{"id":133,"date":"2008-06-09T13:25:05","date_gmt":"2008-06-09T05:25:05","guid":{"rendered":"http:\/\/www.businessenglishpod.com\/learningcenter2\/?p=133"},"modified":"2008-12-31T03:08:47","modified_gmt":"2008-12-30T19:08:47","slug":"bep-98-adv-study-notes-negotiation-strategy-1","status":"publish","type":"post","link":"https:\/\/www.businessenglishpod.com\/learningcenter2\/2008\/06\/09\/bep-98-adv-study-notes-negotiation-strategy-1\/","title":{"rendered":"BEP 98 ADV (Study Notes) &#8211; Negotiation Strategy 1"},"content":{"rendered":"<p>Today&#8217;s Business English Podcast is the first in a two-part series on the fundamentals of negotiation strategy. Over the coming months we&#8217;ll explore the language of negotiating in English in a series of podcasts that look at several typical business negotiations and the language used in each stage of the negotiating process.<\/p>\n<p>We&#8217;ll be hearing an interview with experienced management consultant Brian Fields. Brian discusses key concepts and important strategic considerations for negotiating in English.<br \/>\n<!--more--><br \/>\n <script>function showhide(id){ \tif (document.getElementById){ \t\tobj = document.getElementById(id); \t\tif (obj.style.display == \"none\"){ \t\t\tobj.style.display = \"\"; \t\t} else { \t\t\tobj.style.display = \"none\"; \t\t} \t} } <\/script><strong><a href=\"http:\/\/www.businessenglishpod.com\/learningcenter2\/listening-quiz\/\">Listening Questions<\/a><\/strong><\/p>\n<p>  <a href=\"#\" onclick=\"showhide('329'); return(false);\"><strong>1) <\/strong>What are the top mistakes people make in a negotiation?    <\/a><\/p>\n<p id=\"329\" style=\"display: none\"> <font color=\"#ff0000\"> <strong> Brian says that a top mistake people make is to overemphasize price. <\/strong>More generally, he says they focus too much on tactical questions without first developing a coherent strategy.  <\/font><\/p>\n<p><a href=\"#\" onclick=\"showhide('330'); return(false);\"><strong>2) <\/strong>What is a BATNA, or &#8220;best alternative to a negotiated agreement?&#8221;  <\/a><\/p>\n<p id=\"330\" style=\"display: none\"> <font color=\"#ff0000\"> <strong>Your best alternative to a negotiated agreement (BATNA) is what you will do if you don&#8217;t reach an agreement during the negotiation. <\/strong>Your BATNA is what is already available, so your bottom line should be better than your BATNA.<\/font><\/p>\n<p><a href=\"#\" onclick=\"showhide('331'); return(false);\"><strong>3) <\/strong>What does Brian think about the idea of &#8220;win-win&#8221; negotiations? <\/a><\/p>\n<p id=\"331\" style=\"display: none\"> <font color=\"#ff0000\"> <strong>Brian says that win-win has become a bit of a clich\u00c3\u00a9. <\/strong> 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 &#8220;win-win.&#8221;<\/font><\/p>\n<table width=\"630\" height=\"286\" border=\"0\" cellpadding=\"1\" cellspacing=\"3\">\n<tr>\n<th colspan=\"2\" scope=\"col\" height=\"32\">\n<p align=\"left\"><strong>Premium Members <\/strong><\/p>\n<\/th>\n<th scope=\"col\" width=\"416\">\n<p align=\"left\"><strong>Online activities <\/strong><a href=\"http:\/\/www.businessenglishpod.com\/aMember\/signup.php\" target=\"_blank\">(Members \/ Free Trial)<\/a><\/p>\n<\/th>\n<\/tr>\n<tr>\n<td rowspan=\"2\" width=\"66\"><a href=\"http:\/\/www.businessenglishpod.com\/learningcenter2\/podpress_trac\/web\/133\/0\/BEP098ADV-Negotiation_Strategy1.mp3\" target=\"_blank\"><img loading=\"lazy\" decoding=\"async\" src=\"http:\/\/businessenglishpod.com\/images\/podcasts72.jpg\" alt=\"MP3 free download business English podcast lessons - workplace English training dialogs, examples phrases, explanations and ESL speaking practice\" height=\"56\" width=\"56\" \/><\/a><\/td>\n<td height=\"28\" width=\"150\"><a href=\"http:\/\/www.businessenglishpod.com\/learningcenter2\/podpress_trac\/web\/133\/0\/BEP098ADV-Negotiation_Strategy1.mp3\" target=\"_blank\"><strong>Podcast<\/strong><\/a><\/td>\n<td height=\"28\"><a href=\"http:\/\/www.businessenglishpod.com\/learningcenter\/Premium2008\/exercises\/BEP98QIZ.html\">Negotiating Strategy 1 &#8211; Listening Quiz<\/a><\/td>\n<\/tr>\n<tr>\n<td height=\"28\">&nbsp;<\/td>\n<td height=\"28\"><a href=\"http:\/\/www.businessenglishpod.com\/learningcenter\/Premium2008\/exercises\/BEP98CLZ.html\">Negotiating Strategy 1 &#8211; Gap-fill Exercise<\/a><\/td>\n<\/tr>\n<tr>\n<td rowspan=\"2\"><a href=\"http:\/\/www.businessenglishpod.com\/learningcenter\/Premium2008\/phrasecasts\/BEP98PC.mp3\" target=\"_blank\"><img loading=\"lazy\" decoding=\"async\" src=\"http:\/\/businessenglishpod.com\/images\/phrasecast72.jpg\" alt=\"MP3 business English review podcast - practice dialog, useful phrases and ESL speaking practice\" height=\"56\" width=\"56\" \/><\/a><\/td>\n<td height=\"28\"><strong><a href=\"http:\/\/www.businessenglishpod.com\/learningcenter\/Premium2008\/phrasecasts\/BEP98PC.mp3\" target=\"_blank\">Phrase-Cast<\/a> <\/strong><\/td>\n<td height=\"28\"><a href=\"http:\/\/www.businessenglishpod.com\/learningcenter\/Premium2008\/exercises\/BEP98TRS.html\">Negotiating Strategy 1 &#8211; Dialog &amp; Vocabulary<\/a><\/td>\n<\/tr>\n<tr>\n<td height=\"28\">&nbsp;<\/td>\n<td height=\"28\"><a href=\"http:\/\/www.businessenglishpod.com\/learningcenter\/Premium2008\/exercises\/BEP98LAN1.html\">Negotiating Strategy 1 &#8211; Collocations for Negotiations<\/a><\/td>\n<\/tr>\n<tr>\n<td rowspan=\"2\"><a href=\"http:\/\/www.businessenglishpod.com\/learningcenter\/Premium2008\/transcripts\/BEP098SN-Negotiation_Strategy1.pdf\" target=\"_blank\"><img loading=\"lazy\" decoding=\"async\" src=\"http:\/\/businessenglishpod.com\/images\/transcript72.jpg\" alt=\"PDF Lesson transcripts, dialogs, useful language, example phrases, and ESL language practice exercises\" height=\"56\" width=\"56\" \/><\/a><\/td>\n<td height=\"28\"><strong><a href=\"http:\/\/www.businessenglishpod.com\/learningcenter\/Premium2008\/transcripts\/BEP098SN-Negotiation_Strategy1.pdf\" target=\"_blank\"><strong>Study Notes <\/strong><\/a> <\/strong><\/td>\n<td height=\"28\"><a href=\"http:\/\/www.businessenglishpod.com\/learningcenter\/Premium2008\/exercises\/BEP98LAN2.html\">Negotiating Strategy 1 &#8211; Tactics and Strategy<\/a><\/td>\n<\/tr>\n<tr>\n<td height=\"28\">&nbsp;<\/td>\n<td height=\"28\"><a href=\"http:\/\/www.businessenglishpod.com\/learningcenter\/Premium2008\/exercises\/BEP98LAN3.html\">Negotiating Strategy 1 &#8211; BATNA and Bottom Line <\/a><\/td>\n<\/tr>\n<tr>\n<td rowspan=\"2\"><a href=\"http:\/\/www.businessenglishpod.com\/learningcenter\/Premium2008\/transcripts\/BEP098SN-Negotiation_Strategy1.pdf\" target=\"_blank\"><img loading=\"lazy\" decoding=\"async\" src=\"http:\/\/businessenglishpod.com\/images\/word72.jpg\" alt=\"MP3 business English review podcast - practice dialog, useful phrases and ESL speaking practice\" height=\"56\" width=\"56\" \/><\/a><\/td>\n<td height=\"28\"><a href=\"mailto:editor@businessenglishpod.com?subject=Group%20Membership\"><strong>Teachers\/Groups<\/strong><\/a><\/td>\n<td height=\"28\"><a href=\"http:\/\/www.businessenglishpod.com\/learningcenter\/Premium2008\/exercises\/BEP98LAN4.html\">Negotiating Strategy 1 &#8211; Bargaining Chips and Deal Sweeteners<\/a><\/td>\n<\/tr>\n<tr>\n<td height=\"28\"><a href=\"mailto:editor@businessenglishpod.com?subject=Group%20Membership\">Email for  info<\/a><\/td>\n<td height=\"28\"><a href=\"http:\/\/www.businessenglishpod.com\/learningcenter\/Premium2008\/exercises\/BEP98LAN5.html\">Negotiating Strategy 1 &#8211; Vocabulary Review<\/a><\/td>\n<\/tr>\n<tr>\n<td>&nbsp;<\/td>\n<td height=\"28\">&nbsp;<\/td>\n<td height=\"28\"><a href=\"http:\/\/www.businessenglishpod.com\/learningcenter\/Premium2008\/exercises\/BEP98VOC.html\">Negotiating Strategy 1 &#8211; Flashcards<\/a><\/td>\n<\/tr>\n<\/table>\n","protected":false},"excerpt":{"rendered":"<p>Today&#8217;s Business English Podcast is the first in a two-part series on the fundamentals of negotiation strategy. Over the coming months we&#8217;ll explore the language of negotiating in English in a series of podcasts that look at several typical business negotiations and the language used in each stage of the negotiating process. We&#8217;ll be hearing [&hellip;]<\/p>\n","protected":false},"author":1,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":"","_links_to":"","_links_to_target":""},"categories":[11,34,36],"tags":[],"aioseo_notices":[],"_links":{"self":[{"href":"https:\/\/www.businessenglishpod.com\/learningcenter2\/wp-json\/wp\/v2\/posts\/133"}],"collection":[{"href":"https:\/\/www.businessenglishpod.com\/learningcenter2\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.businessenglishpod.com\/learningcenter2\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.businessenglishpod.com\/learningcenter2\/wp-json\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/www.businessenglishpod.com\/learningcenter2\/wp-json\/wp\/v2\/comments?post=133"}],"version-history":[{"count":2,"href":"https:\/\/www.businessenglishpod.com\/learningcenter2\/wp-json\/wp\/v2\/posts\/133\/revisions"}],"predecessor-version":[{"id":202,"href":"https:\/\/www.businessenglishpod.com\/learningcenter2\/wp-json\/wp\/v2\/posts\/133\/revisions\/202"}],"wp:attachment":[{"href":"https:\/\/www.businessenglishpod.com\/learningcenter2\/wp-json\/wp\/v2\/media?parent=133"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.businessenglishpod.com\/learningcenter2\/wp-json\/wp\/v2\/categories?post=133"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.businessenglishpod.com\/learningcenter2\/wp-json\/wp\/v2\/tags?post=133"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}