A. Starting Off on the Right Foot

Put the following jumbled sentences in order to review language for starting off

on the right foot. Write your correct response into the blank below each group of

mixed up words.

1) person it great have to opportunity the to meet you in finally is

2) talk I grateful am for to chance this

3) we things you a lot of great about have heard

4) your you proceeds reputation

B. Exploring Mutual Needs and Establishing Common Interests

Review useful collocations by filing in the blanks with words from the box below.

Taking

Synergy

Change

Outcome

Complementary

Medium

Achieve

Aligned

Common

Value

Explore each other’s needs with a you-attitude

1. What directions are you __________ your business?

2. What would be an ideal __________ for you?

3. What are the top five things you __________ most in a business

relationship?

4. What do you like most about your current supplier, and what would you like

to __________?

5. What are you hoping to __________ in the next year?

6. What are your __________ - and long-term goals?

Establishing common interests

1. We have a lot of __________ ground.

2. There are definitely many areas where our interests are __________.

3. There is great potential for __________ between our two businesses.

4. Our needs in this area __________, don’t you think?

Study Strategy

On a piece of paper draw a small circle. That circle is yourself. Next, draw

several other circles of varying distances from the first to represent the various

people, companies, and organizations with whom you have built relationships.

The distance represents the closeness of the relationship. After you have

finished, consider how all these relationships were formed. Some – like those

with your family – you did not choose. Others you have worked hard to form.

Give a presentation to a friend or a colleague about the relationships, and use

the opportunity to discuss the practices and customs of relationship building in

your culture.

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Successful Negotiations

Answers

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