Clip I

Listen to the clip. In what sense are the following words used?

1. environment

a) the air, water and land on earth

b) the place, conditions, etc. in which something happens

2. feedback

a) advice, criticism, etc. about how useful something is

b) a very unpleasant high noise caused when a microphone is in the wrong place

3. vehicle

a) something that is used to achieve a particular result

b) a car, bus, truck, etc.

4. format

a) the form in which information, etc. is communicated

b) used to talk about videos, CDs, etc. in relation to the equipment they can be played on

5. workshop

a) a room where tools and machines are used for making or repairing things
b) a meeting of people who try to learn something by practising it

6. habit

a) something that you do regularly, often without thinking

b) a long piece of clothing used by some religious groups

7. degree

a) a course of study at a university, and the related qualification

b) the level or amount of something

Clip 2

Listen to the clip. Fill in the gaps.

Yes, this is a good point. Um, there is no one way to [1]. There are many different ways to negotiate. The
[2] misnomer is that people find one way of negotiating and they don't change. In fact, this concept of
[3] – that's what we teach – says that there is no one way, there are many different ways, ranging from
the very [4], very high-conflict negotiations that are generally win–lose, all the way through to the very,
very [5] negotiations, which are deemed as win–win. And there's no right or wrong, or there's no good or
bad, it's just what's appropriate to the [6] that you either find yourself in as a negotiator or, better still,
the [7] that you put yourself in, if you're really in charge of that negotiation and if you're really well [8].

Clip 3

Listen to the clip. Read along while listening and correct the mistakes you hear.

… effective negotiators are able to watch for when there is more space for negotiation. What I mean by
that is, the ability to be able to look out and see what we call 'soft show give-aways'. These are the small
bits of language around proposals that will tell you that the man you are talking to, the person on the
other side of the table, has more negotiation room. And these are words like 'I'm looking for …
somewhere around ... in the region of… around about … I'd like … I'm hoping for … currently … right now
… probably. These are words that negotiators spot to help them understand just how moveable the
other side is. And so language itself is very important and the control of that language; but also the
ability to listen. Because the more information you have, the more powerful you become, because
intelligence is power.