BEP 268 – Strategic Negotiations 5: Recovering from Setbacks

Learn language for overcoming a setback during a strategic negotiation.

Lesson Objectives

  • Presenting a problem.
  • Introducing a different opportunity.
  • Giving evidence for a proposition.
  • Narrowing the focus of a proposition.
  • Requesting more time to problem solve.

In the dialog, we will hear Mike, who works for an auto parts company called Sigma. Mike is talking with Lisa, the lead negotiator for NVP, a Japanese distributor. Sigma and NVP were trying to negotiate a partnership to distribute Sigma’s products in east Asia. The key to that deal was Sigma getting out of an existing arrangement with a Chinese distributor called Wuhan Auto. Today we’ll hear Mike and Lisa try to overcome that obstacle.

Lesson Content: Audio | PDF Transcript  | Lesson Module

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