Let's do business - Negotiating

Let's Do Business from Abacus

Level: Intermediate - Advanced

Total Hours of Tuition: 40 hrs average

"Let's Do Business " deals with key business issues over a series of 4 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 to see more details on the films and the language objectives covered.

The Language of Negotiating
There are 26 units in this module covering an extensive range of negotiating situations, such
as, dealing with hostile clients,analysing needs, asking questions, solving problems, handling
price objections and reaching agreement.
See http://www.formavision.com/Neg_descrip2.html

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.

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

Meeting To Agree (4 Units)
Scenario
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

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.
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

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.
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

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.
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

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

Analysing Needs (3 Units)
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.
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

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

© Copyright Abacus Communications 1996-2007.

Pricing

DVDs and training videos

Virtual/Network Training Systems

Formavision