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2010年ESL之商务英语 23 Negotiating a Business Deal

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23 Negotiating1 a Business Deal

GLOSSARY2

negotiation3 – the process of trying to reach an agreement with another personor organization where each side is willing to give up a little bit of something tomeet the other side’s needs* They found a house they’d like to buy, but now they’re in negotiations4 over whowill pay for the new roof.

deal – an agreement, especially involving a sale or exchange of goods orservices* Did you get a good deal on the new car?

to put the finishing touches on (something) – to make the last smalladjustments or changes to finish something well, when most of the work hasalready been done* They’ve almost finished remodeling their kitchen, and now they’re just puttingthe finishing touches on it by painting the walls and changing the handles on thecupboards.

to hold out – to delay agreeing to something because one is waiting until onereceives something else* We’re almost ready to accept their offer, but we’re still holding out for a littlemore money.

concession5 – something that one agrees to let another person have or do inorder to reach an agreement or end an argument* The company can be flexible with your vacation time, but we simply cannotmake concessions6 on salary.

demand – something that one insists on having; something that one says onemust have or do in order for something else to happen* They’ll never agree to your demands for such a large expense account.

to give in – to agree to do something that another person wants, even thoughone doesn’t really want to; to let another person win* If we’re persistent7, at some point they’ll give in just because they’re tired ofarguing with us.

to counter – to make a proposal in response to another person’s proposal* Randy initially8 offered just $200 for our boat, but we countered with $300.

to have (someone) over a barrel – to be in a situation where someone is in avery difficult, uncomfortable, or impossible situation and one can take advantageof that, knowing that one will win* The landlord raised the rent again and the apartment is too expensive for usnow, but he has us over a barrel, because we don’t have anywhere else to go.

to walk away – to end discussions and stop negotiations because one is nolonger interested in something, usually because the other side is asking for toomuch* Don’t be too greedy! If you keep asking for more and more, they might justwalk away and leave you with nothing.

at the table – in discussions; continuing to participate in negotiations* They spent many hours at the table before they agreed on the terms of themerger.

to cave – to give in; to give up; to agree to the other side’s demands just to reachan agreement, usually because one is tired of arguing or negotiating* The Jamisons were so desperate to find renters for their home that they cavedand agreed to let the new tenants9 have pets in the home, even though they reallydon’t like the idea.

touch-and-go – fragile10 and hesitant; something that could fall apart or fail at anymoment* The business is touch-and-go right now, and if the economy doesn’t improve, itwill probably have to close.

to characterize11 (something) – to describe something in a particular way* How would you characterize the play? Is it a comedy or a tragedy?

duly noted12 – a phrase used to show that one has heard and understood whatanother person has said and will think about it, especially when one needs tomake a decision* Your complaints have been duly noted and we will share them with the storemanager.

COMPREHENSION QUESTIONS1. What does Logan mean when he says, “we’re still at the table”?

a) We’re eating while talking.

b) We’re still discussing things.

c) We’re ready to sign the documents.

2. What does Gia mean when she says everything is “touch-and-go”?

a) They’re waiting for a final handshake.

b) The negotiations may or may not succeed.

c) The parties aren’t allowed to touch each other.

______________

WHAT ELSE DOES IT MEAN?

demandThe word “demand,” in this podcast, means something that one insists on having,or something that one says one must have or do in order for something else tohappen: “Management will never agree to the workers’ demands for cheaperhealth insurance.” In economics13, the word “demand” refers to how much of agood or service people want to have at a particular price: “For most products andservices, demand increases as the price decreases.” The phrase “on demand”

means whenever someone wants something, without having a set schedule:

“Lynn often pays a few extra dollars to watch her favorite movies on demand,instead of waiting for them to appear on the TV schedule.” Finally, the phrase“due to popular demand” means happening because many people have askedfor something: “The chef is putting apple pie back on the menu due to populardemand.”

to walk awayIn this podcast, the phrase “to walk away” means to end discussions and stopnegotiations because one is no longer interested in something, usually becausethe other side is asking for too much: “If they won’t lower the price, we canalways walk away.” The phrase “to walk away from (something)” means to leavea bad situation without trying to fix it: “Once you’re married, you can’t just walkaway from the relationship if you have problems.” The phrase “to walk(something) off” means to go on a long walk when one isn’t feeling well so thatone will feel better: “Una had a headache, but she decided14 to walk it off and nottake medicine.” Finally, the phrase “to walk out” means to leave because someone doesn’t like something: “The actors were horrified15 to see their audiencemembers walking out during the play.”

______________

CULTURE NOTE

Before “investing” (putting money or other resources into something, hoping tomake more money or see results) money in anything, it is important to “conduct”

(do) “due diligence,” learning as much as one can about something and makingsure it is “legitimate” (real) and “legal” (following the laws). This is true forbusiness “transactions17” (buying and selling) and “philanthropy” (giving money tononprofit organizations).

In a business transaction16, due diligence is usually related to a company’s“financial situation” (how much money a company has, how it is managed, andhow profitable18 it is), as well as legal and tax “considerations” (concerns; worries).

Conducting due diligence requires reading the company’s annual reports and“financial statements” (documents with financial information) and “verifying”

(making sure something is true) that information by conducting an “audit” (theprocess of testing many transactions or accounting19 entries to make sure thingsare done correctly). Due diligence might also involve making sure the companyhas all the “requisite” (required; necessary) “licenses” and “permits” (officialpermission to do something) and checking with the city and state to see if anycomplaints have been “filed” (submitted) against the company.

In philanthropy, “prospective” (possible; considering doing something) “donors20

(people who give money to organizations) conduct due diligence “much as theywould” (similarly; in a similar way) for a business transaction. They learn asmuch as they can about the organization and review its annual reports andfinancial statements. They review the organization’s tax filings and study howthe organization spends its money. Donors also want to understand theorganization’s “impact” (effects; results) on the “beneficiaries” (people whobenefit from something) so that they know their money will be used to do goodthings.

______________Comprehension Questions Correct Answers: 1 – b; 2 – b

COMPLETE TRANSCRIPT21

Welcome to English as a Second Language Podcast number 632: Negotiating aBusiness Deal.

This is English as a Second Language Podcast episode22 632. I’m your host, Dr.

Jeff McQuillan, coming to you from the Center for Educational Development in –guess where? That’s right, beautiful Los Angeles, California.

Our website is eslpod.com. Consider becoming a member of ESL Podcast tosupport this effort. You can go to our website, and by becoming a member alsodownload the Learning Guide for all of our current episodes23.

This episode is called “Negotiating a Business Deal” (a business agreement). It’sa dialogue between Gia and Logan. Let’s get started.

[start of dialogue]

Gia: Why are the negotiations on this deal taking so long? I thought we wouldbe putting the finishing touches on it by now.

Logan: The other side is holding out for more concessions. I don’t know whatthey’re thinking. They made some pretty big demands at the start and I thinkwe’ve given in to most of them. Now they’re countering with even moredemands.

Gia: They probably know that they have us over a barrel. After all of the timeand money we’ve put into this deal, they know that we don’t want to walk away.

Logan: That’s true and that’s why we’re still at the table, but they may bepushing too hard. In the end, I don’t think we’ll cave on those additionalconcessions.

Gia: So the entire thing is touch-and-go right now?

Logan: That’s how I would characterize it. If I were you, I wouldn’t make anylong-term plans.

Gia: Duly noted. I won’t run out and buy that new house and those three newcars.

[end of dialogue]

Gia begins by asking, “Why are the negotiations on this deal taking so long?”

“Negotiation” is the process of trying to reach an agreement – trying to agree withanother person or another business, when each side “compromises,” that is,each side gives in a little. For example I want to buy a new car and the personselling it says, “It’s 20,000 dollars,” and I say, “Oh, that’s too much. How about18,000 dollars?” and the person selling – the seller – says, “Oh, no. I could onlygo as low as 19,000 dollars,” and you say, “I’ll give you 18,500 cash. I have themoney with me,” and he says, “Okay, I’ll take it.” That’s a negotiation.

Negotiations are always about time, power, and knowledge. That is, if you havea long time to wait or you need something done right away, if you haveknowledge about what the other person wants, and finally if you have some othersort of influence or power over that person, all those things will affect yournegotiation.

Gia wants to know why the negotiations on this deal (this agreement) are takingso long – are lasting24 such a long time. She says, “I thought we would be puttingthe finishing touches on it by now.” The expression “to put the finishing (or final)touches on (something)” means to be making small changes in order to finishsomething so that it’s perfect. The idea is that most of the important work hasalready been completed.

Logan says, “The other side (the people they are negotiating with) is holding outfor more concessions.” “To hold out” is a two-word phrasal verb meaning todelay agreeing to something because you are waiting to receive something more;usually we say you “hold out for” something. For example, someone wants tooffer you a job and they offer you 50,000 dollars a year, and you say, “Uh, I’m nottoo sure. Let me think about it,” and you wait, and you wait. You are holding outfor more money. The boss may call you back and say, “Well, I’m sorry. I need tomake a decision, it’s been a week,” and you say, “Just one more day,” and hesays, “Okay. Just one more day.” As time goes on the boss becomes more andmore desperate. He need to hire someone, and so you may get what you wantbecause you have made him wait; you have used time to your advantage in thenegotiation. The same is true when you go to buy, for example, a new car at aplace that sells a lot of cars. The more time you can take with the salesperson,the more likely they will be to negotiate25 with you. Because they’ve spent all thattime with you they don’t want to have you walk away, and they having wasted anhour for example on trying to sell you a car. Well, the other side is holding out forconcessions. “Concessions” are things that you agree to do in order to reach anagreement. It’s like a compromise; you say, “Well, okay. I can’t give you more than 50,000 dollars (as the boss), but I can give you an extra week of vacationtime.” That would be a concession.

Logan says, “I don’t know what they’re thinking (the other side). They madesome pretty big demands at the start and I think we’ve given in to most of them.”

“Some pretty big demands” means some very large demands, where “demand” issomething that you say you must have – I cannot do this deal without it. Logansays their company has already given in to most of their demands. By the way,the word “demand” has a couple of different meanings; the other meanings youcan find in our Learning Guide. “To give in” is a two-word phrasal verb meaningto agree to do what someone else wants you to do even though you don’t reallywant to do it. So the parent who has a child who says, “Mommy, Mommy, I wantto go to the store! I want to go to the store! I want to! I want to! I want to! Iwant to!” Mommy can either say, “No, go to your room. I’m not letting you go tothe store,” or she can give in; she can say, “Okay. You can go to the store.”

Nowadays, most parents just give in, or so it seems – so it appears to me. Youknow, when I was young…oh, never mind!

Logan says the other side is countering with even more demands. “To counter”

is when someone makes you a proposal: “I will sell you this car for 20,000dollars,” and you say, “No. I…I only want to pay 18,000 dollars.” Your proposalis a counter proposal: he says 20,000; you say something different. Thatsomething different that the other person says is their counter proposal. Theverb is “to counter,” to offer something else instead of the original proposal.

Gia says, “They probably know that they have us over a barrel.” The expression“to have (someone) over a barrel” (barrel) means to be in a situation wheresomeone is very uncomfortable, or to be in a situation where you can beat theother person or take advantage of them knowing that you will win. For example,you live in an apartment and the person who owns the apartment raises yourrent, but if you don’t have anywhere else to go or if you need to stay in thatapartment he has you over a barrel; he has you in a situation where he can getwhat he wants because you don’t have the power to move. In this case, theother side has knowledge about the situation of Gia and Logan’s company, andthey have power – they have them over a barrel.

Gia says, “After all of the time and money we’ve put into this deal, they know thatwe don’t want to walk away.” This is the idea I was talking about earlier. Gia andLogan’s company has spent a lot of time and money negotiating this agreement,so they don’t want to waste that time and money – they don’t want to walk away.

“To walk away” is a two-word phrasal verb meaning to stop the negotiations, toend the discussion.

Logan says, “That’s true and that’s why we’re still at the table.” “To be at thetable” means to be continuing to participate in the negotiations – to continue totalk to them. Logan says, “they may be pushing too hard (meaning they may betrying to do too much – trying to get too much). In the end, I don’t think we’ll caveon those additional concessions.” “To cave” (cave) as a verb means to agree todo what the other person wants you to do just so you can reach an agreement;“to give in” or “to give up” are also ways of saying same thing. Gia says, “So theentire thing (the entire negotiation) is touch-and-go right now?” “Touch-and-go” is something that could fall apart at any time; it’s something, we would say, that isvery fragile. “To be fragile” means you could break it easily. Well, thenegotiations are fragile – they’re touch-and-go.

Logan says, “That’s how I would characterize it (meaning that’s how I woulddescribe it). If I were you, I wouldn’t make any long-term plans (plans into thefuture).” Gia says, “Duly noted.” That phrase, “duly (duly) noted,” is used toshow that you have heard and understood what the other person has said andwill think about it. We use this phrase especially if we need to make a decisionabout something. Gia says, “Duly noted. I won’t run out and buy that new houseand those three new cars.” “I won’t run out” means I won’t go immediately andbuy a new house and three new cars. She’s joking, of course. She’s saying thatshe will not spend a lot of money because they still don’t know how thenegotiations are going to end up; that is, how they are going to come to a finalresult, what that result will be.

Now let’s listen to the dialogue, this time at a normal speed.

[start of dialogue]

Gia: Why are the negotiations on this deal taking so long? I thought we wouldbe putting the finishing touches on it by now.

Logan: The other side is holding out for more concessions. I don’t know whatthey’re thinking. They made some pretty big demands at the start and I thinkwe’ve given in to most of them. Now they’re countering with even moredemands.

Gia: They probably know that they have us over a barrel. After all of the timeand money we’ve put into this deal, they know that we don’t want to walk away.

Logan: That’s true and that’s why we’re still at the table, but they may bepushing too hard. In the end, I don’t think we’ll cave on those additionalconcessions.

Gia: So the entire thing is touch-and-go right now?

Logan: That’s how I would characterize it. If I were you, I wouldn’t make anylong-term plans.

Gia: Duly noted. I won’t run out and buy that new house and those three newcars.

[end of dialogue]

I would characterize our scriptwriter as amazing. That’s because it’s our own Dr.Lucy Tse.

From Los Angeles, California, I’m Jeff McQuillan. Thank you for listening. Comeback and listen to us next time on ESL Podcast.

English as a Second Language Podcast is written and produced by Dr. Lucy Tse,hosted by Dr. Jeff McQuillan, copyright 2010 by the Center for EducationalDevelopment.


点击收听单词发音收听单词发音  

1 negotiating 77d3bbc43fbb290e3414718dd6f23bab     
n. 谈判 动词negotiate的现在分词
参考例句:
  • They were coerced into negotiating a settlement. 他们被迫通过谈判解决。
  • We want to get all the parties back to the negotiating table. 我们想把有关各方拉回到谈判桌上来。
2 glossary of7xy     
n.注释词表;术语汇编
参考例句:
  • The text is supplemented by an adequate glossary.正文附有一个详细的词汇表。
  • For convenience,we have also provided a glossary in an appendix.为了方便,我们在附录中也提供了术语表。
3 negotiation FGWxc     
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。
4 negotiations af4b5f3e98e178dd3c4bac64b625ecd0     
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。
5 concession LXryY     
n.让步,妥协;特许(权)
参考例句:
  • We can not make heavy concession to the matter.我们在这个问题上不能过于让步。
  • That is a great concession.这是很大的让步。
6 concessions 6b6f497aa80aaf810133260337506fa9     
n.(尤指由政府或雇主给予的)特许权( concession的名词复数 );承认;减价;(在某地的)特许经营权
参考例句:
  • The firm will be forced to make concessions if it wants to avoid a strike. 要想避免罢工,公司将不得不作出一些让步。
  • The concessions did little to placate the students. 让步根本未能平息学生的愤怒。
7 persistent BSUzg     
adj.坚持不懈的,执意的;持续的
参考例句:
  • Albert had a persistent headache that lasted for three days.艾伯特连续头痛了三天。
  • She felt embarrassed by his persistent attentions.他不时地向她大献殷勤,使她很难为情。
8 initially 273xZ     
adv.最初,开始
参考例句:
  • The ban was initially opposed by the US.这一禁令首先遭到美国的反对。
  • Feathers initially developed from insect scales.羽毛最初由昆虫的翅瓣演化而来。
9 tenants 05662236fc7e630999509804dd634b69     
n.房客( tenant的名词复数 );佃户;占用者;占有者
参考例句:
  • A number of tenants have been evicted for not paying the rent. 许多房客因不付房租被赶了出来。
  • Tenants are jointly and severally liable for payment of the rent. 租金由承租人共同且分别承担。
10 fragile gfzzs     
adj.易碎的,脆的,易损坏的,虚弱的,脆弱的
参考例句:
  • The old lady was increasingly fragile after her operation.那位老太太手术后身体越来越虚弱。
  • This glass disc looks very fragile.这个玻璃盘子看起来很容易碎。
11 characterize Qr1zG     
v.以...为特征,描述...的特征,描绘
参考例句:
  • We ordinarily characterize an action as responsible if it was intended.如果行为是有意的,我们一般将其特征归为应负责任的。
  • We may characterize an atomic state by a quantum number L.我们可以用量子数L描写一个原子的状态。
12 noted 5n4zXc     
adj.著名的,知名的
参考例句:
  • The local hotel is noted for its good table.当地的那家酒店以餐食精美而著称。
  • Jim is noted for arriving late for work.吉姆上班迟到出了名。
13 economics grzxZ     
n.经济学,经济情况
参考例句:
  • He is studying economics,which subject is very important.他正在学习经济学,该学科是很重要的。
  • One can't separate politics from economics.不能把政治与经济割裂开来。
14 decided lvqzZd     
adj.决定了的,坚决的;明显的,明确的
参考例句:
  • This gave them a decided advantage over their opponents.这使他们比对手具有明显的优势。
  • There is a decided difference between British and Chinese way of greeting.英国人和中国人打招呼的方式有很明显的区别。
15 horrified 8rUzZU     
a.(表现出)恐惧的
参考例句:
  • The whole country was horrified by the killings. 全国都对这些凶杀案感到大为震惊。
  • We were horrified at the conditions prevailing in local prisons. 地方监狱的普遍状况让我们震惊。
16 transaction OnAwE     
n.处理,交易,相互作用
参考例句:
  • He was twenty dollars in pocket by the transaction.他在这笔生意中赚了20美元。
  • He left the transaction of the matter to his secretary.他把这件事交给秘书办理。
17 transactions c15b977dd99332ca8623fbdfb86827e8     
处理( transaction的名词复数 ); 事务; (一笔)交易; [复数](学术团体等的)议事录
参考例句:
  • a system of paperless business transactions 无纸商业交易系统
  • financial transactions between companies 公司之间的财务往来
18 profitable 5QJxW     
adj.有益的,能带来利益的,有利可图的
参考例句:
  • That business became profitable last year.那项生意去年变得很赚钱。
  • The convention business is very profitable for the hotel industry.承办会议业务能给旅馆业带来很高的利润。
19 accounting nzSzsY     
n.会计,会计学,借贷对照表
参考例句:
  • A job fell vacant in the accounting department.财会部出现了一个空缺。
  • There's an accounting error in this entry.这笔账目里有差错。
20 donors 89b49c2bd44d6d6906d17dca7315044b     
n.捐赠者( donor的名词复数 );献血者;捐血者;器官捐献者
参考例句:
  • Please email us to be removed from our active list of blood donors. 假如你想把自己的名字从献血联系人名单中删去,请给我们发电子邮件。
  • About half this amount comes from individual donors and bequests. 这笔钱大约有一半来自个人捐赠及遗赠。 来自《简明英汉词典》
21 transcript JgpzUp     
n.抄本,誊本,副本,肄业证书
参考例句:
  • A transcript of the tapes was presented as evidence in court.一份录音带的文字本作为证据被呈交法庭。
  • They wouldn't let me have a transcript of the interview.他们拒绝给我一份采访的文字整理稿。
22 episode Titzy     
n.(作品的一段)情节,插曲,系列事件中之一
参考例句:
  • The episode was a huge embarrassment for all concerned.这段小插曲令所有有关人员都感到非常尴尬。
  • This episode remains sharply engraved on my mind.这段经历至今仍深深地铭刻在我的心中。
23 episodes 1db57fa55fb5d3266c7c3e1655670db6     
插曲,片断( episode的名词复数 ); 一集
参考例句:
  • The novel deals with the romantic episodes of her early life. 小说叙述了她早期生活的浪漫插曲。
  • Three episodes have been telescoped into a single programme. 把叁集的内容压缩成了一个节目。
24 lasting IpCz02     
adj.永久的,永恒的;vbl.持续,维持
参考例句:
  • The lasting war debased the value of the dollar.持久的战争使美元贬值。
  • We hope for a lasting settlement of all these troubles.我们希望这些纠纷能获得永久的解决。
25 negotiate rGtxc     
v.洽谈,协商,谈判,顺利通过,成功越过
参考例句:
  • I'll negotiate with their coach on the date of the match.我将与他们的教练磋商比赛的日期问题。
  • I managed to negotiate successfully with the authorities.我设法同当局进行了成功的协商。
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