{"id":158,"date":"2008-11-03T16:23:33","date_gmt":"2008-11-03T08:23:33","guid":{"rendered":"http:\/\/www.businessenglishpod.com\/learningcenter2\/?p=158"},"modified":"2020-12-15T11:44:44","modified_gmt":"2020-12-15T11:44:44","slug":"bep-122-adv-study-notes-negotiations-overcoming-blockage","status":"publish","type":"post","link":"https:\/\/www.businessenglishpod.com\/learningcenter2\/2008\/11\/03\/bep-122-adv-study-notes-negotiations-overcoming-blockage\/","title":{"rendered":"BEP 122 ADV (Study Notes) &#8211; Negotiations: Overcoming Blockage"},"content":{"rendered":"<p><strong><span style=\"color: #800000;\">Preview the new Flash quizzes<\/span><\/strong> (opens in new window):  <a href=\"http:\/\/www.businessenglishpod.com\/quiz\/BEP122\/BEP122player.html\"  target=\"_blank\"><img decoding=\"async\" src=\"http:\/\/www.businessenglishpod.com\/Images\/flash_button.gif\" alt=\"Launch Flash Quiz\" border=\"0\"\/><\/a> <\/p>\n<p>In today&#8217;s podcast on negotiation skills, we will discuss how to overcome blockage in a negotiation.  In particular, we&#8217;ll focus on identifying stumbling blocks, exploring alternatives, and moving towards agreement.<\/p>\n<p>Usually we think of blockage in terms of stumbling blocks, or obstacles, to agreement. But blockage can also be any impediment to creating maximum value. In other words, we&#8217;re not only interested in removing obstacles to a deal but also in removing obstacles to a better deal. Doing this successfully often requires thinking outside the box, that is, thinking creatively.\n<\/p>\n<p><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><\/p>\n<p>  <strong><a href=\"http:\/\/www.businessenglishpod.com\/learningcenter2\/listening-quiz\/\">Listening Questions:<\/a><\/strong><\/p>\n<p>  <a href=\"#\" onclick=\"showhide('384'); return(false);\"><strong>1) <\/strong> How does Peter suggest restarting talks with Maxine?  <\/a><\/p>\n<p id=\"384\" style=\"display: none\"> <font color=\"#ff0000\">He says he has been &#8220;thinking about&#8221; their companies, and if she is still open to the idea he &#8220;was wondering&#8221; if they could &#8220;get together to talk briefly about some other possibilities.&#8221; Overall, the tone of Peter&#8217;s suggestion is positive and the content is not too specific. At this point, he is just trying to get Maxine interested.<\/font><\/p>\n<p><a href=\"#\" onclick=\"showhide('385'); return(false);\"><strong>2) <\/strong>What does Peter identifying as the main stumbling block to a deal?  <\/a><\/p>\n<p id=\"385\" style=\"display: none\"> <font color=\"#ff0000\">Peter identifies price as the main stumbling block to a deal.<\/font><\/p>\n<p><a href=\"#\" onclick=\"showhide('386'); return(false);\"><strong>3) <\/strong> What does Peter mean when he says, &#8220;It&#8217;s not a question of growth for us, it&#8217;s a question of survival.&#8221; <\/a><\/p>\n<p id=\"386\" style=\"display: none\"> <font color=\"#ff0000\">Peter describes how the overall market tendency is towards increasing consolidation of companies. He is saying that small companies like his and Maxine&#8217;s must merge to have a chance to survive in the new market. <\/font><\/p>\n<p><a href=\"#\" onclick=\"showhide('387'); return(false);\"><strong>4) <\/strong> What is Peter&#8217;s key insight that enables Maxine and him to overcome their blockage? <\/a><\/p>\n<p id=\"387\" style=\"display: none\"> <font color=\"#ff0000\">Peter&#8217;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.<\/font><\/p>\n<table width=\"630\" height=\"299\" 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\/158\/0\/BEP122ADV-Overcoming_Blockage.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=\"130\"><a href=\"http:\/\/www.businessenglishpod.com\/learningcenter2\/podpress_trac\/web\/158\/0\/BEP122ADV-Overcoming_Blockage.mp3\" target=\"_blank\"><strong>Podcast<\/strong><\/a><\/td>\n<td height=\"28\"><a href=\"http:\/\/www.businessenglishpod.com\/learningcenter\/Premium2008\/exercises\/BEP122QIZ.html\">Overcoming Obstacles &#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\/BEP122CLZ.html\">Overcoming Obstacles &#8211; Gap-fill Exercise<\/a><\/td>\n<\/tr>\n<tr>\n<td rowspan=\"2\"><a href=\"http:\/\/www.businessenglishpod.com\/learningcenter\/Premium2008\/phrasecasts\/BEP122PC.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\/BEP122PC.mp3\" target=\"_blank\">Phrase-Cast<\/a> <\/strong><\/td>\n<td height=\"28\"><a href=\"http:\/\/www.businessenglishpod.com\/learningcenter\/Premium2008\/exercises\/BEP122TRS.html\">Overcoming Obstacles &#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\/BEP122LAN1.html\">Overcoming Obstacles &#8211; Restarting Talks<\/a><\/td>\n<\/tr>\n<tr>\n<td rowspan=\"2\"><a href=\"http:\/\/www.businessenglishpod.com\/learningcenter\/Premium2008\/transcripts\/BEP122SN-Overcoming_Blockage.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\/BEP122SN-Overcoming_Blockage.pdf\" target=\"_blank\"><strong>Study Notes <\/strong><\/a> <\/strong><\/td>\n<td height=\"28\"><a href=\"http:\/\/www.businessenglishpod.com\/learningcenter\/Premium2008\/exercises\/BEP122LAN2.html\">Overcoming Obstacles &#8211; Identifying Obstacles<\/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\/BEP122LAN3.html\">Overcoming Obstacles &#8211; Exploring Alternatives<\/a><\/td>\n<\/tr>\n<tr>\n<td rowspan=\"2\"><a href=\"http:\/\/www.businessenglishpod.com\/learningcenter\/Premium2008\/transcripts\/BEP122SN-Overcoming_Blockage.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\/BEP122LAN4.html\">Overcoming Obstacles &#8211; Taking Action<\/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\/BEP122LAN5.html\">Overcoming Obstacles &#8211; Vocabulary Review<\/a><\/td>\n<\/tr>\n<tr>\n<td rowspan=\"2\">&nbsp;<\/td>\n<\/tr>\n<tr>\n<td height=\"28\">&nbsp;<\/td>\n<td height=\"28\"><a href=\"http:\/\/www.businessenglishpod.com\/learningcenter\/Premium2008\/exercises\/BEP122VOC.html\">Overcoming Obstacles &#8211; Flashcards<\/a><\/td>\n<\/tr>\n<\/table>\n","protected":false},"excerpt":{"rendered":"<p>Preview the new Flash quizzes (opens in new window): In today&#8217;s podcast on negotiation skills, we will discuss how to overcome blockage in a negotiation. In particular, we&#8217;ll focus on identifying stumbling blocks, exploring alternatives, and moving towards agreement. Usually we think of blockage in terms of stumbling blocks, or obstacles, to agreement. But blockage [&hellip;]<\/p>\n","protected":false},"author":1,"featured_media":0,"comment_status":"closed","ping_status":"closed","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\/158"}],"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=158"}],"version-history":[{"count":3,"href":"https:\/\/www.businessenglishpod.com\/learningcenter2\/wp-json\/wp\/v2\/posts\/158\/revisions"}],"predecessor-version":[{"id":174,"href":"https:\/\/www.businessenglishpod.com\/learningcenter2\/wp-json\/wp\/v2\/posts\/158\/revisions\/174"}],"wp:attachment":[{"href":"https:\/\/www.businessenglishpod.com\/learningcenter2\/wp-json\/wp\/v2\/media?parent=158"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.businessenglishpod.com\/learningcenter2\/wp-json\/wp\/v2\/categories?post=158"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.businessenglishpod.com\/learningcenter2\/wp-json\/wp\/v2\/tags?post=158"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}