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2. (a rising tide that) lifts all boats - something that helps all people or all
groups
Example: "We're only number three, but the current economic growth will lift
all boats, so we're sure to make a profit this year."
3. an old hand - a person who has long experience, especially in one place
Example: "He can help us set up a company in Beijing. He's been working in China for many years and
speaks Chinese fluently. He's an old China hand."
7. carve out a niche - find a special market that you can control
Example: "To succeed in this competitive world, you have to focus on part of it. Try to carve out a niche
and be number one in that are."
9. down time - when equipment of facilities are not available, so you cannot work
Example: "There will probably be a lot of down time at the conference, so I'm bringing a lot of
paperwork."
10. (draw) a line in the sand - make final conditions that cannot be changed
Example: "We have to draw a line in the sand so they will see that this is really our final offer."
13. get your foot in the door - have a small opportunity that can become a big opportunity in the future,
if you do good work
Example: "Right now, I just want to get my foot in the door, so they can see what I can do. Next year I
hope to start moving up in the company."
15. a two-way street - both people or both groups can contribute or benefit from the situation
Example: "We want to help you, but we need your help too. It should be a two-way street."
17. it's a jungle out there - it's a difficult market with many, tough competitors
Example: "Do you think a new company can survise without a unique product? It's a real jungle out
there!"
18. jump through hoops - trying very hard (like a dog doing tricks!)
Example: "He's a tough boss. All of his subordinates have to jump through hoops to prove their loyalty to
the company."
20. learning curve - how much time needed to learn something new
Example: "This new software has a long learning curve, so we have to give our staff enough time to learn
how to use it well."
21. level playing field - equal conditions for all people or groups
Example: "The WTO agreement helps to level the playing field, which gives us the chance to compete
anywhere in the world."
31. flying by the seat of your pants - intuitively (flying an airplane with no instruments)
Example: "Who knows if they will succeed or not? Without a clear business plan, they are just flying by
the seat of their pants."
34. talk until you are blue in the face - try to persuade someone with no results
Example: "You can talk until you are blue in the face, but I will never believe that Teacher Joe is the
funniest English teacher in the world."
40. a zero sum game - a situation where someone wins so someone else must lose
Example: "I don't think this is a zero-sum game. If the customer wins, we win too."
xample: "If we can't agree by midnight tomorrow, this case will go to arbitration."
4. compromise - an agreement where you get less than you want but also give less than the other
person wants
Example: "If we don't compromise, this deal will never get done."
5. concession - accepting less on one specific point in order to get something from the other person on
a different point
Example: "Okay, you've made a concession on price, so we can make a concession on the delivery
date."
6. confidentiality - an agreement that prevents either side from talking about the agreement in public
Example: "I'm sorry but our confidentiality agreement prevents me from answering your questions in
detail."
7. equivalent - a proprosed agreement that is different from, but equal in value to, a previous proposal
Example: "We can't agree to that proposal, but here we would like to suggest an equivalent package for
you to consider."
8. facilitation - a process where people, called facilitators, try to make it easier for two people to reach
an agreement
Example: "You may not reach a better agreement with facilitation, but you will reach an agreement
faster."
9. final agreement - the results of the negotation that everyone agrees to put into action
Example: "After six long months, we now have a final agreement."
11. impasse - when two sides hold different positions that they are unwilling to change
Example: "We were close to an agreement but we suddenly hit an impasse over payment terms."
12. intermediary - a person who communicates between the two sides of a negotiation
Example: "They've been negotiating through an intermediary after that big argument last week."
14. mediation - when a neutral person or group comes in to identify the issues, explore options and
clarify goals
Example: "If we use mediation, it may help to move the negotiations forward."
15. offer - one or more options that is sent by one negotiator to the other
Example: "Let's offer them a one-year service contract and see how they respond."
17. party - either side in a negotiation is called a party, whether one individual or a whole group
Example: "If party A accepts party B's proposal, then the negotiation is finished."
18. proposal - any suggestion or idea given to one party from the other
Example: "We'll look at your proposal during the coming week and give you our response the following
Monday."
20. trade-off
- an exchange process in which one side gives up partly on some issues in order to gain on other issues
Example: "There are always trade-offs when negotiating. You can't win them all!"