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Brenda and Mitch are both owners of mid-sized recycling companies. Brenda is
negotiating the sale of a business unit in her company to Mitch. To review the
skills and language practiced in this episode, put the following negotiation dialog
in order. The first one has been done for you.
After you have finished, identify the function of each phrase, i.e., stating your
position, clarifying positions, giving reasons, evaluating positions, making a final
offer, expressing dissatisfaction, or maintaining goodwill. (There are two
examples of maintaining goodwill – all others are only represented by one dialog
phrase.)
Brenda: Frankly I must say that we have to be very firm on this 1. (Stating your position)
point.
Mitch: That’s just too rich for our blood.
Mitch: Well, if the number is 11 million, I think it’s really tough
to see where the value is for our side.
Brenda: I’m sorry to hear that you put it that way.
Brenda: That’s our final offer. That’s already as far as we low
as we can go at this point.
Mitch: Obviously, though, there are other areas where we’ll be
able to work together.
Brenda: Yes, and let me be clear about my reason – as I’ve
said before, I don’t think you are putting a proper price on our
assets.
Brenda: Yes, I agree. I look forward to further discussions.
Mitch: Okay, so as I see it, this is the position at the moment:
You can’t accept a penny less than 11 million, but we’re not will
to pay more than 10.
B. Expressing Regret and Maintaining Goodwill
To review important language for expressing regret and maintaining goodwill, fill
in the blanks with words from the box:
Long
Committed
Emphasize
Work
See
Support
Opinions
Feel
Partnership
Frustrating
1. I’m sorry to hear that you ________ that way.
2. It’s too bad that we __________ things differently on this issue.
3. Well, obviously this is _________ for both sides.
4. Obviously, though, there are other areas where we’ll be able to _________
together.
5. I would still like to _________ how much we appreciate our
___________.
6. Despite our differences of __________, we are __________ to a
___________ -term partnership.
7. Your ____________ means a lot to us.
© 2009 All rights reserved: www.business english pod.com 65
Successful Negotiations
Answers
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