I. Audio
A. Kevin Warren, Executive Vice President of Coca-Cola (UK) is talking about negotiating. Listen to the first part of the interview. What does Kevin say that the letters L-I-M stand for?
L……………. I……………. M……………..
B. In the second part of the interview, Kevin gives three negotiating tips. Can you think of any tips for negotiating?
C. Listen to the second part of the interview and complete these extracts.
a) And I guess the first one is to 1) ……. who the 2) ……. is. So that’s the first tip, make sure you know who 3) ….... ….... ……. .
b) And in their enthusiasm, they 4) ……. ……. ……. ……. , rather than 5) ……. .What they haven’t done is 6) ……. the buyer’s need.
c) … once you’ve made the sale, 7) ……. ……. . I think it’s very important:8) ……. ……. ……. , reinforce the buyer’s decision – everybody likes to feel they’ve made a good decision – and then 9) ……. .
D. Listen to the first and the second part once again and find phrases which mean:
1. typical mistakes
2. to state your purpose directly without delay
3. a business contact over a period of time
4. causing no difficulty or trouble
II. Video. Business Networking.
A. Starting point.
1. Have you ever been to a networking event? If not, would you like to? If you have, what was it like?
B. Video comprehension.
Watch the video and answer the questions.
1. Would your business use a company like Network Central limited? Why / Why not?
2. Would you attend an event such as the exhibition in Plymouth?
3. What do you think of speed networking?
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