A. Useful Language

Review important vocabulary by filling in the blanks in the following sentences

with words we covered in this episode.

1. Often, the most vital step is to recognize real parties to the negotiation and

identify the 1) ___________ decision makers.

2. We asked them a series of questions about their motives and interests to get

a feeling for where they are really 2) _____________ from.

3. A lot of what we are doing in negotiation is looking for 3) ______________

between our companies.

4. In many tough negotiations, it can really help if there is someone on both

sides who can think 4) ________________ the box.

5. Having a clear bottom line can be both a blessing or a 5) ____________ – it’s

often better to be fairly 7) ___________ in your approach.

6. More and more companies are recognizing the great 8) ________________

value in environmental protection.

7. Corporate social 9) ______________ is an area of great potential value to

companies these days, since it can help companies build brand 10)

___________ and loyalty.

B. Prepositions Review

To review useful expression, supply the missing prepositions in the following

sentences.

1. A typical impediment _____ compromise is an overemphasis ______ price.

2. Overcoming blockage is a process of getting rid _____ obstacles _____ the

road ______ an agreement.

3. It was a real challenge _______ remove the barriers that had been set up,

but in the end we succeeded.

4. It is important to removeobstacles ________ reaching an agreement.

Study Strategy

Think of a negotiation that you had recently or that you have watched or know

about. Analyze it in the terms we have learned in this episode and the last. What

were the parties’ BATNAs and bottom lines? Who were the real decision makers?

What were their interests? How did power play a role? Were their any ethical

questions? Did the people involved think outside the box to maximize joint

value? Or was there an overemphasis on price? Prepare a short talk presenting

your findings.

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