UNIT 9: INTERNATIONAL MARKETS

LISTENING 2

LECTURER: NG THAO TRANG

LISTENING:
TRAINING FOR NEGOTIATING

Andy Simmons – a partner at The

Gap Partnership, an expert in
negotiating.
CD2.18
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  vehicle (n) a way of achieving, producing, or expressing something.

  a detailed study of a person, group, or thing, especially in order to

case study (n)
show general principles.
  to change something slightly, especially in order to make it more
tweak /twiːk/ (v)
correct, effective, or suitable.
  format (n) a pattern, plan, or arrangement.

  necessary for the success or continued existence of something;

vital (adj)
extremely important.
 ROI – return on the profit from an activity for a particular period compared with the
investment amount invested in it.
Create an environment where people can do.

Keep the learning fresh.

Look at the feedback from negotiations.

CD2.19
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  an active disagreement between people with opposing opinions or
conflict (n)
principles.
  to consider or judge.
deem (v)

  a fact or event that makes a situation the way it is.

circumstance (n)

 misnomer /ˌmɪs a name that is not correct or does not suit what it refers to, or a use
ˈnoʊ.mɚ/ (n) of such a name.
  done together with other people.
co-operative (adj)
 appropriateness
different competitive conflict
co-operative
win-win wrong
circumstances
 competitive
high-conflict
win-lose
co-operative
win-win
appropriate
well-prepared
CD2.20
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  expose (v) to create conditions that allow someone the opportunity to do, learn, or
experience something.
  more important than anything else.
overriding (a)

  a difficult situation that makes you feel worried or unhappy.

pressure (n)

  versatile able to change easily from one activity to another or able to be used for
/ˈvɝː.sə.t̬ əl/ (a) many different purposes.
  scope (n) the opportunity for doing something.
  a person or thing that has the same purpose as another one in a different
counterpart (n)
place or organization.
  adaptable (a) able or willing to change in order to suit different conditions.
  the other end of giving a contrasting/different point opposite to what has been said.
 
the spectrum something that is given free to other people.
  give-away (n) the ability to make yourself do things you know you should do even
when you do not want to.
self-discipline (n)
  examining or liking to examine things in detail, in order to discover
more about them.
analytical (a)
1. Be versatile, be adaptable, be able to change behaviour according to
circumstances, be able to manage conflict and the pressure of face-to-face
negotiation, be able to plan effectively, be analytical, be open-minded and
creative, have self-discipline.

2. Listen for certain language cues – soft exposing give-aways

 scope
listen for exposing
your counterpart

roughly

movable

information
LISTENING PRACTICE
MULTIPLE CHOICE
NOW LISTEN
ANSWER KEY
TAPESCRIPT
F: Good morning, Bill. Nice to see you. Come in and sit down.
M: Morning Ann. I see we have quite a lot to talk about this morning.
the canteen Now, at our last meeting we talked about the
F: Yes, let’s start with (1) _______________.
possibility of making more changes to the canteen – like (2) ___________ it to match the
repainting
(3) new furniture
________________. Also, you offered to ask the staff their opinions about what we’ve
already done. What did you find out?
new recipesespecially after the same old menu he
M: Well, they like the chef’s (4) _____________,
used to produce every week. And they’re happy that we agreed to their request to (5)
open so
________________, forthey
longer
can go there for their breaks as well.
F: Good, so no more problems with the canteen.
M: Um… not quite, there are still complaints.
high prices
F: About the (6) _________________?
M: Oh, they don’t mind paying a little more, and they even like the modern-style chairs that
the company bought. It’s just that now the canteen serves lunch from (7) ____________,
11:45get
the staff who to there
2:15 later aren’t happy about the (8) ___________________ - they say
quality of the
it’s not hot, andfood
there isn’t enough left.
canteen manager
F: Ah… I’ll talk to the (9) _________________ and see what we can do.
M: Thank you.
factory workers’ payAs you know, it’s quite
F: Can we talk also about the (10) ____________________?
unusual for companies to pay staff every week now, and it makes more work for the (11)
finance department
___________________. So, that’s why we want to give them their wages (12)
every 2 weeksWe hope it’s not a problem. I mean, it’s not like the office staff - they’re
_______________.
only paid once a month.
M: Well, I read the memo about it, and I’ve spoken to a lot of the factory workers. I thought
they’d complain very strongly, but in fact they’re (13) ______________ about this
very positive
proposal.
F: That’s good to hear. We certainly have no plans to change the (14)
method of payment just how often we pay them.
___________________,
M: I’ve also spoken to staff about the Managing Director’s proposal to provide some (15)
_______________extra facilities
for company workers. A (16) __________________sports center
was mentioned
quite a lot, you know, squash courts, gymnasium, that kind of thing.
F: So, they want to keep fit at lunchtimes!
M: Not really. In fact, most people just want to relax at lunchtimes. No, they were thinking
Saturdays
they could use it on (17) ____________________ with & Sundays
their families.
F: Yes. Although the MD isn’t keen on a sports centre.
M: Was he thinking of something cheaper?
a large budget
F: That’s not a problem, there’s (18) _______________ for this. He’s not sure that many
people would use it, and in the long term the building would (19) _____________.
stand empty
M: Mm.
F: He’d like to know what other facilities the staff are interested in. Not something like a
swimming pool because there’s already one nearby. Something like a (20) _____________
would please him. Or one or two (21) ______________.
staff library company flats
M: That was a suggestion – somewhere for new employees and their families to stay when
they first join the company. A library wouldn’t be popular, I’m sure.
F: Well, the MD wants a decision soon, the end of the week in fact. What’s the best way
to hear everyone’s opinion? I can’t really organize a vote on it until we know all the
departmental reps
suggestions. Maybe I could ask the (22) ___________________ to collect opinions and
then set up a meeting with all the reps together.

questionnaires
M: I was going to say give everyone (23) ____________ but there isn’t really enough time
– your suggestion’s best.

F: I’ll organize that this week, then.

 
THE END