Unit 1_Listening and Speaking

I. Chen Zhu works for an electronic company based in Shanghai. Listen to Chen talking about her experience of negotiating with an American company and answer the questions.

1. What was the purpose of the negotiation?

2. What was the most challenging thing for Chen in the negotiation?

3. What was the biggest difference in negotiating style between the two companies?

4. What didn't the American company want to do and why not?

5. What does Chen describe as frustrating in the negotiating style of the American company?

6.  What was the biggest lesson for Chen about how to negotiate internationally?

II. Chen says that "The really critical part of the negotiation is the start". Listen to extracts from the openings of three different negotiations. In each case note down which proposed objective/agenda point for the negotiation is changed and why. 

III. Complete the sentences used to set the agendas while listening to the track for the second time. In what other way could you express the ideas in these sentences? Write them down. 

Negotiation 1.

Disagreeing with the proposed agenda:

B. Actually, (a)________ We want to________

Agreeing to a change:

A. OK. (b) ________So then you'll________

Negotiation 2.

Giving your opinion:

C. (c) ________, the major objective today is to________

Suggesting:

C. Right. (d) ________differently________?

Negotiation 3.

Interrupting:

F. Erm. (e) ________there? We don't have figures________

Expressing pleasure in agreement:

E. Right- (f) ________So let's get started.