BEP112ADV – Negotiations: Getting Started

This is part of an ongoing¹ series on negotiations³. In this Business English Podcast episode, we’ll study how to open a traditional commercial negotiation² between buyer and seller. We’ll focus on creating goodwill⁴, starting off, setting ground rules, suggesting an agenda and exploring possibilities.

We’ll be listening to a telephone conversation between Tony, a supplier of building materials, and Paul, a purchasing manager for a large construction company in Canada. Paul is buying materials for a harbor project. A harbor is a protected area of water where boats dock, or park. For this project, Paul needs to buy anchor bolts. These bolts are the thick steel screws that are embedded⁵ or buried in concrete to support or anchor structural⁶ steel columns. Structural columns refer to the steel frameworks that hold buildings up.

This is the first time Tony and Paul have talked on the phone. As you listen, pay attention to the language they use to get the negotiation started, and try to answer the following questions.

Listening Questions:

1. How does Tony begin off the phone call to establish goodwill?
2. How long does Paul say he has available for the phone call?
3. Paul asks Tony how he will be using the bolts. How does Tony respond?
4. What other option does Paul want to explore with Tony?

1 ongoing   

adj.进行中的，前进的

参考例句：

• The problem is ongoing.这个问题尚未解决。
• The issues raised in the report relate directly to Age Concern's ongoing work in this area.报告中提出的问题与“关心老人”组织在这方面正在做的工作有直接的关系。

2 negotiation   

n.谈判，协商

参考例句：

• They closed the deal in sugar after a week of negotiation.经过一星期的谈判，他们的食糖生意成交了。
• The negotiation dragged on until July.谈判一直拖到7月份。

3 negotiations   

协商( negotiation的名词复数 )； 谈判； 完成（难事）； 通过

参考例句：

• negotiations for a durable peace 为持久和平而进行的谈判
• Negotiations have failed to establish any middle ground. 谈判未能达成任何妥协。

4 goodwill   

n.善意，亲善，信誉，声誉

参考例句：

• His heart is full of goodwill to all men.他心里对所有人都充满着爱心。
• We paid ￡10,000 for the shop,and ￡2000 for its goodwill.我们用一万英镑买下了这家商店，两千英镑买下了它的信誉。

5 embedded   

a.扎牢的

参考例句：

• an operation to remove glass that was embedded in his leg 取出扎入他腿部玻璃的手术
• He has embedded his name in the minds of millions of people. 他的名字铭刻在数百万人民心中。

6 structural   

adj.构造的，组织的，建筑（用）的

参考例句：

• The storm caused no structural damage.风暴没有造成建筑结构方面的破坏。
• The North American continent is made up of three great structural entities.北美大陆是由三个构造单元组成的。