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BEP 122 ADV – Negotiations: Overcoming Blockage
1) How does Peter suggest restarting talks with Maxine?
He says he has been â€œthinking aboutâ€ 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 Peterâ€™s suggestion is positive and the content is not too specific. At this point, he is just trying to get Maxine interested.
2) What does Peter identifying as the main stumbling block to a deal?
Peter identifies price 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.”
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) What is Peter’s key insight that enables Maxine and him to overcome their blockage?
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.
BEP 121 ADV – Negotiations: Bargaining
1) What does Paul mean when he says heâ€™ll be “throwing more business your way?”
Paul means that he will probably be able to give Tony more business in the future. He is using this as a negotiating tactic to get a better discount.
2) Tony suggests a way of helping Paul get a higher discount. What is it?
Tony suggests Paul combine his current order with an order for a future project. This will increase the overall quantity of Tonyâ€™s order, and thus will allow Tony to increase Tonyâ€™s quantity discount.
3) When Tony says to Paul, “You drive a hard bargain!” what does he mean?
When Tony says to Tony, â€œYou drive a hard bargain!â€ he means that Paul is a tough negotiator â€“ for example, Paul has not only asked for a large quantity discount, but also for a prompt payment discount. (Tony also perhaps intends to signal to Paul that he is getting a good deal.)
BEP 120 INT – Telephoning: Checking on an Order
1) How does Catherine let Bill know she’s looking for information about his order?
Catherine says, “Just bear with me a sec while I pull that up on my screen” to let Bill know she’s searching for information on his order.
2) Where is the second part of the shipment?
We do not know the actual location of the second part of the shipment except that it is “in transit,” that is, the goods are still being transported to Bancroft’s distribution hub in Phoenix.
3) What does Catherine offer to do to avoid separate deliveries in future?
Catherine suggests to Bill that future shipments could be “consolidated”, or combined, at Foxtrots warehouse in Oklahoma before being shipped on to Bancroft’s. This will help avoid the problem of separate deliveries if orders have to be made in different locations.
BEP 119 INT – Telephoning: Making an Appointment
1) Where and when does Gordon say he met Penny?
Gordon says he met Penny last week at the â€œInter-Asian Connections Conferenceâ€ in Dubai.
2) When does Gordon suggest meeting with Penny?
Gordon suggests meeting on Tuesday or Wednesday.
3) Why does he want to meet with Penny?
Gordon wants to meet with Penny to discuss possibilities for investment and to visit a couple factories, if possible.
4) What time do they finally agree on?
The arrange to meet on Wednesday, in the afternoon.
BVP 04 Vocabulary – Discussing a Project
1) What does Kerri want Martina to do for the company?
Kerri wants Martina to “head up”, or be in charge of, setting up a new processing facility in Omaha.
2) How much time will Martina have to complete this project?
Martina has “just over five-months” to finish the project so the new facility can “start handling orders by October 1st.”
3) What does Kerri promise to do to make Martina’s work easier?
Kerrie says she will â€œbe supporting you in every way possibleâ€, by helping to “manage expectations” and by telling the support staff to “pitch in”, or help out, Martina if she needs extra staff.
BEP 118 ADV – Negotiations: Declining an Offer whilst Maintaining Goodwill
1) What are Maxine’s reasons for staying firm on price?
Maxine is not willing to come down on her price because the market is “going nowhere but up,” that is, it is expanding, and because she believes she has got “tremendous value,” with “good people, good products, and a solid business plan.”
2) What does Peter say to justify not being able to pay more?
Peter says he must take into account “redundancies” in their business operations and factor in the “volatility” in the market. Redundancies refers to repetition or overlap. Volatility is a measure of quick or unexpected change in price, for example in a companyâ€™s stock price or in a market or industry. High volatility can make it difficult and risky to put a value on a company.
3) How does Maxine leave open the possibility for future cooperation?
Near the end of the conversation, Maxine says, “Yes, but, anyhow, I think we should explore other possibilities for working together.” Though they did not reach an agreement about a merger today, she is keeping the door open for further discussions about other possibilities and topics.
BEP 117 ADV – Negotiations: Clarifying and Evaluating Positions
1) What is the basic source of disagreement between Maxine and Peter?
The basic source of disagreement between Maxine and Peter is price – Maxine will not sell business for less than 15 million; Peter “can’t do better than,” that is, can’t offer more than 11 million.
2) What are Maxine’s reasons for insisting on her price?
Maxine says that the market is going nowhere but up – that is, continuing to expand – and she says that she’s got “tremendous value here – good people, good products, and a solid business plan.”
3) What does Peter mean when he says he has done “months of due diligence?”
Due diligence refers to doing careful research before a big purchase or major decision.
BEP 116 ADV – Presentations: Analyzing Trends
1) What is the main focus of this part of Pat’s presentation?
At the beginning of this part of Patâ€™s presentation he says his main message is to “to share our success in meeting â€¦ our targets â€¦ for revenue per unit or RPU.”
2) What happened in 2005 that caused the trend in RPU to “break out” of “existing trend lines?”
Pat says the RPU trend broke out, or started to increase rapidly, after “the first mass market WAP phones hit the stores in the 2005 holiday season.”
3) What is Pat’s prediction for Ambient’s RPU in 2007?
Ambient has set a target of increasing RPU by 10% from 2006 â€“ 2011. Pat says they have met this target for 2006 “And now we are on track to continue strong growth in 2007.”
BEP 115 ADV – Presentations: Describing Trends
1) Which company has the largest share of the market at the beginning of 2006?
Pat says “Sirus has the biggest slices of the pie.” This is an idiomatic expressions meaning Sirus has the largest share of the market.
2) How does Pat describe his own company’s performance in 2006?
Pat says Ambient was “struggling,” or trying hard, to “catch,” or equal, CallTell. Despite added competition from CallTellâ€™s new budget models, Ambient was able to “hold its ground,” or maintain its share of the market.
3) How big is the “others” group share of the market in Spring 2007?
The combined “others” group had grown to over 25% of the European market by Spring 2007.
BVP 03 Business Vocabulary – Office Manager
1) How does Thomas summarize his role as Office Manager?
Thomas says that his job is to keep the office “operating efficiently”, which means that he has to handle a wide range of tasks related to the officeâ€™s day-to-day activities.
2) What characteristics does Thomas list as important qualities of an office manager?
Thomas says that “above all”, or most importantly, office managers should exercise sound judgment and perform their jobs reliably. He also suggests that some personality traits, like common sense and the ability to work well with others, are keys to success in this job.
3) According to Thomas, what is a common misunderstanding about the best way for an office manager to do his job?
Many people believe that an office manager should always try to make a good impression on the boss, by keeping him or her happy whenever possible. But Thomas thinks itâ€™s more important to keep the office running smoothly and effectively, even when that means putting pressure on other employees.
BEP 114 ADV – Job Interviews: Comparing Candidates
1) Which candidate do they prefer and why?
Ted talks about how Yala has better soft skills than Ronaldo and, importantly, how her dynamic style will be a better fit with their organization. George agrees.
2) What are the relative strengths and weaknesses of the two main candidates, Ronaldo and Yala?
Ronaldo has better technical qualifications whereas Yala has better soft skills. In addition, Yala has a more dynamic style, which would be a better fit with their organization.
3) What are the main reservations about Yala?
George has a concern about whether Yala will be ready to adapt from the manufacturing business to the fast-paced, market-oriented environment in a fast moving consumer goods company. Ted is worried that Yalaâ€™s salary requirements may be too high.
BEP 113 ADV – Job Interviews: Second Round
1) George describes GK as both “high-pressure” and “tremendously rewarding,” but he is concerned about whether or not Sherry is ready to “take the plunge.” What does he mean by that?
Plunge literally means “to dive into (water).” To take the plunge is an idiom that refers to bravely entering a new situation. George is concerned about whether or not Sherry is prepared mentally and emotionally “to dive into” GK’s high-pressure work environment.
2) What does Sherry say is one of the things that most attracts her to GK?
Sherry says she is most attracted to GKâ€™s “work culture.”
3) What is George’s major concern about Sherry’s work experience?
Sherry is interviewing for a management trainee position. If offered the job, she will have significant direct customer contact. George is thus concerned about Sherry’s “client-facing” experience, that is, what kind of skills and experience she can “bring to the table” or offer the company in terms of direct face-to-face interaction with customers.
BEP 112 ADV – Negotiations: Getting Started
1) How does Tony begin off the phone call to establish goodwill?
To establish goodwill, Tony starts by thanking Paul for his time.
2) How long does Paul say he has available for the phone call?
Thirty minutes. Paul says, “Personally, Iâ€™ve only got about a half hour available.”
3) Paul asks Tony how he will be using the bolts. How does Tony respond?
The bolts will be used in structural steel columns. As discussed earlier, they are for a harbor project.
4) What other option does Paul want to explore with Tony?
Paul asks Tony if he has considered using “resin-coated” bolts instead of stainless steel bolts. Resin is a clear coating on the steel that makes it resistant to the elements, that is, water and air.
BEP 111 ADV – Negotiations: Relationship Building
1) Have Peter and Maxine met before?
No, Peter and Maxine have not Met before. Peter says, “Itâ€™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 providerâ€¦” He has not at this point clearly indicated that he wishes to buy Maxines company, Gamester.
BEP 110 ADV – Job Interviews: Stress Questions
1) What is the interviewer’s “stress question?”
The interviewer asks a behavioral question â€“ i.e. a question meant to help them understand how you react to a particular kind of situation â€“ 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 â€“ “Well, just give me a moment to think about that.”
3) How does Yala answer the question?
She says that she was â€œproactiveâ€ 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.
BEP 100 ADV – Job Interviews: Salary Negotiation
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 Yalaâ€™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.
BEP 99 ADV – Negotiating: Negotiation Strategy (Part 2)
1) What is the interviewer talking about when he refers to a “trap?”
The interviewer uses â€œtrapâ€ 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 â€“ the person with whom we are negotiating â€“ and use this creative thinking to find new ways to create value for all sides.
3) In the interview, we learn that overcoming blockage â€“ that is, getting past problems â€“ is not just about reaching the agreement but also about maximizing what?
As Bryan and the interviewer discuss, we shouldnâ€™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.
BEP 98 ADV – Negotiation Strategy (Part 1)
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 donâ€™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 clichÃ©. 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.”
BEP 97 ADV – Talking about the Economy
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 Chinaâ€™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.
BEP 96 INT – Socializing: Business Meals & Dining Out
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.â€ This starts a ‘leaving dialog’, in which Adriana says, “We’d better let you get back to the hotel.”
Adriana and Bill want to pay for dinner, but Mario protests because he had offered to pay earlier (in BEP 89 â€“ 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.
BEP 95 ADV – Communication: Resolving Conflict (Part 2)
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 isnâ€™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 Benâ€™s time up a little.
BEP 94 ADV – Communication: Resolving Conflict (Part 1)
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 itâ€™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.
BEP 93 INT: Sales: Taking an Order
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” â€“ that is, in the shop â€“ a little early since itâ€™s new and customers are unfamiliar with it.
BEP 92 INT – Sales: Features, Advantages, Benefits (or FAB Presentation)
1) What is the key feature of Viva’s fall colors this year? Can you name some of the colours?
Vivaâ€™s fall colors are very â€œwarmâ€ this year, and include such hues as â€œginger,â€ â€œapple red,â€ â€œivory,â€ and â€œFrench roast.â€
2) Why is the Viva Professional line more expensive?
One reason the Viva professional line is more expensive consists in the material: It is made of special washable wool that is sourced from an Australian manufacturer.
3) As described in the dialog, what are the main benefits of Viva’s clothing line?
Francesca talks about how the features and advantages of Vivaâ€™s clothing – such as washable, wearable, durable, etc. – would “fit the lifestyle” of the “Bancroft woman,” who is typically a busy professional. Such lifestyle fit, of course, would translate into good sales and thus profits for Bancroft.
BEP 91 ADV – Job Interviews: Asking the Interviewer Questions
1) What is Yala’s first question for the interviewer?
Yala asks what the best thing is about working at Fun Beverages.
2) How does the interviewer respond?
The interviewer says that there is “a strong dedication here to helping people reach their full potential.”
3) Yala’s second question is a little tougher – what does she ask?
She asks about whether HR gets â€œadequate budgetary and leadership supportâ€ from upper management.
BEP 90 ADV – Job Interviews: Greatest Weakness
1) What does Sherry identify as her greatest weakness?
Sherry says she comes from a â€œnon-traditionalâ€ background as she is a single mother.
2) Did this weakness affect her GPA (exam scores)? How?
Yes. For example, while doing my Masterâ€™s, she had to work part-time, which meant that she’s done part of her degree during night school. Being so busy has also had some impact on my GPA.
3) Does Sherry explain the positive aspects of the weakness she describes?
Yes. Being a single mother has taught her maturity and how to manage her time.
BVP 02 – Human Resources: Training Manager
1) What kind of training programs does Andrea run?
As Andrea says, they “run the full gamut,” that is, span the full range from quality control and work measurement to manufacturing methods and development of supervisors.
2) Does Andrea work with vendors? What for?
Yes, she does. Andrea says she evaluates and recommends outside vendors to supply training programs.
3) What do the five letters in SMART stand for?
The five letters in SMART stand for the following five criteria for designing an effective training: specific, measurable, attainable, realistic and timely.
BVP 01 – Human Resources: HR Manager
1) What type of employment programs does Greg develop and manage?
Greg manages a wide variety of employment programs. Some that he mentions are job evaluations, benefits, promotions, equal opportunity initiatives, and filling job openings.
2) Are there several HR managers or only one in Gregâ€™s company?
Because Greg works in a mid-sized company, he is the only HR manager. (Larger companies usually have many HR managers responsible for different areas of managing employee needs.)
3) Greg says that HR managers play a special role in companies that are unionized. What is this role?
He deals with relations between labor and upper management, examines worker grievances, and settles disagreements.
BEP 89 INT – Telephoning: Arranging a Visit
1) What information does Adriana get from Marco?
She gets his flight information so that she can pick him up at the airport.
2) What does Marco need help with?
Marco has already booked his and Francesca’s flight, but he accepts her offer to help with booking a hotel and making a restaurant reservation.
3) Does Marco have any special requirements for the hotel?
Marco doesnâ€™t really have any special requirements for the hotel, but he does want to make sure that it has internet access and a business center and that itâ€™s close to the exhibition center where the expo will be held.
4) Does Marco have any special requirements for the hotel?
He jokingly says he’d like Italian, but then he indicates that he’s very flexible and that it doesn’t matter to him: He says he and Francesca are “up for anything.”
BEP 88 INT – Telephoning: Booking a Travel Ticket
1) When does Marco want to leave and when does he want to return? Will he and Francesca be flying first class, business class or economy?
Marco wants to leave on March 8 and return on March 14. He wishes to fly economy class.
2) Does Marco ask the travel agent to “hold the fare” or does he pay for it immediately?
After asking whether the travel agent can hold the fare, Marco decides to pay for the ticket immediately anyway.
3) Does Marco need to pick up his and Francesca’s tickets at the travel agent’s office?
No, he doesn’t. Marco and Francescoâ€™s tickets are “e-tickets” or paperless tickets. That means they can just go directly to the airport.
BEP 87 ADV – Job Interviews: Talking about Accomplishments 2
1) What was the project Yala was working on?
Yala was working on the launch of a global, harmonized performance management system that would provide a single, interlinked on employee performance for human resources worldwide.
Yala worked on localization and documentation for her business unit.
She coordinated with the sales team to provide them with pre-training on the system and to ensure that they could set all their targets.
The launch was successful. Yalaâ€™s efforts helped ensure that the launch of the new system had no negative effect on the bottom line (profit) of the company because of the seamless (smooth) transition into using the harmonized database.
BEP 86 ADV – Job Interviews: Talking about Accomplishments 1
1) Does Alex put his success into an organized, articulate story?
Not realy. He focuses on details that are irrelevant to his interviewer rather than on those that draw attention to his positive personal attributes.
2) Does he present his accomplishment in a way that provides examples of skills and qualities that will be useful at his new job?
He has done a poor job of providing examples of how his experience demonstrates relevant skills and characteristics. For instance, he has not discussed how completing his Masterâ€™s thesis demonstrates qualities or personal characteristics that would be useful to his employer.
BEP 85 INT – Sales: Informal Product Presentation
1) Were Matt and Paula able to go to the tunnel face, that is, the end of the tunnel?
Yes. The tunnel had been filled with groundwater, but the water got pumped out the day before Matt and Paulaâ€™s visit.
2) What is the main point of interest that Matt and Paula pursue in the discussion?
Matt and Paula are interested in groundwater because this seems to be a problem in Stanley and Billâ€™s tunnel and because their device, the Vision Wireless Sensor, is excellent at detecting groundwater.
3) What are the advantages that Matt and Paulaâ€™s device have over traditional surveying methods?
Traditional surveying methods require a lot of cables, which get in the way; Matt and Paulaâ€™s device is wireless. Also, traditional methods usually require the use of high explosives (such as dynamite) and a large piece of a equipment, called a seismograph; Matt and Paulaâ€™s device is easy to use. Finally, the survey using Matt and Paulaâ€™s equipment can be conducted quite quickly, as opposed to older methods which take a long time and disrupt construction work.
BEP 84 INT – Sales: Site Visit
1) What does Stanley point out in the tunnel? What language does he use to draw everyoneâ€™s attention to it?
Stanley points out the new Aliva shotcrete concrete (UK grout) sprayer. Stanley says, â€œand do you see that over there?â€
2) What are the advantages of the machine that Stanley describes?
â€œIt gets the job done in half the timeâ€; also, â€œflow controlâ€ (the rate and density the concrete is applied) is really what â€œsets it apart,â€ that is, distinguishes it from the competitorâ€™s products.
3) Stanley mentions two safety hazards. What are they?
Unstable rock and groundwater are the two hazards Stanely mentions. He points out the scaffolding (supporting framework) at the end of the tunnel. This is supporting newly exposed rock which is unstable and may fall. The second and most important hazard is groundwater. This is water contained within the ground (i.e., the soil or rock). At greater depths the water pressure increases and there is a danger water could flood the tunnel.
4) What is the question that Paula asks Stanley about the hazards?
Paula is interested in the stability of the rock and groundwater. As we will see in BEP 85, the follow-on episode to this show, Paula is interested in these aspects of tunnel because of the product he and Matt are selling.
BEP 83 ADV – Job Interviews: Previous Experience (Part 2)
1) Does Sherry let her guard down, or does she answer briefly and to-the-point with an appropriate level of formality?
Sherry always answers briefly and to-the-point. For example, she doesnâ€™t take the opening small talk as an invitation to be informal; nor does she seem unfriendly.
2) Does Sherry seem well-prepared to talk about her experience?
Yes, obviously Sherry has carefully prepared for the interview, not just by being able to talk about her successes but also about her potential weaknesses.
3) 3) How does Sherry account for the gap in her resume?
She turns a weakness into a strength by talking about how mothering a child has taught her time management and how to deal with life responsibilities
BEP 82 ADV – Job Interviews: Previous Experience (Part 1)
1) Is everything Alex says clear and to the point?
No, it isnâ€™t. He responds inappropriately to Michaelâ€™s greeting â€œHow are you doing?â€ with a serious response we might only expect from a good friend. He also seems to mistake the interview for an academic discussion by discussing his Masterâ€™s thesis in too much detail.
2) Does he seem overly friendly or informal at times?
Yes, as already indicated, Michael seems to be overly informal, or at least overly talkative. The jokes he makes do not present his skills or personality in the best light. He seems to say anything that comes into his head, which detracts from his professional image.
3) How does Alex account for the gap in his rÃ©sumÃ©?
2) He maintains that his Masterâ€™s thesis was the most important thing in the world to him, which may raise his potential employerâ€™s doubts about his dedication to any future job.
BEP 81 INT – Meetings: Finishing Up and Action Points
1) When will Lisaâ€™s team have their next round of meetings?
Lisa isnâ€™t sure exactly â€“ she wants to play it by ear, that is, improvise. Sheâ€™ll wait to analyze the results as they come in, then plan the next meetings.
2) What duties does Lisa assign during the meeting, and to whom?
Bryan’s team is going to conduct risk analysis on the new revolving credit products. Cecilia and Charles are meeting with Telos to discuss possibilities for cooperation. And James’ team is going to look into the issue of non-performing loans.
BEP 80 INT – Travel: Checking In to a Hotel
1) When she reserved the room, Sarah asked for a dinner reservation. What is the name of the hotelâ€™s restaurant? Which floor is it on?
When she reserved the room, Sarah asked for a dinner reservation. The name of the hotelâ€™s restaurant is “Sky View”. It’s on the fifth floor.
2) What do guests need to bring with them to the fitness center?
They need to bring their room key in order to get in the fitness center.
3) How does Sarah pay for her room deposit?
Sarah pays for her deposit, as is usual, with a credit card.
BEP 79 INT – Travel: Making a Hotel Reservation
1) What kind of room does Sarah want?
Sarah wants a double-room with a balcony facing the courtyard, non-smoking if possible.
2) What extra request does Sarah have?
She asks the front desk attendant to book them a table in the hotelâ€™s restaurant for 8 p.m.
3) Tony makes a mistake while taking Sarahâ€™s reservation. What is it?
When Tony summarizes Sarahâ€™s information at the end of the call, he says she will be staying from â€œThursday, January 10th, to Sunday, January 13th.â€ From the way Tony has worded this sentence, however, itâ€™s impossible to know whether he means that she will be staying 3 nights, and checking out on Sunday 13th, or staying 4 nights, including Sunday 13th, and checking out on Monday.
BEP 78 INT – Socializing: Discussing Politics
1) Ricardo says he has heard that the Danish government is pretty far â€œright,â€ that is, conservative. But Lars seems to think that this has a good side. What is it?
About the Danish government, Lars says, â€œat least theyâ€™re trying to reduce taxes.â€
2) Lars mentions that Brazil has won its bid to host the World Cup. Ricardo says that Brazil has a lot of work to do in which areas?
Ricardo says that Brazil has a lot of preparation work to do in infrastructure and security.
3) Lars talks about a certain kind of problem that has â€œcropped up,â€ that is, appeared or occurred during Brazilian President Lulaâ€™s presidency. What is it?
The problems that are cropping up, according to Lars and Ricardo, are â€œcorruption scandals,â€ though, as Ricardo points out, Lulaâ€™s social policies are popular with the majority, that is, most of the people.
BEP 77 INT – Happy Hour: After-Work Socializing
1) Who is paying for the first round of drinks? How can you tell?
At the beginning of the dialog, Greg signals heâ€™s paying for the first round of drinks by saying â€œThis oneâ€™s on me.â€
2) Who is the person who doesnâ€™t drink?
Joanna doesnâ€™t drink. She says though she likes a drink once in a while, tonight she is meeting friends, so sheâ€™d better not.
3) When itâ€™s time for her to go, what excuse does Joanna make?
Joannaâ€™s excuse has a four-part structure: 1. Interrupt if necessary; 2. Polite comment; 3. Excuse; 4. Say thank you. In Joannaâ€™s case, her excuse is that she has to meet with friends, which she was careful to mention at the beginning so that no one would be caught by surprise.
Listening Questions: BEP 76 ADV – Performance Appraisals 2: Setting Goals
1) What are the two important productivity measurements that Derrick discusses with Wendy?
The first is the number of meetings that Wendy handles per day, that is, the number of customers she helps. The second is the average amount of time she spends on each meeting.
2) How does Derrick feel about Wendy making one-off (or special) solutions for each customer?
Derrick discourages Wendy from making one-off solutions because doing so causes efficiency to go down. He would much rather she be â€œsteady and consistentâ€ than spend a lot of time on any particular meeting.
3) What does Derrick advise Wendy to tell a customer who has not booked enough bandwidth?
Derrick tells her to be â€œpolite but firm.â€ He encourages her to give the customer an option â€“ either rebook or hold the meeting now with less bandwidth.
Listening Questions: BEP 75 ADV – Performance Appraisals 1: Giving Feedback
1) How many meetings is Wendy handling per day at the moment?
She is handling 11 meetings per day. The original goal was eight, but sheâ€™s already up to 11.
2) What’s the main issue that Derrick wants to give Wendy feedback on?
As Wendy says herself, sometimes she â€œflies off the handleâ€ a little when the pressure is heavy, that is, she loses her temper.
3) What advice does Derrick give Wendy to help her correct the problem?
Derrick says Wendy should take 10 deep breaths, try to put the situation into perspective, and ask her team leader for help.
Listening Questions: BEP 74 ADV – Idioms: Business is War (Part 2)
1) What does Jane mean when she says their competitor, Meyers, is its own worst enemy?
With the economy worsening, Jane feels that Meyers will not be able to continue or sustain its aggressive strategy of both releasing mid-range products to compete with Luminex and maintaining a leading position in the premium market. Meyersâ€™ strategy will defeat itself, so Meyers is â€œits own worst enemy.â€
2) The speakers describe their new strategy as an â€œambushâ€ that will â€œsurroundâ€ Meyers. Why do they say this? What is the strategy?
They mean that when the economy starts to improve (consumer spending picks up) they can both refresh, that is re-release or re-advertise, their mid-range products as well as release a premium product to attack Meyersâ€™ traditionally strong position in the high end of the market. Since this is attacking Meyers from both sides, it â€œsurroundsâ€ Meyers. Also, it will be unexpected, so it is an â€œambush.â€
BEP 73 ADV – Idioms: Business is War (Part 1)
1) The first two speakers talk about â€œalways being on the defensiveâ€ and â€œtaking way too much flak.â€ What do they mean and what do they propose doing?
The first two speakers feel that while their main competitor, Meyers, has been attacking their market position and giving them fierce competition, they have been doing little to respond. They propose â€œsetting their sights onâ€ or targeting Meyersâ€™ premium market position in order to fight back.
2) How does Janeâ€™s point of view differ from the first two speakers?
Jane along with the other speaker note that because American consumer spending is going down, it is not a good time to move into the premium market. Jane believes it is wiser to â€œlay lowâ€ or to wait until spending improves to fight back.
BEP 72 INT – Telephoning: Leaving a Voicemail Message
1) What is Mark Rand hoping to talk to Sylvie about?
Generally, he wishes to talk with her about the construction plan for 2008. Specifically, he would like to discuss â€œpossible areas of cooperation.â€
2) When will he be available to take Sylvieâ€™s call?
â€œTomorrowâ€ any time between 8:30 and noon. She can also call him in the evening or on Wednesday.
3) How does Mark put a positive finish on the message?
He says, â€œLook forward to talking to you.â€
BEP 71 ADV – Mergers: Office Gossip & Reported Speech
1) What did Frances hear from Joanna?
Frances heard from Joanna that there is a rumor that management thinks Jack is spending too much money on salaries.
2) Who did Michelle take off with?
Michelle took off with, or dated, Tony, who apparently was one of Franceâ€™s ex-boyfriends.
3) Where does Frances tell Jack she has to go?
She says she has to go to the â€œlogistics meetingâ€ but it sounds like she is really going to spread the rumor.
BEP 70 ADV – Mergers: Breaking Bad News
1) Who will Jack be meeting with after his chat with Jim?
Jack will be meeting with the U.S. production team.
2) What city might the Costa Rican plant move to?
3) Why do the new owners want to move the factory out of Costa Rica?
The new owners want to move the factory to lower production costs.
BEP 69 INT â€“ Telephoning: Leaving a Message
Bad Example 1) Does Amy answer the phone professionally?
No, she just says â€œhello.â€ She doesnâ€™t say her name or her companyâ€™s name, nor does she ask how she can help.
No, he isnâ€™t. He doesnâ€™t seem to remember who he is calling, nor does he have his telephone number handy.
Good Example 1) How does Amy answer the phone?
Answering the phone professionally has four parts: 1. Greeting; 2. Company name; 3. Answererâ€™s name; and 4. Offer to help.
2) What is Mark calling about?
Mark is calling to discuss the construction schedule for 2008.
3) How does Amy make sure that she has got Markâ€™s correct phone number?
She checks back and confirms: â€œSo thatâ€™sâ€¦. Is that right?â€
BEP 68 INT – Meetings: Interrupting and Resisting Interruptions
1) What does Bill mean when he says theyâ€™re facing a â€œbottleneck?â€ What is the bottleneck?
A bottleneck is the narrow part of the bottle under the mouth. Idiomatically, it refers to the part of a process which limits the speed or the point in a procedure that slows everything down. In this case, the bottleneck that Bill is facing is a lack of qualified engineers. That is, Bill urgently needs more engineers with special experience in order to meet production targets.
2) Why canâ€™t Bill just retrain the engineers he has?
Heâ€™s going into production soon, but the case for the new product uses a completely different technology (stamped aluminum as opposed to plastic). He needs engineers who understand this material very quickly, otherwise the result is going to seem unprofessional, or, as he puts it (in slang) â€œhalf-assed.â€
3) What is Mei Linâ€™s suggestion to speed up the recruitment process?
Mei Linâ€™s point is that her department is preparing for the fall recruitment drive, when the company recruits new hires from universities. So they are overworked and understaffed. Since Bill understands exactly what he needs, it would help speed up the recruitment of engineers qualified in the new technology if Billâ€™s team would help â€œdriveâ€ the process, that is, help out with the work in the recruitment effort by providing guidance and planning.
BEP 67 INT – Travel: Morning Greeting and Chat
1) What does Brenda mean when she says â€œveg outâ€?
This is a slang expression. â€œVegâ€ is short for vegetable. As Brenda says, â€œto veg outâ€ means to relax. It usually refers to doing something that requires no mental effort, like watching TV. Imagine yourself sitting on the couch like a vegetable.
2) What are critics and what did they think about Rush Hour 3?
â€œCriticsâ€ are professional film watchers (journalists) who write reviews for magazines or newspapers. As Brenda explains, they didnâ€™t pan it â€“ that is say it was really bad â€“ but they didnâ€™t rave either â€“ that is say it was really good.
3) How does Brenda like her coffee?
Brenda drinks coffee with no cream and sugar, but she likes Equal, which is a sugar substitute with no calories.
BEP 66 INT – Travel: Hot Desking and Making Requests
1) What kind of expressions do Honesto and Megan use to make polite requests?
They use all kinds of expressions ranging from slightly formal to slightly informal, more and less indirect, including I was wondering ifâ€¦, Do you mind me askingâ€¦, Would youâ€¦, You wouldnâ€™t mindâ€¦, would you? and so on.
2) What type of training is Honesto taking part in?
Six Sigma, which is a method for increasing quality in any process.
Atlanta, although she says has been working in South America for the last five years.
BEP 65 ADV – Advanced Questioning Techniques (Part 2)
1) LCD TVs produce a lot of heat. Why is this important to Bradâ€™s sales pitch?
Forrest and Brown produces a line of conformal coatings which are highly resistant to heat, but safer and more environmentally friendly to use.
2) What are Andyâ€™s main priorities in selecting conformal coatings to protect the circuit boards Stratos produces?
Brad identifies durability as one of Andyâ€™s main concerns. Andy also mentions environmental and worker safety.
3) What are the main good points of the coating that Brad wishes to sell to Andy?
It uses a room temperature cure, that is, it does not require the use of extra heat in the application process. Also, there is little or no outgassing, that is the creation of harmful gases during application. Thus, it is safer to use.
BEP 64 ADV – Advanced Questioning Techniques (Part 1)
1) What does Brad think of the Stratosâ€™ facility?
Apparently he hasnâ€™t had time yet to visit the production line, but he says the people heâ€™s met are â€œgreat.â€
2) How long has Stratos been located in its current location?
About three years.
3) How long has Stratos been located in its current location?
All sorts of home appliances and consumer electronics, including everything from TVs and coffee machines to ac/dc converters and power supplies.
BEP 62 ADV – Persuasion 3
1) How long will it take Swift to get back the investment in air conditioning?
Steve says Swift can get its investment back in under three years.
2) How much extra profit can Swift make per year by adopting Nickâ€™s proposal?
Nick anticipates that Swift can make at least an extra $200,000 per year after the air conditioning system and insulation have been paid for in the first three years.
3) What specific action does Steve ask his managerâ€™s to take?
Nick asks his managers to â€œauthorize the purchasing department to request bids for the system.â€
BEP 60 ADV – Persuasion 2: Establishing the Need
1) Whatâ€™s the highest temperature in the welding room?
On six days last summer, it hit 41Â°C.
2) What does Steve present first â€“ the problem or the solution?
Following an indirect approach, Steve first presents the problem then the solution. By first making a convincing statement of an urgent need, Steve is preparing his audience to accept his solution.
3) What kind of strategies does Steve use to paint a vivid picture of the need for his solution?
Steve uses a number of strategies to make a convincing statement of the turnover problem. He starts with the origin of issue. Describing how the welding room gradually heats up during the day, he paints a vivid picture of the background to the problem. Then he uses a number of figures to show a real business need for addressing the problem because of its impact on the â€œbottom lineâ€ or profit of the company.
BEP 59 ADV – Persuasion 1: Getting Attention
Bad example 1) Whose needs does Franz focus on? That is, whose needs is he taking into consideration when he makes the proposal?
Franz is viewing the problem from the workersâ€™ perspective. Of course there is nothing wrong with this, but from the managementâ€™s point of view, it is not very persuasive.
2) Why is Franzâ€™s proposal so ineffective?
Franz is talking to his manager, so he should discuss the issue in terms of the managementâ€™s needs. He should explain the benefits of his proposal from the company’s point of view and talk about how they can save money and reduce staff turnover.
Good example 1) What does Steve do at the beginning of his presentation?
Steve starts by getting the attention of his audience, which is the first step in the Monroe Sequence for persuasive speaking. Steve combines two popular methods for getting attention: Making a startling statement and posing a problem.
2) Whose needs does Steve focus on â€“ the workersâ€™ or the managementâ€™s?
In his open attention-getting statement, it is already clear that Steve is focusing on making a clear business case for his proposal, which means explaining the benefit to management of accepting his proposal. In this case it is a win-win situation â€“ what is good for management (saving money) is good for workers (better working conditions). But Steve is aware of his audience, so he focuses on the business need to be more persuasive.
BEP 58 – Water Cooler Chitchat: Sports Idioms 2
1) Who is McConnel and what do Jan and Jen think of him?
McConnel is the new CEO of Accent. They use three idioms two describe him: He has â€œstepped up to the plate,â€ â€œmade a great pitchâ€ and â€œkeeps his eyes on the ball.â€ Discussed in detail in the debrief, these three idioms all have a positive meaning. We get the feeling that McConnel is energetic, dynamic, and has taken the initiative.
2) What do Jen and Jan say about Accentâ€™s future in American market?
They have a little bit of a disagreement. Jen thinks Accent might â€œstrike out,â€ that is fail, while Jan believes that McConnel is very aware and smart â€“ â€œhas his eye on the ballâ€.
BEP 57 – Water Cooler Chitchat: Sports Idioms 1
1) Do Jan and Jen think Accentâ€™s takeover of TelStar was a good idea?
They seem to have a little disagreement on this issue. Jan says Accent â€œhit a home run,â€ that is scored a big success. Jen thinks the deal was â€œoverpriced,â€ or too expensive.
2) Why was there a delay in the takeover?
Apparently the shareholders were â€œstalling for time,â€ that is, using delaying tactics to get a better deal.
BEP 56 INT – Business Travel: Customs and Immigration
This is a landing card or a kind of record of your entry into the USA. It gets stapled (attached) to the inside of your passport and tells you how long you can stay.
2) What should passengers turn off before the plane takes off?
As is standard practice, in her pre-flight announcement the flight attendant requests all passengers to turn off electronic products because they might interfere with the plane’s operation.
3) Where does Alan want to go sightseeing?
Alan says he is going to take a weekend trip down to Las Vegas and the Grand Canyon, which is near Las Vegas.
4) What does Alan mean by â€œjust pulling your leg?â€
â€œTo pull somebodyâ€™s legâ€ is an idiom that means to joke with someone or tease them. â€œIâ€™m just pulling your legâ€ is a common expression that means â€œIâ€™m just joking.â€
BEP 55 INT – Business Travel: Airport Departure and Take Off
1) What row are Alan and Honesto sitting in?
Actually, they never say, but it must be somewhere between rows 43 to 60: When the loudspeaker calls these rows, thatâ€™s when they board the plane.
2) What should passengers turn off before the plane takes off?
As is standard practice, in her pre-flight announcement the flight attendant requests all passengers to turn off electronic products because they might interfere with the plane’s operation.
3) What does Alan mean by â€œmurder a scotch.â€
When Alan says he could, â€œmurder a scotchâ€ he is using an idiomatic expression to state a strong preference. He means he wants a drink of scotch whiskey.
BEP 54 ADV – Customer Service: Handling Complaints (Part 2: Resolving the Complaint)
1) How does Sandy show that he is actively listening to Steve?
1) In addition to the active listening strategies we reviewed in BEP 53, throughout todayâ€™s part of the dialogue Sandy actively clarifies Steveâ€™s complaint. Through his high level of sincerity and attention, he gives him the impression that he really cares. This is also a kind of active listening.
Steveâ€™s ultimate need is for a warm room so that he can get his work done. But itâ€™s important to emphasize that Steve also has an immediate emotional need, which Sandy likewise does a good job of addressing: Steve needs to have his anger acknowledged, which Sandy does by empathizing, listening and clarifying.
3) What steps does Sandy take to ensure that Steve is satisfied with the outcome of the call?
At the end of todayâ€™s dialog, Sandy checks to make sure that Steve is satisfied with the solution, then proposes follow-up action: Heâ€™ll call back in 30 minutes to make sure everything is OK.
BEP 53 ADV – Customer Service: Handling Complaints (Part 1: Empathizing)
Bad Example: (You should also listen to the beginning of the debrief for a detailed explanation of the answers to these questions). 1) How does the customer, Steve, learn the service associateâ€™s name?
Steve has to specifically ask the service associate, Jenna, for her name. This is not good customer service.
Steve says his room is â€œfreezing,” meaning very cold, and he canâ€™t concentrate on his work.
3) How could Jenna have handled the complaint better?
First, Jenna should have empathized better with Steveâ€™s problem and then should have shown interest and concern by using active listening techniques. Good Example: 1) When Steve says, â€œIâ€™m at the end of my rope,â€ what does he mean?
As mentioned in the debrief, this means youâ€™ve used up all of your emotional energy or patience. If you are very tired or very angry, you can say â€œIâ€™m at the end of my rope.â€
2) What does Sandy do to calm Steve down?
To calm Steve down, Sandy uses a variety of techniques that weâ€™re studying during these two episodes on complaints: He has an empathetic response to Steveâ€™s pain â€“ that is, He shows his sympathy for him. Also, he shows his professionalism and sincerity by accurately identifying the complaint and he listens actively to Steve, giving him the impression that he really cares.
BEP 52 INT – Strategically Using Vague Language (Part 2)
1) Why doesnâ€™t Mike want to come to the party if Tracy is there?
Itâ€™s hard to say. Mike is very vague about this, perhaps because he thinks itâ€™s inappropriate or embarrassing to talk about. Jen gives us a hintâ€”she says â€œYou two kind of had a thing, didnâ€™t you?â€ Again, she is very vague, probably to be polite (she doesnâ€™t want to probe too much), but it sounds like some sort of romantic involvement, doesnâ€™t it?
2) When should Mike show up at the party?
About 4ish, which means around 4 oâ€™clock.
BEP 51 – Strategically Using Vague Language (Part 1)
1) What do you think Jen means by â€œulterior motiveâ€?
â€œUlteriorâ€ literally means outside and â€œmotiveâ€ is a reason, so Jen has kind of an outside or extra reason for inviting Mike to the party. Usually an â€œulterior motiveâ€ is a selfish reason that you try to keep hidden from someone. By joking directly about her ulterior motive, Jen probably intends to avoid Mike feeling that her computer problem is the only reason she wants to invite him.
Mike says he â€œknows a thing or two about computers,â€ which doesnâ€™t make it sound like he is a expert. But as we learned in this show, this is a kind of polite formula Mike is using because he is in a situation where it is socially appropriate to be modest, that is, not to brag about his ability.
BEP 50 INT – Softening Negative Replies (Part 2)
1) Why is the GM of Avitek unable to meet with Nick on Thursday?
Heâ€™s tied up â€“ that is busy with â€“ some government visitors until Friday.
2) How is the weather in Kiev?
Nick thinks itâ€™s kind of chilly, but Oksana says itâ€™s a warm spring.
BEP 49 INT – Softening Negative Replies (Part 1)
1) Has Nick been to the Ukraine before?
Yes, he has. He says he was in the Ukraine a two years ago, for business.
2) What day of the week is it?
Wednesday. Nick asks Oksana if she has the meeting schedule worked out for â€œtomorrow,â€ but Oksana has to inform Nick that the Avitek GM canâ€™t meet until Friday. Then Nick asks if itâ€™s really not possible to move the meeting â€œback up to Thursday.â€ So tomorrow is Thursday, which means today is Wednesday.
BEP 48 ADV – Cold Calling: Dealing with Objections and Closing the Call
1) When Steve asks for an appointment, what is Lindaâ€™s first response?
â€œMaybe just send me a brochure.â€ Instead of meeting with Steve, she just wants to see some promotional material.
2) What is Lindaâ€™s second objection?
She says she is very busy; she doesnâ€™t have time. This is a very common objection, so you should be ready for this one.
3) How does Steve deal with Lindaâ€™s objections?
Obviously each objection requires a slightly different approach, but you notice that Steve deals with each objection briefly and respectfully. He acknowledges Lindaâ€™s concern, then turns around and asks for an appointment again. To use a tennis analogy that is common in business, this is â€œleaving the ball in Lindaâ€™s court.â€
BEP 47 ADV – Cold Calling: Clarifying Benefits and Making a Pitch
1) Whatâ€™s the main issue or problem that Linda sees with her current system?
Linda says that itâ€™s â€œunwieldy,â€ which means itâ€™s difficult to use or handle. This is the main issue. As Steve says, Lindaâ€™s current service is not centralized and itâ€™s too complex. Also, Linda mentions that there are frequent technical problems.
2) What does Steve mean by a â€œone-stopâ€ service?
Steve is selling one centralized service that handles all conferencing needs, including booking meeting rooms and audio, video and web conferencing. Itâ€™s a â€œone-stopâ€ service because the customer only needs to use one supplierâ€”one â€œstopâ€â€”to satisfy all its needs.
3) What does Linda suggest instead of meeting with Steve?
She wants him just to send her a brochure. But he successfully turns around this negative response in order to schedule a meeting with her.
BEP 46 ADV â€“ Cold Calling: Getting off to a Good Start
1) Does Lindaâ€™s company use audio and video conferencing?
Yes. In reply to this question, Linda says, â€œA lot.â€ This is a strong sign to Steve that he has reached a good prospect, or potential customer.
2) What is the benefit of the service that Steve is selling?
Steve says that using his service means â€œyou can save money while dramatically increasing the effectiveness and efficiency of conferencing.â€
3) How does Linda describe the current system?
Linda says that itâ€™s â€œunwieldy,â€ which means itâ€™s difficult to use or handle.
BEP 45 INT – Socializing: Keeping a Conversation Going
1) Near the beginning of the dialogue, Penny changes the subject. What was the old subject and what is the new subject?
The old subject was â€œthe speechâ€ – probably a speech that they had just seen at the conference. The new subject is â€œthe talent showcase,â€ where Penny has seen that George ran a marathon in his spare time.
2) Where has Penny seen George before?
Perhaps many places, but we can at least be sure that she has seen him in â€œthe talent showcase.â€
One of Georgeâ€™s hobbies is running. He has run a marathon.
4) What does George mean when he says â€œItâ€™s not really such a big deal.â€?
â€œNot a big dealâ€ means itâ€™s not very extraordinary. George uses this idiom to describe his participation in the marathon. This is a way showing modesty.
5) Is Penny going to join George in next yearâ€™s event?
Maybe. She says she is interested in giving it a try. And who knows? This could be the beginning of a romance.
BEP 44 INT – Socializing: Striking up a Converstaion
2) What does Penny think about the speech?
She says itâ€™s â€œinteresting,â€ though this may just be a way of starting a conversation with George.
3) Have Pat and George already met?
Yes. They met each other last year in Australia, though George doesnâ€™t seem to remember Pat so well.
4) Does George have time to talk to Pat?
Apparently not. He has to make a phone call, though this may likely just be a polite excuse to end the conversation.
BEP 43 INT – Opening and Managing Meetings (Part 2)
1) How much money can Daneline Singapore save by outsourcing cleaning?
Apparently not. He says itâ€™s â€œunhealthy.â€
3) Does Dave agree with the strategy of outsourcing cleaning?
No, he thinks itâ€™s â€œharsh,â€ that is not nice, to get rid of staff that have been working together with them for years. He also worries about what it will do to morale.
4) How does Dave suggest dealing with the brochure redesign?
Dave suggests a compromise: limited redesign. We can assume that this strategy will both save some money and keep some of the redesign benefits.
BEP 42 INT – Opening and Managing Meetings (Part 1)
1) What is the amount of the budget shortfall?
2) Why doesnâ€™t Sandra have a copy of the Agenda?
She has some IT problems and didnâ€™t receive her email. She thinks the email server might be down.
3) How many possible cuts are under discussion?
10 areas have been identified for potential cuts.
4) What is the first item on the agenda?
Outsourcing cleaning of the office.
BEP 41 ADV – Job Interviews: First Round Interview (Part 2)
1) What is Williamâ€™s proudest achievement?
After being promoted to assistant manager, he reduced the non-performing rate of loans and revolving credit under his responsibility from 5% to .3%.
2) What is Williamâ€™s greatest strength?
According to William, his greatest strength is his flexibility in perspective – his ability to analyze new ideas and concepts and to adapt to new circumstances.
3) What does William say is his greatest weakness?
William says his greatest weakness is his tendency to work too hard – he loves his job; however, he is learning to get his tendency to overwork under control.
4) Is William happy at his current job?
Earlier he says he loves his job; however, he also says that he does not feel that he has enough room for advancement at his current position.
5) Is William very concerned about compensation?
Apparently not. He says he trusts Mike to give him an offer that would be a fair amount for a person with his qualifications. Could this be a mistake?
BEP 40 ADV – Job Interviews: First Round Interview
Itâ€™s atrocious, which means very, very bad. Mikes says he is impressed that William made it on time.
2) How long has William been working at his current job?
For 10 years, first as a loan officer and for the past three years as a branch assistant manager.
3) What kind of business does he mainly handle?
Revolving credit and new and short- and long-term fixed asset loans.
4) How does William describe his personality?
He says he â€œthrives on challenge,â€ â€œworks well under pressureâ€ and would describe himself as â€œdetail orientedâ€ and â€œproactive.â€
5) What does William mean by a participatory and situational leadership style?
Participatory and situational leadership style describes a way of managing that tries to use influence rather than authority to lead. Here participatory means encouraging staff to participate. Situational means to act according to how each different situation requires.
BEP 39 INT: Reporting: Project Update
1) What is Joe, the site engineer, worried about?
Joeâ€™s worried that the A380 aft (rear) door might damage the new jetway extension.
2) Does Rudi think heâ€™s right?
Yes. Rudi agrees with Joe and says that Joe is â€œon the ball,â€ which means to have ability and be alert.
3) How do they plan to respond to the problem?
Modify/change the jetway extension.
4) How does Wolfgang, the boss, feel about the solution?
Wolfgang is cautious about committing the company to â€œone offs,â€ special solutions that take time and resources but canâ€™t be repeated for other companies. But he also thinks that the solution proposed by Joe and Rudi demonstrates AirMechâ€™s good service attitude, and could be used as a marketing tool.
BEP 38 INT: Describing a Procedure
1) Do Felipe and Sandy already know each other?
Yes. When Felipe hears that itâ€™s Sandy on the phone, he jokingly says â€œNot again!â€
2) What is the problem with Sandyâ€™s computer?
She has accidentally deleted her email account in Microsoft Outlook, so she canâ€™t receive email.
3) Is Sandy good with computers?
No. She herself admits that sheâ€™s not good with computers. Fortunately, Felipeâ€™s directions are good. But, on the other hand, she could have just been using the computer problem as an excuse to talk to Felipe.
4) What else does Sandy want from Felipe, besides help with her computer?
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Pingback: BEP 111 ADV - Negotiations: Relationship Building | Business English Pod :: The Business English Podcast for ESL Workplace English Training
Pingback: BEP 112 ADV - Negotiations: Getting Started | Business English Pod :: The Business English Podcast for ESL Workplace English Training
Pingback: BVP 03 Business Vocabulary - Office Manager | Learn Business English :: Business English Pod
Pingback: BEP 115 ADV - Presentations: Describing Trends | Learn Business English :: Business English Pod
Pingback: BEP 99 ADV - Negotiating: Negotiation Strategy (Part 2) | Learn Business English :: Business English Pod
Pingback: BEP 82 ADV - Job Interviews: Previous Experience (Part 1) | Learn Business English :: Business English Pod
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Pingback: BEP 117 ADV - Negotiations: Clarifying and Evaluating Positions | Learn Business English with Business English Pod
Pingback: BEP 118 ADV - Negotiations: Declining an Offer whilst Maintaining Goodwill | Learn Business English with Business English Pod
Pingback: BEP 45 INT - Socializing: Keeping a Conversation Going | Learn Business English with Business English Pod
Pingback: BEP 72 INT - Telephoning: Leaving a Voicemail Message | Business English Pod :: Learn Business English
Pingback: BEP 120 INT - Telephoning: Checking on an Order | Business English Pod :: Learn Business English
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I need to study negotiation strategy for tribal conflict
negotiation between two parties in conflict resolution
Thanks a million. I need help in all aspects of management. I will appreciate topics on restructing (change) an organization and motivating stubborn and negative employees to see value in your vision for change.
Pingback: BEP 123 ADV - Negotiations: Closing the Deal | Business English Pod :: Learn Business English
Pingback: BEP 124 INT - Travel: Checking Out of a Hotel | Business English Pod :: Learn Business English
Pingback: BEP 125 INT - Travel: Renting a Car | Business English Pod :: Learn Business English
I need help in all aspects,i wont to study marketing.Business English is the only thing i can think of at the moment for my learning,writing and skill in speech.
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