Saving a Deal When the Decision-Maker Changes
Your contact has left the company and the new head of procurement wants to start over. How to save a nearly finished deal in English.
Tip: listen to the episode twice before you start the test.
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Comprehension test
Listen first, then answer. No penalties — every explanation points to the moment in the conversation.
I'll confirm the exit clause with my ___ by Thursday.
Is that a ___ point for your side?
Transcript
Key phrases
Language notes
In this episode a key account manager defends a nearly signed contract against a new decision-maker who wants to start over: providing context, pricing the cost of a restart, negotiating conditions. You learn eight phrases for rebooting a business relationship — and why the German "Chef" belongs in an English kitchen (level B2).
Earning the deal twice
Jonas's strongest move is his attitude: he claims nothing from the past ("That's your right, of course") but sells the project to the new decision-maker from scratch — with measured results ("cut order-processing time by thirty per cent") instead of promises. His closing line sums up the strategy: "I'd rather earn the deal twice than lose it once." When the decision-maker changes, insisting on old commitments loses the deal; re-selling it wins.
Chef is not chef
The German Chef is the English boss, manager or — more formally — line manager. The English chef is exclusively a cook. "I'll check with my chef" is one of the most common German slips in negotiations; at best it gets a laugh, at worst it creates confusion about who actually decides. The episode's memory hook: "An English chef would be cooking your lunch."
Pricing the cost of a restart
Against the threat "Why shouldn't I re-open the whole tender?", Jonas argues not with his own disappointment but with Claire's costs: four to six months of delay while the old system stays in use. This pattern — making the other side's alternative more expensive than the agreement — is a core negotiation technique. Linguistically, he stays in the "you" frame ("costs you", "your Hamburg team") so the calculation reads as a service, not as pressure.
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Frequently asked questions
What language level is this episode for?
Level B2 (CEFR). The dialogue uses upper-intermediate sales and procurement English; all eight key phrases are explained bilingually.
What should I do when my contact at the client changes?
Re-sell the deal instead of insisting on old commitments: walk the new decision-maker through the context, present measured results instead of promises, and calmly price what a restart would cost them.
Is the German "Chef" the English "chef"?
No — it is a classic false friend. The German Chef is the English boss or manager; the English chef is a cook. "I'll check with my chef" sounds to native speakers as if the kitchen had to approve.
Is there a transcript to read along?
Yes, the full transcript with German support notes is on this page — listen first, then take the test, then read along.
Where can I practise conversations like this live in English?
In the online business English courses from Simmonds Language Services (englisch-lehrer.com/online): live lessons with real teachers on Zoom, since 2004 — starting with a free consultation about your goals.
Want to practise these phrases in a real conversation?
The podcast trains your ear — in our online lessons you practise the conversation yourself, with real teachers. For companies across Germany since 2004.