Listening BE2 – Unit 9: INTERNATIONAL MARKETS
Task 9.1:
Task 9.2:
Listen again and find expressions that mean the following
1. where each side wants to do better than the other
2. where there is a lot of argument and disagreement
3. where only one side can get what they want
4. where both sides work together
5. where both sides get what they want
6. suitable for the situation
7. very ready
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Task 9.3:
An Executive Vice President of Coca-Cola (UK), is talking about negotiating.
Listen to the first part of the interview.

1. What does he say that the letters L-I-M stand for?

L............................... I.................................. M..............................

2. In the negotiation that the speaker describes, what was his L-I-M?
- ...............................................................................................................................
- ...............................................................................................................................
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- ...............................................................................................................................
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Task 9.4:
Listen and complete these extracts with NO MORE THAN FOUR WORDS

a) These are things that have worked for myself and the people I've worked with, and it's more
around (1)…………………….

b) And I guess the first one is to (2)...................... who the (3)....................... is. So that's the
first tip, make sure you know who (4)……………………

c) And in their enthusiasm, they (5)....................., rather than (6)…............... . What they
haven't done is (7)………….......... the buyer's need.

d) ... once you've made the sale, (8)................... . I think it's very important: (9) .................. ,
reinforce the buyer's decision - everybody likes to feel they've made a good decision - and then
(10)………………….
Task 9.5:

Listen to five extracts from negotiations, and decide what each speaker is doing.
• Write one letter (a-e) next to the number of the speaker
• Use each letter once

Speaker 1 ………………….. a) exploring positions

Speaker 2 ………………….. b) making a concession
Speaker 3 ………………….. c) checking understanding
Speaker 4 ………………….. d) refusing an offer
Speaker 5 ………………….. e) playing for time

Task 9.6:
Aglizer, a multinational fertiliser producer, has been in negotiations with the
government of the island of Tulumbiki.
Listen to the radio newscast. Complete the sentences below with the correct
alternative - a, b or c. You will hear the newscast twice.

1. Negotiations_______________.
a) are cancelled b) have been delayed c) have finished
2. Aglizer and the Tulumbiki government were negotiating about_______________.
a) building a plant
b) a construction project that was cancelled
c) tough laws that apply to foreign businesses
3. Aglizer stopped the project because_______________.
a) the locals objected
b) they failed to raise enough capital
c) the government refused to grant permits
4. Now the project will_______________.
a) be moved to a different location
b) not be allowed to continue
c) go ahead but be run by a government-owned company
5. As a result of the decision,_______________.
a) laws will be changed to make construction projects easier to approve
b) Tulumbiki is still seen as a good place for foreign investment
c) Aglizer will not be allowed to do business in Tulumbiki in the future