Ðây là Chng Trình Anh Ng Sinh Ðng New Dynamic English bài 158. Phm Vn xin kính chào quí v thính gi. Trong phn u bài hc, Larry Engleton, trong phn Mách giúp Vn hoá, nói rng tìm hiu lý do ng sau lp trng ca phe mà mình thng lng giúp ta tìm ra tho thun. When we negotiate, it is helpful to understand the reasons behind the other person’s position. Reason=lý do; reasonable=hp lý. That sounds reasonable=iu ó hu lý. A solution=gii pháp; câu gii áp; ng t to solve, to solve a problem=gii quyt mt vn khó khn. A position=lp trng, ý, quan im, iu mình chn.

The reasons behind the other person’s position.=lý do ti sao ngi kia gi mt lp trng. Seafood restaurant=nhà hàng bán bin; Italian restaurant=nhà hàng bàn n kiu Ý, nh spaghetti=bún có tht viên và st cà chua; pizza=bánh mì mng nng, trên mt có nhân tht, phó mát, nm, di thái mng, v.v... Shrimp=tôm; lobster=tôm hùm. A solution that both can accept=mt gii pháp c hai bên u chp nhn [a win-win]. What we wanted was different, but once we understand why we wanted it, we’re closer to finding a solution.= Ðiu chúng ta mun có th khác nhau, nhng mt khi ta hiu ti sao ta mun iu ó, ta d tìm ra gii pháp hai bên ng thun. Nhn xét: dùng verb-ing sau closer to: closer to finding a solution. Nh cách c adjective “CLOSE” (gn): [klous]; còn verb CLOSE (óng): [klouz].

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Culture Tips: The Reasons behind a Position

Larry: Culture Tips

 This Culture Tip talks about reasons behind a position.

· a reason  lý do
· a solution gii pháp
· a position lp trng
 
 Eliz:  Welcome once again to “Culture Tips” with Gary Engleton.
 
 Gary: Today, we’re going to talk more about negotiations.
 
  When you negotiate, it is very helpful to understand the reasons behind the other person’s position.
 
  If you understand why a person wants something, you can look for a solution that both of you can accept.
 
 Eliz: Can you give me an example?
 
 Gary: Well, for example, if I want to go to an Italian restaurant, and you want to go to a seafood restaurant, we are taking different positions.
 
 Eliz: Yes, we want to go to different restaurants.
 
 Gary: Right. But if the reason I want to go to an Italian restaurant is because I like spaghetti, you may know a seafood restaurant that has great spaghetti.
 
 Eliz: I see.
 
  And if I want to go to a seafood restaurant because I love shrimp, you may know an Italian restaurant that has shrimp.
 
 Gary: That’s right.
 
  What we wanted was different, but once we understand why we wanted it, we were closer to finding a solution.
 
 Eliz: Thanks, Gary! That was really interesting.
 
 MUSIC

 Vietnamese Explanation

Trong phn Language Focus sp ti, ta nghe mt câu ri cn c vào ý ngha bài hc, tr li úng hay sai, True or False. Nhn xét: Trong phn ti, quí v s nghe câu: “In a negotiation, what someone wants and why they want it are both important.”=Trong cuc thng lng, iu mt ngi mun và lý do ngi ta mun u quan trng. Ð ý n nhóm ch “what someone wants” [someone theo sau bi ng t ngôi th ba s ít, wants], nhng phn sau, “why they want” thì ch t “they” thay cho ‘someone” theo sau bi ng t s nhiu. Khi ta nói, ch someone hay everyone ôi khi theo sau bi “they.” Khi ta vit, mun cho úng vn phm, tránh mâu thun s ít s nhiu, thì cng câu trên, thay vì dùng “they,” ta dùng “he or she” thay cho “someone”: “In a negotiation, what someone wants, and why he or she wants it are both important.” Hay ta có th i “someone” thành “people” theo sau bi “they”: “In a negotiation, what people want, and why they want it are both important.” 

 Cut 2

 Language Focus: True/False
 
 Larry:  True or False.
  
 Eliz:  In a negotiation, what someone wants and why they want it are both important.
  
 (ding)
 (pause for answer)
 
 Eliz:  True. If you understand the reasons behind the other person’s position, you can help everyone get what they want.
 
 MUSIC
 
 Vietnamese Explanation

Trong phn ti, ta nghe mt cuc àm thoi trong ó Ông Ira Cohen thuc sn xut a hát Hippo Records ang thng lng vi Ms. Winnie Smith thuc phân v mãi dch ca hãng bán xe hi Smith Auto. Sales=thuc v mãi v. Salespeople=nhân viên mãi v. Tng t salesman, saleswoman, sales representative=nhân viên bán hàng. Four-door=có bn ca, có du ni gia four và door vì ch này dùng làm tnh t kép. Steering wheel=vô lng, tay lái. Power steering=tay lái (vô-lng) nh, t ng tr v v trí c. Power brakes=bàn p thng có ng tng sc, khin chân p thng nh. Dependability=s áng tin cy. Dependable=áng tin cy. Durable=bn, xài lâu.
Cost=giá=price. Extras=nhng món thêm vào, optionals, ngi mua nu mun phi tr thêm, nh Air-conditioning, máy lnh, GPS, vit tt t ch Global Positioning System, h thng nh v trí toàn cu, tc là bn ch ng t ng. I have to be honest with you=xin tha tht vi ông/bà là...A four-door car=xe bn ca; a two-door sedan=xe nhà hai ca; hatchback=xe có ca sau uôi. Truck=xe vn ti, xe ch hàng.

 Cut 3

 Business Dialog: 
 
 Larry: Business Dialog
 
Ira Cohen of Hippo Records is negotiating with Winnie Smith of Smith Auto Sales. Ira Cohen thuc hãng bán a hát Hippo Records ang thng lng vi Winnie Smith thuc hãng bán xe hi Smith Auto Sales.
 
Hippo Records wants to buy ten cars for their sales people. Hipppo Records mun mua mi chic xe cho nhân viên mãi dch ca hãng.
 
· a mid-size car:  xe c trung bình.
· an economy car: xe nh, loi tit kim; còn gi là small cars, hay compact cars; nh Ford Focus, Honda Civic. Mid-size cars, xe c va, nh Honda Accord, Toyota Camry, Ford Taurus. Luxury cars, xe loi sang, nh Lexus, Acura, Infinity, Mercedes, Cadillac.

That includes power steering and brakes, air conditioning and an FM/AM radio.  Power steering: tay lái, vô lng t ng tr v; power brakes=thng nh; air conditioning=máy lnh; AM/FM radio=ra-i-ô AM/FM

We’d like to reduce our inventory.  Chúng tôi mun gim s xe tn kho. Inventory nhn mnh vn u: INventory.

Eliz:  Let’s listen to today’s Business Dialog.

 Ira Cohen of Hippo Records is negotiating with Winnie Smith of Smith Auto Sales.

 Hippo Records wants to buy ten cars for their sales people.

SFX: office

Winnie: Let me say once again, we can sell you our four-door, mid-size car for thirteen thousand dollars.

 That includes power steering and brakes, air conditioning and an FM/AM radio.

Ira: That’s a good price, but I’m sorry. We don’t want a mid-size car.

 As I’ve said several times before, we want an economy car.

Winnie: Mr. Cohen, I understand your position.

 But as I’ve told you, we are selling the mid-size cars at a very low price!

 I don’t understand why you aren’t interested in them.

Ira: It’s because our primary concerns are dependability and costs.

 An economy car costs less to buy and to operate.

 And we don’t care about extras, like air conditioning.

Winnie: Mr. Cohen, I’m going to be very honest with you.

 Our mid-size cars are more dependable and more durable than the economy cars.

 In addition, we have a large supply, and we’d like to reduce our inventory.

 If you would buy ten cars, I would be willing to reduce the price even more.

 And I’m sure your salespeople would like the air conditioning.

Ira: Well... in that case, I might be interested.

MUSIC

Vietnamese Explanation

Trong phn ti, khi ta mun ngi khác hiu ý mình mun, ta lp li iu ta ã nói, ting Anh có ch to reiterate. Có nhng nhóm ch ta dùng nh “Let me say once again,” xin cho tôi nhc li mt ln na là… “As I’ve told you…” nh tôi ã nói vi ông. Model=kiu xe.

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Focus on Functions: Reiterating: lp li iu ã nói (repeat something said).

Larry: Focus on Functions: Reiterating

Larry: Listen to these expressions.

Eliz: Let me say once again

 Let me say once again, we can sell you our mid-size model.

(pause)

Eliz: As I’ve said several times before

 As I’ve said several times before, we want an economy car.

(pause)

Eliz: As I’ve told you

 As I’ve told you, we are selling the cars at a very low price!

(pause)

MUSIC

Vietnamese Explanation

Trong phn ti, ta nghe Gary ch cách lp li—reiterating. Mc ích là nói rõ lp trng ca mình, tc là ý mình mun gì. Trong phn này, ta nghe vài câu hay nhóm ch hu ích khi thng lng. Ðó là câu, “Let me say once again...” xin tha li là…hay câu, “As I said several times before...” nh tôi ã nhiu ln tha vi Ông/Bà là…Nh li là Ông Cohen mun mua 10 cái xe loi nh, tit kim, economy cars, không có tin nghi hay ph tùng thêm vào (extras) nh air-conditioning, máy có bn ch ng GPS. Ông cng mun xe i bn và tn tin sa hay tn sng. Ms. Smith có nhiu loi xe hi c trung bình mid-sized cars; cô nói: Our mid-size cars are more dependable than economy cars, and we are selling them at a very low price. Loi xe c trung bình ca chúng tôi chy tt hn xe loi nh, và chúng tôi hin bán vi giá rt h. In addition, we have a large supply, and we’d like to reduce our inventory.=Hn na, chúng tôi còn nhiu xe, và mun gim s xe tn kho ca chúng tôi. If you buy ten cars, I would be willing to reduce the price even more.=Nu ông mun mua 10 chic xe, tôi sn lòng gim giá na.

Hai im chính--dependability (bn) và low cost (giá h)--là hai im Ông Cohen chp nhn c. To reduce our inventory=gim s xe tn kho ca chúng tôi. To reach an agreement=t ti mt tho thun. Interests=iu quan tâm, iu chú ý. They finally reach an agreement where both of their interests are met=Cui cùng h t n mt tho thun mà mi quan tâm ca c hai bên u c áp ng. Ðó là mt trng hp thng lng mà c hai bên chp nhn. Quí v còn nh ch gì t tình trng này không?--A win-win solution!
 
Cut 5

Gary’s Tips: Reiterating (lp li)

Larry: Gary’s Tips.

 Gary discusses how to repeat something that you said earlier.

UPBEAT MUSIC

Eliz: Now it’s time for Gary’s Tips with Gary Engleton!

Gary: Hello, Elizabeth! Today I’ll be talking about some expressions that are very useful in business discussions and negotiations.

 It is sometimes useful to repeat something that you said earlier.

 One expression you can use is “Let me say once again...” as in today’s Business Dialog.

Winnie: Let me say once again, we can sell you our four-door, mid-size car for thirteen thousand dollars.

 That includes power steering and brakes, air conditioning and an FM/AM radio.

Gary: Mr. Cohen doesn’t want to buy a mid-sized car.

 He reminds Ms. Smith of what he said earlier.

Ira: As I’ve said several times before, we want an economy car.

Winnie: Mr. Cohen, I understand your position.

 But as I’ve told you, we are selling the mid-size cars at a very low price!

Gary: Both sides are repeating their positions, and they do not seem close to agreement.

 Later they are able to reach agreement by recognizing that Mr. Cohen’s interests-- dependability and price --can be met by Ms. Smith’s mid-size cars.

 The mid-size cars are more dependable than the economy cars, and Ms. Smith offers to sell them for a very low price.

Winnie: Mr. Cohen, I’m going to be very honest with you.

 Our mid-sized cars are more dependable and more durable than the economy cars.

 In addition, we have a large supply, and we’d like to reduce our inventory.

 If you would buy ten cars, I would be willing to reduce the price even more.

 And I’m sure your salespeople would like the air conditioning.

Ira: Well... in that case, I might be interested.

Gary: In this Dialog, Mr. Cohen and Ms. Smith began by repeating their positions.

 They finally reach an agreement where both of their interests are met.

 This is an example of a successful negotiation.

 Thanks for joining us today for Gary’s Tips.

Eliz: Thanks Gary!

MUSIC

FIB Closing

Eliz: Well, our time is up. Tune in again next time for Functioning in Business. See you then!

MUSIC
Vietnamese Explanation

Quí v va hc xong bài 158 trong Chng Trình Anh Ng Sinh Ðng New Dynamic English. Phm Vn xin kính chào quí v thính gi và xin hn gp li trong bài hc k tip.