Listening: Sophisticated Active Listening & Application C2 - Lesson 4: Using Listening Skills for High-Level Professional, Academic, or Interpersonal Tasks

C2 PROFESSIONAL

Strategic Negotiation

ការចរចាប្រកបដោយយុទ្ធសាស្ត្រ

🎯 Scenario: You are negotiating a merger.
Sarah (Seller): CEO of a tech startup (High value, low cash).
David (Buyer): VP of a huge corporation (Lots of cash, slow innovation).

D

David (The Buyer)

Analysis: David frames his offer as "help" (lifeline) rather than a purchase. He highlights her weakness (burn rate) to justify a low-ball offer (undervaluing the company). This is "Anchoring."

S

Sarah (The Seller)

Analysis: Sarah reframes the conversation. She rejects the "lifeline" narrative and pivots to "future value" (patents). She uses the contrast between "Partner" vs "Acquisition" to assert control.

Decode the Negotiation Terminology:

Burn Rate The speed at which a new company spends its venture capital before generating positive cash flow.

Exit Strategy A plan for an investor to get their money back (usually by selling the company).

Valuation An estimation of something's worth, especially carried out by a professional appraiser.

IP (Intellectual Property) Intangible property (patents, copyrights) that is the result of creativity.

Who currently holds the leverage?

[Image of SWOT analysis diagram]

David (The Buyer)

Because he has the money and Sarah is running out of cash.

Sarah (The Seller)

Because she holds the unique IP/Patents that David's company desperately needs to innovate. Money is a commodity; innovation is scarce.

Task: Write Sarah's counter-proposal.

Requirement: Reject the 80% equity. Propose a "Joint Venture" or "Minority Stake". Use terms like "Synergy" and "Autonomy".