involving conflict or communication.

The key with this type of question is “Don’t panic!” which is the theme of this episode. We’ll be looking at strategies and language that will help you deal with this type of query coolly and calmly.

Listening Questions

1) What is the interviewer’s “stress question?”

The interviewer asks a behavioral question – i.e. a question meant to help them understand how you react to a particular kind of situation – about how Yala deals with conflict.

2) What does Yala do to give herself some thinking time?

To give herself some thinking time, Yala both clarifies the question and uses a phrase – “Well, just give me a moment to think about that.”

3) How does Yala answer the question?

She says that she was “proactive” in getting the two sides of the dispute to communicate with each other and, as the interviewer follows up on the question, she describes in a logical way the two key actions her company took to prevent future conflict of this kind.

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	Podcast	Stress Questions – Listening Quiz
		Stress Questions – Gap-fill Exercise
	Phrase-Cast	Stress Questions – Dialog & Vocabulary
		Stress Questions – Asking for Clarification
	Study Notes	Stress Questions – Thinking Time
		Stress Questions – Making an Additional Point
	Teachers/Groups	Stress Questions – Stress Questions Review
	Email for info	Stress Questions – Useful Vocabulary
		Stress Questions – Flashcards

For salary negotiation, preparation - doing your research - is obviously important. Knowledge, however, is not enough. We also need to have the confidence to broach, or bring up, the subject and the tools to bargain up the initial or first offer in order to reach a satisfactory compromise. You will only get what you deserve if you ask for it. So in today’s episode, we’ll focus the skills you need to successfully talk money.

Fun Beverages International has already emailed an offer to Yala Santos for an HR manager position in one of its Brazilian business units. Yala has written back asking to talk with the HR director, Ted, about the details. We’ll be listening to their conversation.

Listening Questions

1) Why does Ted say he needs Yala to begin work by the suggested start date?

Fall recruitment season, when new candidates from university are recruited and hired, is “coming up quick,” that is, very soon. Ted says they “could really use” or need Yala’s help with this.

2) How does Yala broach the subject of compensation?

Yala broaches the subject by saying that she can definitely make the requested start date “as soon as compensation is agreed.” Later, she asks Ted how he reached the offer.

3) How much over the median or average market rate does Ted say Fun Beverages offered Yala in recognition of her skills and experience?

In recognition of her skills and experience, Ted says Fun Beverages offered Yala 10% over the market rate.

4) What is the final compromise they discuss?

Yala wants 20% over the base or market rate. Ted says that 10% increases can be negotiated each year with good performance. At the end of the discussion, Yala suggests 15% over the market rate and 10% annual performance increases. Ted says they can definitely consider this proposal.

Premium Members		Online activities (Members / Free Trial)
	Podcast	Salary Negotiation – Listening Quiz
		Negotiating Strategy 2 – Gap-fill Exercise
	Phrase-Cast	Salary Negotiation – Dialog & Vocabulary
		Salary Negotiation – Broaching the Topic
	Study Notes	Salary Negotiation – Bargaining up & Being Positive
		Salary Negotiation – Staying Firm
	Teachers/Groups	Salary Negotiation – Vocabulary Review
	Email for info	Salary Negotiation – Vocabulary Flashcards

In the first episode, management consultant Bryan Fields discussed the basics of making a deal. We learned how to avoid some top common mistakes and we reviewed important vocabulary, such as BATNA, bottom line, bargaining chip, win-win, and zone of possible agreement.

Today’s podcast continues the interview with Bryan. In the dialog, we’ll learn five important elements of strategy - parties, interests, value, power and ethics. And along the way we’ll study useful vocabulary and idioms.

Listening Questions

1) What is the interviewer talking about when he refers to a “trap?”

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) How does Bryan say we should think about interests?

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) In the interview, we learn that overcoming blockage – that is, getting past problems – is not just about reaching the agreement but also about maximizing what?

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.

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	Podcast	Negotiating Strategy 2 – Listening Quiz
		Negotiating Strategy 2 – Gap-fill Exercise
	Phrase-Cast	Negotiating Strategy 2 – Dialog & Vocabulary
		Negotiating Strategy 2 – Parties and Interests
	Study Notes	Negotiating Strategy 2 – Synergy and Thinking Outside the Box
		Negotiating Strategy 2 – Overcoming Blockage
	Teachers/Groups	Negotiating Strategy 2 – Business Ethics
	Email for info	Negotiating Strategy 2 – Vocabulary Review
		Negotiating Strategy 2 – Flashcards

We’ll be hearing an interview with experienced management consultant Brian Fields. Brian discusses key concepts and important strategic considerations for negotiating in English.

Listening Questions

1) What are the top mistakes people make in a negotiation?

Brian says that a top mistake people make is to overemphasize price. More generally, he says they focus too much on tactical questions without first developing a coherent strategy.

2) What is a BATNA, or “best alternative to a negotiated agreement?”

Your best alternative to a negotiated agreement (BATNA) is what you will do if you don’t reach an agreement during the negotiation. Your BATNA is what is already available, so your bottom line should be better than your BATNA.

3) What does Brian think about the idea of “win-win” negotiations?

Brian says that win-win has become a bit of a cliché. However, the basic meaning of the word is that, under normal circumstances, both parties must benefit in order to come to a deal. In this sense, all successful negotiations are “win-win.”

Premium Members		Online activities (Members / Free Trial)
	Podcast	Negotiating Strategy 1 – Listening Quiz
		Negotiating Strategy 1 – Gap-fill Exercise
	Phrase-Cast	Negotiating Strategy 1 – Dialog & Vocabulary
		Negotiating Strategy 1 – Collocations for Negotiations
	Study Notes	Negotiating Strategy 1 – Tactics and Strategy
		Negotiating Strategy 1 – BATNA and Bottom Line
	Teachers/Groups	Negotiating Strategy 1 – Bargaining Chips and Deal Sweeteners
	Email for info	Negotiating Strategy 1 – Vocabulary Review
		Negotiating Strategy 1 – Flashcards

Writing Task 2

1. Background
Write an email to a group of colleagues, announcing that you have completed a business document for your company and that you would like them to read and review it before you submit it to your supervisor.

2. Details to include:
• The type of document you are sending
• A way to find the document (for example, as a file attached to your email)
• The type of comments you are asking for
• A deadline for submitting comments

We’ll post an example answer to this writing task in a couple of days -

The dialog today takes place at Kendal Marcus, a global retailer of up market clothing and accessories. A retailer sells goods to the end customer; accessories are things like jewelry and belts which go along with or “accessorize” clothing. During a trip to Shanghai, Martin, a VP at Kendal’s, is visiting Tony Wu, country manager for China.

Listening Questions
1) Why has Martin come to China?

From the dialog, it sounds like one of his main goals is to visit second-tier or smaller cities in order to assess Kendal Marcus China’s strategy of expanding their operations into these secondary markets.

2) Is Tony optimistic about the economic outlook, that is the future, in China?

Yes, Tony is optimistic about the Chinese economy. Despite inflation and some potential problems (work for farmers, rich-poor gap, creating enough work for the masses), China continues, in Tony’s view, to have a growing middle class that can buy Kendal Marcus’s products.

3) What kind of concerns does Martin have?

Since the growth in China’s middle class is key to Kendal Marcus’s strategy of expanding into second-tier or smaller cities, Martin is concerned about the accuracy of published figures.

4) How does Tony reassure him?

Tony mentions that they are conducting their own surveys. On a more subtle level, he mixes negative information with positive information to create the impression of objectivity in his assessment that the long-term prospect for Kendal Marcus’s business in China is quite good.

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	Podcast	Talking about the Economy – Listening Quiz
		Talking about the Economy – Gap-fill Exercise
	Phrase-Cast	Talking about the Economy – Dialog & Vocabulary
		Talking about the Economy – Voicing Concerns
	Study Notes	Talking about the Economy – Long-term Outlook
		Talking about the Economy – Reassuring Concerns
	Teachers/Groups	Talking about the Economy – Vocabulary Review
	Email for info	Talking about the Economy – Flashcards

In the listening, we continue to follow Mario and Francesca, who represent the Italian fashion company Viva, on their visit to the U.S. As planned, they are having dinner in Las Vegas with their distributor Adriana, who works at the American company Foxtrot. Bill, one of their new customers, has also joined them.

When the dialog begins, the group has already made some small talk and looked at the menu. Now they are ready to order.

Listening Questions

1) Why doesn’t Francesca want to try the “steak tartare?”

Francesca says that she would prefer to try something “lighter” than the steak tartare, which is a heavy, rich meat dish.

2) How does Francesca signal that she’s ready to go back to the hotel?

When Bill offers Francesca more wine, she says, “Thanks, I’d better not. I’m still jet-lagged.” This starts a ‘leaving dialog’, in which Adriana says, “We’d better let you get back to the hotel.”

3) Who pays for the meal?

Adriana and Bill want to pay for dinner, but Mario protests because he had offered to pay earlier (in BEP 89 – Arranging a Visit). However, he and Francesca agree to let Adriana and Bill pick up the tab (that is, pay for dinner) as long as they get to pay for the next one.

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	Podcast	Business Meals & Dining Out – Listening Quiz
		Business Meals & Dining Out – Gap-fill Exercise
	Phrase-Cast	Business Meals & Dining Out – Dialog & Vocabulary
		Business Meals & Dining Out – Useful Phrases
	Study Notes	Business Meals & Dining Out – Proposing a Toast
		Business Meals & Dining Out – Leaving at the End of a Meal
	Teachers/Groups	Business Meals & Dining Out – Getting the Bill
	Email for info	Business Meals & Dining Out – Vocabulary Review
		Business Meals & Dining Out – Flashcards

Listening Questions

1) What solution does Ben propose?

Ben suggests getting the sales team to help out with the sales trainings. Gerry agrees, and says that perhaps the IT team could participate more actively.

2) In which area does Ben feel he could make a real contribution?

Ben wants to do more work in course planning, which, until now, he has been to busy to do because of his other work commitments. (Also, he feels that Gerry isn’t giving him enough of a “free reign,” i.e. freedom, to do the course planning work independently.)

3) What action do Ben and Gerry agree on?

Gerry asks Ben to conduct a needs analysis on the IT department, and Gerry agrees to try to get the sales and IT departments to take over some of the work course administration to free Ben’s time up a little.

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	Podcast	Resloving Conflict (Part 2) – Listening Quiz
		Resloving Conflict (Part 2) – Gap-fill Exercise
	Phrase-Cast	Resloving Conflict (Part 2) – Dialog & Vocabulary
		Resloving Conflict (Part 2) – Stating Common Goals
	Study Notes	Resloving Conflict – Raising Concerns & Agreeing Action
		Resloving Conflict (Part 2) – Planning Follow-up Action
	Teachers/Groups	Resloving Conflict (Part 2) – Vocabulary Review
	Email for info	Resloving Conflict (Part 2) – Flashcards

1) Gerry says he wants to “sit down informally and thrash things out a little.” What do you think this means?

“To thrash things out” is an idiom that means to discuss things. It often carries the specific meaning of discussing things when there may be some sort of disagreement or difference of opinion.

2) A strain is something that is tiring and, perhaps, irritating. What does Gerry say is “getting to be kind of a strain?”

Gerry says it’s “getting to be kind of a strain” that he is “the last one out of here almost every night,” that is, the last person to leave the office.

3) What solution does Gerry propose?

Gerry proposes passing on to the trainers as much of the admin, that is the administration work, as possible.

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	Podcast	Resloving Conflict (Part 1) – Listening Quiz
		Resloving Conflict (Part 1) – Gap-fill Exercise
	Phrase-Cast	Resloving Conflict (Part 1) – Dialog & Vocabulary
		Resloving Conflict (Part 1) – Identifying the Problem
	Study Notes	Resloving Conflict (Part 1) – Active Listening
		Resloving Conflict (Part 1) – Showing Sympathy
	Teachers/Groups	Resloving Conflict (Part 1) – Making a Suggestion
	Email for info	Resloving Conflict (Part 1) – Vocabulary Review
		Resloving Conflict (Part 1) – Flashcards

Example Answer

RE: Safety test review meeting

Dear Team,

The entire team will be holding a meeting on the morning of March 21 (Wednesday) to review the results of our most recent safety test.

The meeting will run from 11.00 to 12.00 and will be held on the second floor in the main meeting room. Each of you should prepare by bringing the documentation from the latest test.

I look forward to seeing all of you on Wednesday morning.

Best regards,

Simon

You can download a large format (640 x 480 pixels) version of ET 01 from the links at the bottom of this page.

A free sample transcript for this first episode is available by clicking the right PDF icon below (right-click to download and save to your computer).

Writing Task 1

1. Background
• You are: a team leader.
• You are writing to: all the members of your international team.
• Objective: write an email to your team members informing them of a project meeting to review the results of a safety test.

2. Details to include:
• Purpose: To share the results of the latest safety test.
• Meeting time: 11.00 am, Wednesday 21 March
• Location: Main meeting room on the second floor
• Length: 1-hour
• What to bring: results from the latest safety test.

We’ll post an example answer to this writing task in a couple of days on this page (click to view).

1) When he says, “We operate on a narrow window for deliveries,” what does Bill mean?

By “we operate on a narrow window for deliveries,” Bill means that deliveries must be made on time: There is a narrow window, i.e. a short range of time in which deliveries can be made. This means goods should not be delivered too early or too late.

2) The term chargeback refers to all or part of a fee being refunded, or returned, to the buyer. For what situation is Bill quite “strict on chargebacks?”

Bill says his company is quite strict on chargebacks for late deliveries, which means he expects a partial refund if the goods are delivered late.

3) When would Bill like the first delivery to be made, and why?

Bill is “shooting for,” that is he is hoping for or would like a delivery by June 15, which is a little earlier than the usual delivery for a fall clothing line. Bill says his company will want to get the product “out on the floor” – that is, in the shop – a little early since it’s new and customers are unfamiliar with it.

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	Podcast	Sales – Taking an Order – Listening Quiz
		Sales – Taking an Order – Gap-fill Exercise
	Phrase-Cast	Sales – Taking an Order – Dialog & Vocabulary
		Sales – Taking an Order – Managing the Relationship
	Study Notes	Sales – Taking an Order – Explaining Terms
		Sales – Taking an Order - Summarizing an Order
	Teachers/Groups	Sales – Taking an Order - Vocabulary Review
	Email for info	Sales – Taking an Order - Flashcards