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Business Negotiation 2


First, we will check the points in this lesson. Please repeat after me.

1. Successful negotiation requires the ability to ask, listen to, and affirm what the other side is saying.
2. Listen to the proposal and identify the problem. Use expressions like, “What’s your policy on…?” and “How did you arrive at that?”
3. It’s important to listen to and confirm what the other side is saying. Be sure to fully comprehend the area of disagreement by saying, “The area where we disagree is…”

We will read aloud the dialogue below. Once we are done, we will switch roles and read aloud the dialogue again. I will check your pronunciation and intonation.
(Please send the mispronounced words and expressions to your student.)

A: What’s your policy on cost for large orders?
B: Our policy for large orders doesn’t differ from our policy on smaller orders.
A: I see. How did you arrive at that?
B: Cost is based on each individual unit sold
A: So the area we disagree on is your policy on discounts?
B: It appears so. How many units are you interested in purchasing?
A: We are interested in 100 units to begin with, but of course it depends on price.
A: Okay, I think I understand where you’re coming from.

Now, let’s review some words and expressions from part B_2.
(Please review the mispronounced words and expressions from part B_2.)



Now, please answer the following questions. I will check if your sentences are complete and if the grammar is correct.


1. Think of a time when you had to work out a disagreement. Were you able to listen to the other side?
2. Do you consider yourself a good listener?
3. Are you able to listen objectively?

Now, let’s review your answers.
(Please review your student’s answers by sending the correct answers in complete sentences. After that, ask your student to read aloud his or her corrected answers.)



Let’s do a role play with the given situations.


Situation: You are a representative of the purchaser. You need to clarify the supplier’s side and confirm your understanding of the situation.

(Your tutor will pretend to be the representative of the supplier.)
Expressions: – What’s your policy on…
– The area where we disagree is…

Expert Business: Evaluation and Giving Feedback


Let’s practice some expressions. I will read each sentence first. Please read after me.

When briefing tasks to employees , we may use the following expressions:

  1. I called for this meeting to brief you on a project that we are going to work on at the highest priority.
  2. I need you to oversee the developments of this project.
  3. Please make an assessment of our current resources based on that report. 
  4. You are assigned to look into the feasibility of this project’s completion in 3 months.

Let’s read the dialogue. I will be Mr. Evans and you will be Ms. Robins. After reading it once, we’ll switch roles.


One morning, Mr. Evans called for a meeting to brief Ms. Robins on an important project.

Good morning, Ms. Robins. Thank you for making it despite the short notice. Please have a seat. As you already know, the company is set to launch new marketing campaigns across Central Europe within the next 8 months. I want you and your team to look into the feasibility of providing customer services here in the head office. Currently, the sales department on our branch offices handles everything concerning customer relations, but it is expected they will not be able to handle the influx of customers when the campaigns start.
Understood. May I ask which branch office are we assigned to coordinate with?

You and your team will be assigned to coordinate with one of the branch offices in Germany–the one in Berlin.
Duly noted. Here is the report you requested about the current operations.

Thank you. I will review your report as soon as I can. Here is mine. Please make an assessment of our current resources based on that report. Also, could you prepare a list of customer concerns and related processes that you and your team can handle?
Sure, I could do that. Allow me to get back with you on Friday.

Thank you. Let us keep each other posted on the latest developments.

Please answer the questions based on the dialogue.

1. What did Mr. Evans want Ms. Robins to do with his report?
Answer: ________________
2. What tasks did Mr. Evans give Ms. Robins?
Answer: ________________

Choose the correct meaning of the underlined word in each sentence.

  1. a. activities done to achieve goals
  2. c. possibility
  3. b. mass arrival


  1. The latest marketing campaign is successful.
    1. activities done to achieve goals
    2. management of people to achieve goals
    3. suggestions rejected to maximize performance
  2. The feasibility of this project to be depends on the team’s resourcefulness.
    1. ability
    2. future
    3. possibility
  3. The influx of customers is unexpected.
    1. anger
    2. mass arrival
    3. slow arrival

Let’s talk. Please answer my questions.

1. Was there ever a time you were frustrated at work because of unclear instructions given by your colleagues? How did you deal with the situation?
Answer: ________________
2. Have you ever experienced being given tasks with impractical and unattainable goals/objectives? How did you deal with the situation?
Answer: ________________

Please tell me what you will do given the following situations.

1. You were given tasks to complete on a very tight schedule, and you know you would not be able to finish them because you would be on a week-long vacation. What would you do?
Answer: ________________
2. You and your team were briefed on a new project, but you failed to take note of a few important details about the project. You knew that you would not be able to accomplish your tasks as intended because of that. What would you do?
Answer: ________________