BEP99 ADV Negotiating: Negotiation Strategy (Part 2)

This is the second in a two-part advanced business English lesson on negotiation¹ strategy. It is part of a longer series of podcasts on the language and skills of negotiating in English.

In the first episode, management consultant² Bryan Fields discussed the basics of making a deal. We learned how to avoid some top common mistakes and we reviewed important vocabulary, such as BATNA, bottom line, bargaining chip, win-win, and zone of possible agreement.

Today’s podcast continues the interview with Bryan. In the dialog, we’ll learn five important elements of strategy – parties, interests, value, power and ethics³. And along the way we’ll study useful vocabulary and idioms.

Listening Questions:
1) What is the interviewer talking about when he refers to a “trap?”
2) How does Bryan say we should think about interests?
3) In the interview, we learn that overcoming blockage⁴ – that is, getting past problems – is not just about reaching the agreement but also about maximizing what?

1 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。

2 consultant   

n.顾问；会诊医师，专科医生

参考例句：

• He is a consultant on law affairs to the mayor.他是市长的一个法律顾问。
• Originally,Gar had agreed to come up as a consultant.原来，加尔只答应来充当我们的顾问。

3 ethics   

n.伦理学；伦理观，道德标准

参考例句：

• The ethics of his profession don't permit him to do that.他的职业道德不允许他那样做。
• Personal ethics and professional ethics sometimes conflict.个人道德和职业道德有时会相互抵触。

4 blockage   

n.障碍物；封锁

参考例句：

• The logical treatment is to remove this blockage.合理的治疗方法就是清除堵塞物。
• If the blockage worked,they could retreat with dignity.如果封锁发生作用，他们可以体面地撤退。