The Language of Negotiating




Home Negotiating Analysing Needs Price Objections Handling Objections Hostile Clients Solving Problems Reaching Agreement Meeting to Decide Meeting to Agree Telephoning Meetings Presentations Grammar Vocabulary Listening and Pronunciation Practice Let's Do Business Achievement Tests	The Language of Negotiating Level: Intermediate - Advanced Number of Lessons: 8 Total Hours of Tuition: 40 hrs average Total Number of Units: 26 "Let's Do Business - The Language of Negotiating" deals with key business issues over a series of 8 separate lessons. All the lessons are self contained, and can be taken in any order. The key feature for each lesson is the film, taken from authentic management training materials. Scroll down the page or click on the lesson titles on the left to see more details on the films and the language objectives covered. NOTE: You need to have a User ID and Password to access the lessons. Click here to register. START ON-LINE COURSE

		Scenario The focus of this lesson is on the early stages of a negotiation, that is, the identification of the buyer's needs. This film shows two people negotiating the sale of a forklift.
	Lesson - 1 Analysing Needs (3 Units)
	Objectives:- You will practise sequencing information practise the pronunciation of can study some uses of can study words used to express the concept of time study the stress patterns in sentences with discourse markers practise the pronunciation of the schwa [Back to Top]

	Lesson - 2 Price Objections (2 Units)	Scenario This lesson focuses on the situation when someone raises an objection to your idea or the value of your product. There are examples of language used to deal with this type of problem.
	Lesson - 2 Price Objections (2 Units)
	Objectives:- You will study and practise the usage of going to study and practise the function of expressing your requirements study some financial terms practise the contraction of going to practise the verbs want, would like, to look for identify stress patterns in a group of financial terms complete a vocabulary exercise make vs do [Back to Top]

	Lesson - 3 Handling Objections (2 Units)	Scenario This lesson focuses on the language used in negotiations which is often required to convince someone of the value of your idea or product. A salesperson calls into a client to sell a company insurance package. After an initial cold reception, the client warms to the idea.
	Lesson - 3 Handling Objections (2 Units)
	Objectives:- You will practise the intonation of polite disagreement study modals of obligation study the function of polite disagreement practise the pronunciation of auxiliary verbs study a vocabulary set of verbs of thinking [Back to Top]

	Lesson - 4 Hostile Clients (2 Units)	Scenario The focus in this lesson is on the language often used to deal with hostile clients. A front-line manager is faced with an angry customer who is not happy with the quality of service that she has received.
	Lesson - 4 Hostile Clients (2 Units)
	Objectives:- You will complete a comprehension exercise complete an exercise on phrasal verbs with up complete a vocabulary task on -ing constructions practise contracted forms of will identify stressed sounds in spoken English study the use of discourse markers [Back to Top]

	Lesson - 5 Solving Problems (3 Units)	Scenario A manager returns to his office after the weekend to find that he has to resolve a major crisis. Using his experience at negotiating, he attempts to resolve the matter. Getting the right information is crucial for a successful negotiation.
	Objectives You will study a set of phrasal verbs with out study the usage of question tags study the use of quantifiers study a set of financial terms practise the intonation and grammar of wh-questions practise the intonation of question tags practise the function and intonation of confirmation checks [Back to Top]

	Lesson - 6 Reaching Agreement(4 Units)	Scenario The lesson focuses on the language required to turn a potentially negative experience into an opportunity for the two parties to gain a closer understanding of each other's needs. A dispute breaks out between a company and its supplier over the quality of its products.
	Objectives:- You will study the uses of at in set phrases study uses of get in set phrases study the difference between the present perfect and past simple study nounsand adjectives with negative meanings study the function of making suggestions study and practise -ed endings practise contractions of the verbto be practise contractions of have identify intonation patterns in suggestions compare the present simple and present continuous [Back to Top]

	Lesson - 7 Meeting To Decide (6 Units)	Scenario This lesson focuses on the language used to establish the participants opening positions at an early stage of a negotiation. Two managers conflict over the introduction of new security measures which will affect their departments.
	Objectives:- You will study phrasal verbs with get study uses of such and so study the uses of this, that & it study the uses of would, should study uses of the word just study uses of the verb see consider ways of signaling agreement study uses of discourse markers in spoken sentences study the difference between will and going to look at stress patterns of that in spoken sentences practise stressed sounds and contractions in modal verbs practise intonation and grammar of spoken sentences using what study words used as substitutes in sentences [Back to Top]

	Lesson - 8 Meeting To Agree (4 Units)	McGregor Mouldings manufactures specialised furniture and employs 150 people. Frazer McGregor, Managing Director, and Anthony Trent, Finance Director, must negotiate the purchase of a cutting machine. This lesson takes you through a negotiation from start to finish.
	Objectives:- You will consider what makes a good negotiator study words ending in -ty study words ending in -ment study words ending in -tion practise the pronunciation of conditionals practise the use and intonation of discourse markers to confirm information practise the intonation in first conditional sentences study the use of questions and identify intonation patterns in clarification requests [Back to Top]

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