{"id":135,"date":"2008-06-16T11:51:37","date_gmt":"2008-06-16T03:51:37","guid":{"rendered":"http:\/\/www.businessenglishpod.com\/learningcenter2\/?p=135"},"modified":"2008-12-31T02:56:24","modified_gmt":"2008-12-30T18:56:24","slug":"bep-99-adv-study-notes-exercises-negotiation-strategy-part-2","status":"publish","type":"post","link":"https:\/\/www.businessenglishpod.com\/learningcenter2\/2008\/06\/16\/bep-99-adv-study-notes-exercises-negotiation-strategy-part-2\/","title":{"rendered":"BEP 99 ADV (Study Notes) &#8211; Negotiation Strategy 2"},"content":{"rendered":"<p>This is the second in a two-part advanced business English series on negotiation strategy. <\/p>\n<p>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.<br \/>\n<!--more--><br \/>\nToday&#8217;s podcast continues the interview with Bryan. In the dialog, we&#8217;ll learn five important elements of strategy &#8211; parties, interests, value, power and ethics. And along the way we&#8217;ll study useful vocabulary and idioms.<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><br \/>\n  <strong><a href=\"http:\/\/www.businessenglishpod.com\/learningcenter2\/listening-quiz\/\">Listening Questions<\/a><\/strong><\/p>\n<p><a href=\"#\" onclick=\"showhide('332'); return(false);\"><strong>1) <\/strong>What is the interviewer talking about when he refers to a &#8220;trap?&#8221;    <\/a><\/p>\n<p id=\"332\" style=\"display: none\"> <font color=\"#ff0000\"> <strong> The interviewer uses &#8220;trap&#8221; 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. <\/strong><\/font><\/p>\n<p><a href=\"#\" onclick=\"showhide('333'); return(false);\"><strong>2) <\/strong>How does Bryan say we should think about interests?  <\/a><\/p>\n<p id=\"333\" style=\"display: none\"> <font color=\"#ff0000\"> <strong>Bryan says we should think creatively about interests: We should think of the real goals of our opposite number &#8211; the person with whom we are negotiating &#8211; and use this creative thinking to find new ways to create value for all sides.<\/strong><\/font><\/p>\n<p><a href=\"#\" onclick=\"showhide('334'); return(false);\"><strong>3) <\/strong>In the interview, we learn that overcoming blockage &#8211; that is, getting past problems &#8211; is not just about reaching the agreement but also about maximizing what?<\/a><\/p>\n<p id=\"334\" style=\"display: none\"> <font color=\"#ff0000\"> <strong>As Bryan and the interviewer discuss, we shouldn&#8217;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. <\/strong><\/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\/135\/0\/BEP099ADV-Negotiation_Strategy2.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\/135\/0\/BEP099ADV-Negotiation_Strategy2.mp3\" target=\"_blank\"><strong>Podcast<\/strong><\/a><\/td>\n<td height=\"28\"><a href=\"http:\/\/www.businessenglishpod.com\/learningcenter\/Premium2008\/exercises\/BEP99QIZ.html\">Negotiating Strategy 2 &#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\/BEP99CLZ.html\">Negotiating Strategy 2 &#8211; Gap-fill Exercise<\/a><\/td>\n<\/tr>\n<tr>\n<td rowspan=\"2\"><a href=\"http:\/\/www.businessenglishpod.com\/learningcenter\/Premium2008\/phrasecasts\/BEP99PC.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\/BEP99PC.mp3\" target=\"_blank\">Phrase-Cast<\/a> <\/strong><\/td>\n<td height=\"28\"><a href=\"http:\/\/www.businessenglishpod.com\/learningcenter\/Premium2008\/exercises\/BEP99TRS.html\">Negotiating Strategy 2 &#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\/BEP99LAN1.html\">Negotiating Strategy 2 &#8211; Parties and Interests<\/a><\/td>\n<\/tr>\n<tr>\n<td rowspan=\"2\"><a href=\"http:\/\/www.businessenglishpod.com\/learningcenter\/Premium2008\/transcripts\/BEP099SN-Negotiation_Strategy2.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\/BEP099SN-Negotiation_Strategy2.pdf\" target=\"_blank\"><strong>Study Notes <\/strong><\/a> <\/strong><\/td>\n<td height=\"28\"><a href=\"http:\/\/www.businessenglishpod.com\/learningcenter\/Premium2008\/exercises\/BEP99LAN2.html\">Negotiating Strategy 2 &#8211; Synergy and Thinking Outside the Box<\/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\/BEP99LAN3.html\">Negotiating Strategy 2 &#8211; Overcoming Blockage <\/a><\/td>\n<\/tr>\n<tr>\n<td rowspan=\"2\"><a href=\"http:\/\/www.businessenglishpod.com\/learningcenter\/Premium2008\/transcripts\/BEP099SN-Negotiation_Strategy2.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\/BEP99LAN4.html\">Negotiating Strategy 2 &#8211; Business Ethics<\/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\/BEP99LAN5.html\">Negotiating Strategy 2 &#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\/BEP99VOC.html\">Negotiating Strategy 2 &#8211; Flashcards<\/a><\/td>\n<\/tr>\n<\/table>\n","protected":false},"excerpt":{"rendered":"<p>This is the second in a two-part advanced business English series on negotiation strategy. 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 [&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\/135"}],"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=135"}],"version-history":[{"count":1,"href":"https:\/\/www.businessenglishpod.com\/learningcenter2\/wp-json\/wp\/v2\/posts\/135\/revisions"}],"predecessor-version":[{"id":195,"href":"https:\/\/www.businessenglishpod.com\/learningcenter2\/wp-json\/wp\/v2\/posts\/135\/revisions\/195"}],"wp:attachment":[{"href":"https:\/\/www.businessenglishpod.com\/learningcenter2\/wp-json\/wp\/v2\/media?parent=135"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.businessenglishpod.com\/learningcenter2\/wp-json\/wp\/v2\/categories?post=135"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.businessenglishpod.com\/learningcenter2\/wp-json\/wp\/v2\/tags?post=135"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}