Negotiations

BEP 250 – Strategic Negotiations 4: Reaching Agreement

  Learn language for strategic negotiations. Lesson Objectives Easing off an aggressive position. Proposing an exchange. Making a counterproposal. Proposing a compromise. Summarizing areas of agreement. In the dialog, you’ll hear Mike and Lisa negotiating a strategic partnership. Mike represents a US auto parts company called Sigma, while Lisa is leading the negotiation for NVP, …

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BEP 249 – Strategic Negotiations 3: Countering a Position

  Learn language for strategic negotiations. Lesson Objectives Laying out an opening position. Presenting a counter position. Emphasizing a deal breaker. Using strategic tentativeness. Making a strategic threat. As you may remember, the discussion centers around a US auto parts company called Sigma and NVP, a Japanese distributor, who are trying to establish a strategic …

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BEP 242 – Strategic Negotiations 2: Establishing a Position

  Learn language for establishing a position during a strategic negotiation. Lesson Objectives Summarizing key benefits. Anticipating obstacles. Suggesting ways around obstacles. Deciding on an initial position. Proposing a negotiation strategy. In the dialog, we’ll hear Mike meeting with Grant, Sigma’s Senior Vice-President of Worldwide Sales, and Tess, who looks after the business development and …

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