A. Negotiation Dialog

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.

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Successful Negotiations

Answers

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