{"version":"1.0.0","segments":[{"speaker":"Speaker","startTime":10.0,"endTime":10.64,"body":"Hi there."},{"speaker":"Speaker","startTime":10.64,"endTime":13.98,"body":"This is Harry and welcome back"},{"speaker":"Speaker","startTime":13.98,"endTime":18.239,"body":"Harry, where I try to help you"},{"speaker":"Speaker","startTime":18.239,"endTime":20.399,"body":"the English language."},{"speaker":"Speaker","startTime":20.399,"endTime":22.0,"body":"And in this particular business"},{"speaker":"Speaker","startTime":22.0,"endTime":23.839,"body":"English lesson, we're looking at"},{"speaker":"Speaker","startTime":23.839,"endTime":25.96,"body":"how to defend your idea in"},{"speaker":"Speaker","startTime":25.96,"endTime":28.44,"body":"English when somebody challenges"},{"speaker":"Speaker","startTime":28.44,"endTime":29.879,"body":"it."},{"speaker":"Speaker","startTime":29.879,"endTime":33.84,"body":"So, for example, you put forward"},{"speaker":"Speaker","startTime":33.84,"endTime":36.52,"body":"Perhaps it's a new system, a"},{"speaker":"Speaker","startTime":36.52,"endTime":38.92,"body":"change to a process, a different"},{"speaker":"Speaker","startTime":38.92,"endTime":41.439,"body":"deadline, or a proposal that"},{"speaker":"Speaker","startTime":41.439,"endTime":43.359,"body":"will cost the company some"},{"speaker":"Speaker","startTime":43.359,"endTime":44.119,"body":"money."},{"speaker":"Speaker","startTime":44.119,"endTime":47.28,"body":"And then somebody says, well, I"},{"speaker":"Speaker","startTime":47.28,"endTime":49.719,"body":"Or they ask, why should we do"},{"speaker":"Speaker","startTime":49.719,"endTime":52.02,"body":"Or they tell you it's too"},{"speaker":"Speaker","startTime":52.02,"endTime":55.039,"body":"expensive, too risky or too"},{"speaker":"Speaker","startTime":55.039,"endTime":57.52,"body":"difficult, or whatever it might"},{"speaker":"Speaker","startTime":57.52,"endTime":58.079,"body":"be."},{"speaker":"Speaker","startTime":58.079,"endTime":59.759,"body":"So what do you say then?"},{"speaker":"Speaker","startTime":59.759,"endTime":63.909,"body":"Now when I use the word defend,"},{"speaker":"Speaker","startTime":63.909,"endTime":65.73,"body":"argue with everybody."},{"speaker":"Speaker","startTime":65.73,"endTime":70.29,"body":"There is an important difference"},{"speaker":"Speaker","startTime":70.29,"endTime":73.65,"body":"becoming defensive when you"},{"speaker":"Speaker","startTime":73.65,"endTime":76.209,"body":"You explain the reasons for it."},{"speaker":"Speaker","startTime":76.209,"endTime":77.409,"body":"You give evidence."},{"speaker":"Speaker","startTime":77.409,"endTime":78.769,"body":"You give them facts."},{"speaker":"Speaker","startTime":78.769,"endTime":80.81,"body":"You address your point."},{"speaker":"Speaker","startTime":80.81,"endTime":84.769,"body":"When you become defensive, you"},{"speaker":"Speaker","startTime":84.769,"endTime":89.129,"body":"You react as if the other person"},{"speaker":"Speaker","startTime":89.129,"endTime":90.769,"body":"So you might get annoyed."},{"speaker":"Speaker","startTime":90.769,"endTime":93.09,"body":"You speak too quickly or simply"},{"speaker":"Speaker","startTime":93.09,"endTime":95.409,"body":"repeat the same point again and"},{"speaker":"Speaker","startTime":95.409,"endTime":96.689,"body":"again."},{"speaker":"Speaker","startTime":96.689,"endTime":98.53,"body":"So I've got ten particular"},{"speaker":"Speaker","startTime":98.53,"endTime":100.37,"body":"expressions and structures for"},{"speaker":"Speaker","startTime":100.37,"endTime":103.269,"body":"you so you can defend your idea"},{"speaker":"Speaker","startTime":103.269,"endTime":104.969,"body":"professionally."},{"speaker":"Speaker","startTime":104.969,"endTime":109.329,"body":"As always, I'll go through them"},{"speaker":"Speaker","startTime":109.329,"endTime":114.09,"body":"mean, and give you examples of"},{"speaker":"Speaker","startTime":114.09,"endTime":118.25,"body":"Number one, that's a fair point."},{"speaker":"Speaker","startTime":118.25,"endTime":121.609,"body":"Or you can also say, I take your"},{"speaker":"Speaker","startTime":121.609,"endTime":123.29,"body":"Now, that's a fair point."},{"speaker":"Speaker","startTime":123.29,"endTime":125.09,"body":"Doesn't mean you agree."},{"speaker":"Speaker","startTime":125.09,"endTime":125.93,"body":"It means."},{"speaker":"Speaker","startTime":125.93,"endTime":126.45,"body":"Right."},{"speaker":"Speaker","startTime":126.45,"endTime":129.33,"body":"I heard you, and I'm not"},{"speaker":"Speaker","startTime":129.33,"endTime":133.71,"body":"And then you carry on and you"},{"speaker":"Speaker","startTime":133.71,"endTime":138.33,"body":"still think it's the right idea,"},{"speaker":"Speaker","startTime":139.37,"endTime":141.689,"body":"So perhaps you want to move to a"},{"speaker":"Speaker","startTime":141.689,"endTime":143.849,"body":"new supplier and then somebody"},{"speaker":"Speaker","startTime":143.849,"endTime":145.849,"body":"says, we don't have time for"},{"speaker":"Speaker","startTime":145.849,"endTime":146.129,"body":"this."},{"speaker":"Speaker","startTime":146.129,"endTime":148.05,"body":"The deadlines to close."},{"speaker":"Speaker","startTime":148.05,"endTime":149.81,"body":"So you can reply."},{"speaker":"Speaker","startTime":149.81,"endTime":151.33,"body":"That's a fair point."},{"speaker":"Speaker","startTime":151.33,"endTime":155.409,"body":"The timeline is tight, but so"},{"speaker":"Speaker","startTime":155.409,"endTime":156.449,"body":"You've been polite."},{"speaker":"Speaker","startTime":156.449,"endTime":160.37,"body":"You don't just say, no, you're"},{"speaker":"Speaker","startTime":160.37,"endTime":162.009,"body":"You've agreed with one fact."},{"speaker":"Speaker","startTime":162.009,"endTime":165.77,"body":"You agreed that the timeline is"},{"speaker":"Speaker","startTime":165.77,"endTime":168.37,"body":"So you're showing the person"},{"speaker":"Speaker","startTime":168.37,"endTime":170.849,"body":"understood the concern before."},{"speaker":"Speaker","startTime":170.849,"endTime":173.349,"body":"You explain why you still think"},{"speaker":"Speaker","startTime":173.349,"endTime":175.77,"body":"changing supplier is the right"},{"speaker":"Speaker","startTime":175.77,"endTime":177.409,"body":"decision."},{"speaker":"Speaker","startTime":177.409,"endTime":180.74,"body":"So that's a fair point."},{"speaker":"Speaker","startTime":180.74,"endTime":181.86,"body":"Number two."},{"speaker":"Speaker","startTime":181.86,"endTime":184.979,"body":"Can you clarify what you mean by"},{"speaker":"Speaker","startTime":184.979,"endTime":186.9,"body":"Often when somebody challenges"},{"speaker":"Speaker","startTime":186.9,"endTime":189.3,"body":"your idea, it's not clear and"},{"speaker":"Speaker","startTime":189.3,"endTime":190.46,"body":"you don't actually know what"},{"speaker":"Speaker","startTime":190.46,"endTime":191.259,"body":"they mean."},{"speaker":"Speaker","startTime":191.259,"endTime":194.62,"body":"For example, they say, I think"},{"speaker":"Speaker","startTime":194.62,"endTime":195.659,"body":"Well, risky."},{"speaker":"Speaker","startTime":195.659,"endTime":196.939,"body":"How is it the cost?"},{"speaker":"Speaker","startTime":196.939,"endTime":198.699,"body":"Is it the timing?"},{"speaker":"Speaker","startTime":198.699,"endTime":202.099,"body":"You need them to explain what"},{"speaker":"Speaker","startTime":202.099,"endTime":204.06,"body":"them a proper answer."},{"speaker":"Speaker","startTime":205.18,"endTime":209.539,"body":"So can you clarify what you mean"},{"speaker":"Speaker","startTime":209.539,"endTime":213.02,"body":"Is it the cost or the timing"},{"speaker":"Speaker","startTime":214.18,"endTime":218.3,"body":"Or when you say it's not"},{"speaker":"Speaker","startTime":218.3,"endTime":219.939,"body":"schedule do you mean?"},{"speaker":"Speaker","startTime":221.18,"endTime":226.18,"body":"Can you clarify what you mean by"},{"speaker":"Speaker","startTime":226.18,"endTime":230.02,"body":"And then your colleague replies,"},{"speaker":"Speaker","startTime":230.02,"endTime":235.259,"body":"practical or I think the new"},{"speaker":"Speaker","startTime":235.259,"endTime":238.219,"body":"So now you know exactly what"},{"speaker":"Speaker","startTime":238.219,"endTime":240.83,"body":"respond to that specific point."},{"speaker":"Speaker","startTime":240.83,"endTime":245.15,"body":"Can you clarify what you mean by"},{"speaker":"Speaker","startTime":245.15,"endTime":248.71,"body":"I can see why there might be"},{"speaker":"Speaker","startTime":248.71,"endTime":250.75,"body":"Well, an objection is simply a"},{"speaker":"Speaker","startTime":250.75,"endTime":252.389,"body":"reason why someone disagrees"},{"speaker":"Speaker","startTime":252.389,"endTime":254.81,"body":"with an idea or doesn't want to"},{"speaker":"Speaker","startTime":254.81,"endTime":255.909,"body":"accept it."},{"speaker":"Speaker","startTime":257.069,"endTime":260.509,"body":"So if somebody objects to your"},{"speaker":"Speaker","startTime":260.509,"endTime":262.23,"body":"with some part of it."},{"speaker":"Speaker","startTime":263.47,"endTime":266.99,"body":"For example, you're suggesting a"},{"speaker":"Speaker","startTime":266.99,"endTime":268.629,"body":"more in the first year."},{"speaker":"Speaker","startTime":268.629,"endTime":273.269,"body":"And someone says, I think people"},{"speaker":"Speaker","startTime":273.269,"endTime":277.949,"body":"And you can reply, I can see why"},{"speaker":"Speaker","startTime":277.949,"endTime":280.269,"body":"however, blah blah, blah."},{"speaker":"Speaker","startTime":280.269,"endTime":282.029,"body":"We need to compare the initial"},{"speaker":"Speaker","startTime":282.029,"endTime":285.389,"body":"cost with the savings, or we can"},{"speaker":"Speaker","startTime":285.389,"endTime":287.47,"body":"keep the cost down by"},{"speaker":"Speaker","startTime":287.47,"endTime":289.43,"body":"introducing the system in two"},{"speaker":"Speaker","startTime":289.43,"endTime":290.829,"body":"stages."},{"speaker":"Speaker","startTime":290.829,"endTime":295.79,"body":"I can see why there might be"},{"speaker":"Speaker","startTime":295.79,"endTime":297.629,"body":"use but as well."},{"speaker":"Speaker","startTime":297.629,"endTime":300.55,"body":"But however sounds a little more"},{"speaker":"Speaker","startTime":300.55,"endTime":303.509,"body":"It gives more emphasis to the"},{"speaker":"Speaker","startTime":303.509,"endTime":304.99,"body":"Okay."},{"speaker":"Speaker","startTime":304.99,"endTime":308.99,"body":"And for those of you who use"},{"speaker":"Speaker","startTime":308.99,"endTime":314.629,"body":"together a short quiz called"},{"speaker":"Speaker","startTime":314.629,"endTime":319.189,"body":"It has eight common meeting"},{"speaker":"Speaker","startTime":319.189,"endTime":323.37,"body":"what you're already doing well"},{"speaker":"Speaker","startTime":323.37,"endTime":325.75,"body":"little more help."},{"speaker":"Speaker","startTime":325.75,"endTime":331.43,"body":"You can take the quiz at"},{"speaker":"Speaker","startTime":331.43,"endTime":337.67,"body":"use the link in the description"},{"speaker":"Speaker","startTime":337.67,"endTime":341.149,"body":"The reason I'm suggesting this"},{"speaker":"Speaker","startTime":341.149,"endTime":345.589,"body":"Now be careful here because this"},{"speaker":"Speaker","startTime":345.589,"endTime":350.43,"body":"The reason is that not the"},{"speaker":"Speaker","startTime":350.43,"endTime":351.91,"body":"The reason is because."},{"speaker":"Speaker","startTime":351.91,"endTime":353.87,"body":"From English speakers too."},{"speaker":"Speaker","startTime":353.87,"endTime":355.029,"body":"In fact, plenty of them."},{"speaker":"Speaker","startTime":355.029,"endTime":356.99,"body":"But it isn't correct."},{"speaker":"Speaker","startTime":356.99,"endTime":357.389,"body":"Use."},{"speaker":"Speaker","startTime":357.389,"endTime":359.67,"body":"The reason is that."},{"speaker":"Speaker","startTime":359.67,"endTime":363.759,"body":"So perhaps you want to change"},{"speaker":"Speaker","startTime":363.759,"endTime":365.56,"body":"At the moment, you need three or"},{"speaker":"Speaker","startTime":365.56,"endTime":367.639,"body":"four approvals for anything over"},{"speaker":"Speaker","startTime":367.639,"endTime":370.0,"body":"five hundred euros, and it takes"},{"speaker":"Speaker","startTime":370.0,"endTime":371.639,"body":"about a week to get everyone's"},{"speaker":"Speaker","startTime":371.639,"endTime":372.439,"body":"signature."},{"speaker":"Speaker","startTime":372.439,"endTime":375.72,"body":"But somebody says, oh, why do we"},{"speaker":"Speaker","startTime":375.72,"endTime":378.16,"body":"It's always worked before."},{"speaker":"Speaker","startTime":378.16,"endTime":380.04,"body":"And you can say the reason I'm"},{"speaker":"Speaker","startTime":380.04,"endTime":382.319,"body":"suggesting this is that the"},{"speaker":"Speaker","startTime":382.319,"endTime":384.399,"body":"reason I'm suggesting this is"},{"speaker":"Speaker","startTime":384.399,"endTime":386.8,"body":"that we lost three days last"},{"speaker":"Speaker","startTime":386.8,"endTime":389.279,"body":"month waiting for approval on"},{"speaker":"Speaker","startTime":389.279,"endTime":391.6,"body":"this customer's order, and the"},{"speaker":"Speaker","startTime":391.6,"endTime":395.319,"body":"customer rang twice asking where"},{"speaker":"Speaker","startTime":395.319,"endTime":396.68,"body":"it was."},{"speaker":"Speaker","startTime":396.68,"endTime":398.959,"body":"So you're giving them some fact"},{"speaker":"Speaker","startTime":398.959,"endTime":400.439,"body":"and they can go and check for"},{"speaker":"Speaker","startTime":400.439,"endTime":402.24,"body":"themselves."},{"speaker":"Speaker","startTime":402.24,"endTime":403.56,"body":"And just a quick point here"},{"speaker":"Speaker","startTime":403.56,"endTime":406.459,"body":"about suggest and recommend"},{"speaker":"Speaker","startTime":406.459,"endTime":407.879,"body":"these verbs."},{"speaker":"Speaker","startTime":407.879,"endTime":411.6,"body":"They're often used"},{"speaker":"Speaker","startTime":411.6,"endTime":413.12,"body":"quite the same."},{"speaker":"Speaker","startTime":413.12,"endTime":417.399,"body":"If you suggest something, you're"},{"speaker":"Speaker","startTime":417.399,"endTime":418.56,"body":"And when you recommend"},{"speaker":"Speaker","startTime":418.56,"endTime":420.36,"body":"something, you're showing that"},{"speaker":"Speaker","startTime":420.36,"endTime":421.81,"body":"you believe it's the best"},{"speaker":"Speaker","startTime":421.81,"endTime":422.97,"body":"option."},{"speaker":"Speaker","startTime":422.97,"endTime":427.55,"body":"So, for example, if people start"},{"speaker":"Speaker","startTime":427.55,"endTime":429.329,"body":"sound a little firmer."},{"speaker":"Speaker","startTime":430.329,"endTime":434.449,"body":"Instead of saying, I'm"},{"speaker":"Speaker","startTime":434.449,"endTime":436.129,"body":"recommend that we do this."},{"speaker":"Speaker","startTime":436.129,"endTime":436.85,"body":"Okay."},{"speaker":"Speaker","startTime":438.05,"endTime":439.25,"body":"Number five."},{"speaker":"Speaker","startTime":439.25,"endTime":440.009,"body":"You're right."},{"speaker":"Speaker","startTime":440.009,"endTime":446.129,"body":"It's not perfect, but so perhaps"},{"speaker":"Speaker","startTime":446.129,"endTime":448.449,"body":"system and it isn't perfect."},{"speaker":"Speaker","startTime":448.449,"endTime":452.29,"body":"For example, it doesn't connect"},{"speaker":"Speaker","startTime":452.29,"endTime":454.129,"body":"And somebody says, well, it"},{"speaker":"Speaker","startTime":454.129,"endTime":456.29,"body":"doesn't even do half of what we"},{"speaker":"Speaker","startTime":456.29,"endTime":457.37,"body":"asked for."},{"speaker":"Speaker","startTime":457.37,"endTime":460.61,"body":"And you could reply, you're"},{"speaker":"Speaker","startTime":460.61,"endTime":462.17,"body":"But you're right."},{"speaker":"Speaker","startTime":462.17,"endTime":463.29,"body":"It's not perfect."},{"speaker":"Speaker","startTime":463.29,"endTime":465.329,"body":"But of all the systems we looked"},{"speaker":"Speaker","startTime":465.329,"endTime":467.49,"body":"at, it's still the strongest"},{"speaker":"Speaker","startTime":467.49,"endTime":468.61,"body":"option."},{"speaker":"Speaker","startTime":468.61,"endTime":471.81,"body":"So you just admit the weakness"},{"speaker":"Speaker","startTime":471.81,"endTime":475.81,"body":"You don't try to defend"},{"speaker":"Speaker","startTime":475.81,"endTime":477.889,"body":"And then you go back to your"},{"speaker":"Speaker","startTime":477.889,"endTime":479.329,"body":"Yeah, there's that issue."},{"speaker":"Speaker","startTime":479.329,"endTime":482.25,"body":"But there's still the best"},{"speaker":"Speaker","startTime":482.25,"endTime":483.649,"body":"And that actually makes your"},{"speaker":"Speaker","startTime":483.649,"endTime":485.49,"body":"argument stronger because you"},{"speaker":"Speaker","startTime":485.49,"endTime":486.97,"body":"sound realistic."},{"speaker":"Speaker","startTime":486.97,"endTime":490.41,"body":"Now the other person knows that"},{"speaker":"Speaker","startTime":490.41,"endTime":492.29,"body":"You've taken it into account."},{"speaker":"Speaker","startTime":492.29,"endTime":493.49,"body":"Okay."},{"speaker":"Speaker","startTime":493.49,"endTime":495.25,"body":"Number six."},{"speaker":"Speaker","startTime":495.25,"endTime":497.089,"body":"Let me break this down."},{"speaker":"Speaker","startTime":498.449,"endTime":500.85,"body":"Let me break down the main"},{"speaker":"Speaker","startTime":500.85,"endTime":504.129,"body":"And to break something down here"},{"speaker":"Speaker","startTime":504.129,"endTime":506.889,"body":"It means to divide it into"},{"speaker":"Speaker","startTime":506.889,"endTime":509.889,"body":"You explain something step by"},{"speaker":"Speaker","startTime":509.889,"endTime":512.769,"body":"You make it easier to"},{"speaker":"Speaker","startTime":512.769,"endTime":514.73,"body":"Let me break down the main"},{"speaker":"Speaker","startTime":514.73,"endTime":517.11,"body":"reasons for recommending this"},{"speaker":"Speaker","startTime":517.11,"endTime":517.97,"body":"option."},{"speaker":"Speaker","startTime":519.009,"endTime":522.61,"body":"So perhaps you're recommending"},{"speaker":"Speaker","startTime":522.61,"endTime":525.57,"body":"challenges it because another"},{"speaker":"Speaker","startTime":525.57,"endTime":529.37,"body":"Let me break down the main"},{"speaker":"Speaker","startTime":529.37,"endTime":531.49,"body":"And then you give them clear"},{"speaker":"Speaker","startTime":531.49,"endTime":536.409,"body":"For example, firstly they can"},{"speaker":"Speaker","startTime":536.409,"endTime":539.889,"body":"Secondly, their price already"},{"speaker":"Speaker","startTime":539.889,"endTime":542.86,"body":"And finally they already know"},{"speaker":"Speaker","startTime":542.86,"endTime":546.74,"body":"So you give the other person"},{"speaker":"Speaker","startTime":546.74,"endTime":548.62,"body":"recommending this supplier."},{"speaker":"Speaker","startTime":548.62,"endTime":552.139,"body":"So now they can see clearly why"},{"speaker":"Speaker","startTime":552.139,"endTime":554.94,"body":"You're not simply saying it's"},{"speaker":"Speaker","startTime":554.94,"endTime":556.58,"body":"That's why I'm recommending it."},{"speaker":"Speaker","startTime":556.58,"endTime":558.94,"body":"You're giving them three clear"},{"speaker":"Speaker","startTime":558.94,"endTime":560.259,"body":"Okay."},{"speaker":"Speaker","startTime":560.259,"endTime":564.82,"body":"Number seven we've got the"},{"speaker":"Speaker","startTime":564.82,"endTime":566.779,"body":"So imagine you're recommending a"},{"speaker":"Speaker","startTime":566.779,"endTime":568.539,"body":"change to the way your team"},{"speaker":"Speaker","startTime":568.539,"endTime":568.98,"body":"works."},{"speaker":"Speaker","startTime":568.98,"endTime":573.34,"body":"And somebody asks, how do we"},{"speaker":"Speaker","startTime":573.34,"endTime":576.58,"body":"And you could say we've got the"},{"speaker":"Speaker","startTime":576.58,"endTime":581.46,"body":"And then you can add it's in the"},{"speaker":"Speaker","startTime":581.46,"endTime":584.62,"body":"based on the results from the"},{"speaker":"Speaker","startTime":584.62,"endTime":587.779,"body":"So you're not simply asking"},{"speaker":"Speaker","startTime":587.779,"endTime":592.58,"body":"You're actually pointing them"},{"speaker":"Speaker","startTime":592.58,"endTime":595.299,"body":"This is what to back something"},{"speaker":"Speaker","startTime":595.299,"endTime":599.94,"body":"It means to support something"},{"speaker":"Speaker","startTime":599.94,"endTime":602.299,"body":"So if the figures back up your"},{"speaker":"Speaker","startTime":602.299,"endTime":604.1,"body":"proposal, they show that there's"},{"speaker":"Speaker","startTime":604.1,"endTime":606.22,"body":"a good reason to believe you and"},{"speaker":"Speaker","startTime":606.22,"endTime":608.059,"body":"to believe that your proposal"},{"speaker":"Speaker","startTime":608.059,"endTime":609.139,"body":"will work."},{"speaker":"Speaker","startTime":610.259,"endTime":612.34,"body":"You may also hear the expression"},{"speaker":"Speaker","startTime":612.34,"endTime":614.659,"body":"concrete evidence and concrete"},{"speaker":"Speaker","startTime":614.659,"endTime":617.139,"body":"evidence means clear, solid"},{"speaker":"Speaker","startTime":617.139,"endTime":619.019,"body":"evidence that you can actually"},{"speaker":"Speaker","startTime":619.019,"endTime":620.019,"body":"show people."},{"speaker":"Speaker","startTime":620.019,"endTime":622.179,"body":"For example, we've got concrete"},{"speaker":"Speaker","startTime":622.179,"endTime":624.419,"body":"evidence that the old process"},{"speaker":"Speaker","startTime":624.419,"endTime":625.86,"body":"was slower."},{"speaker":"Speaker","startTime":625.86,"endTime":629.62,"body":"It took the team an extra six"},{"speaker":"Speaker","startTime":629.62,"endTime":631.659,"body":"So when somebody challenges your"},{"speaker":"Speaker","startTime":631.659,"endTime":634.259,"body":"idea, show them the figures,"},{"speaker":"Speaker","startTime":634.259,"endTime":636.259,"body":"explain where they came from,"},{"speaker":"Speaker","startTime":636.259,"endTime":638.139,"body":"and use the evidence to back up"},{"speaker":"Speaker","startTime":638.139,"endTime":639.899,"body":"your point."},{"speaker":"Speaker","startTime":639.899,"endTime":645.259,"body":"And then number eight is can we"},{"speaker":"Speaker","startTime":645.259,"endTime":648.94,"body":"question when somebody"},{"speaker":"Speaker","startTime":648.94,"endTime":652.62,"body":"fact, but you are not sure where"},{"speaker":"Speaker","startTime":653.62,"endTime":657.179,"body":"So for example, you're"},{"speaker":"Speaker","startTime":657.179,"endTime":660.139,"body":"somebody says, our customers"},{"speaker":"Speaker","startTime":660.139,"endTime":663.789,"body":"And you could ask the person,"},{"speaker":"Speaker","startTime":663.789,"endTime":666.75,"body":"Have we asked customers"},{"speaker":"Speaker","startTime":666.75,"endTime":670.59,"body":"Or you could also say, where"},{"speaker":"Speaker","startTime":670.59,"endTime":675.59,"body":"To verify something means to"},{"speaker":"Speaker","startTime":675.59,"endTime":679.669,"body":"So you're not immediately"},{"speaker":"Speaker","startTime":679.669,"endTime":681.429,"body":"But at the same time, you're not"},{"speaker":"Speaker","startTime":681.429,"endTime":683.33,"body":"telling them they're wrong"},{"speaker":"Speaker","startTime":683.33,"endTime":683.87,"body":"either."},{"speaker":"Speaker","startTime":683.87,"endTime":687.149,"body":"You're simply asking to see the"},{"speaker":"Speaker","startTime":687.149,"endTime":689.029,"body":"Can we verify that?"},{"speaker":"Speaker","startTime":690.19,"endTime":694.71,"body":"And number nine, we have if we"},{"speaker":"Speaker","startTime":694.71,"endTime":697.429,"body":"And then you explain what you"},{"speaker":"Speaker","startTime":698.47,"endTime":700.95,"body":"For example, if we don't confirm"},{"speaker":"Speaker","startTime":700.95,"endTime":703.389,"body":"the order today, we'll lose the"},{"speaker":"Speaker","startTime":703.389,"endTime":704.95,"body":"delivery slot."},{"speaker":"Speaker","startTime":704.95,"endTime":708.669,"body":"And here we're using the first"},{"speaker":"Speaker","startTime":708.669,"endTime":712.83,"body":"So after if we use the present"},{"speaker":"Speaker","startTime":712.83,"endTime":714.11,"body":"the second part."},{"speaker":"Speaker","startTime":715.19,"endTime":717.269,"body":"So be careful with the grammar"},{"speaker":"Speaker","startTime":717.269,"endTime":719.99,"body":"I often hear students say if we"},{"speaker":"Speaker","startTime":719.99,"endTime":722.159,"body":"will fail to act, but that's"},{"speaker":"Speaker","startTime":722.159,"endTime":723.159,"body":"incorrect."},{"speaker":"Speaker","startTime":723.159,"endTime":725.32,"body":"The correct way to say is if we"},{"speaker":"Speaker","startTime":725.32,"endTime":727.159,"body":"fail to act, we'll lose the"},{"speaker":"Speaker","startTime":727.159,"endTime":728.36,"body":"opportunity."},{"speaker":"Speaker","startTime":729.44,"endTime":731.919,"body":"So the present tense comes after"},{"speaker":"Speaker","startTime":731.919,"endTime":735.039,"body":"if and will comes later in the"},{"speaker":"Speaker","startTime":735.039,"endTime":736.32,"body":"result clause."},{"speaker":"Speaker","startTime":737.44,"endTime":738.96,"body":"And you can also make this"},{"speaker":"Speaker","startTime":738.96,"endTime":740.879,"body":"sentence sound a little less"},{"speaker":"Speaker","startTime":740.879,"endTime":742.879,"body":"direct by using the second"},{"speaker":"Speaker","startTime":742.879,"endTime":744.399,"body":"conditional tense."},{"speaker":"Speaker","startTime":744.399,"endTime":746.32,"body":"If we didn't confirm it today,"},{"speaker":"Speaker","startTime":746.32,"endTime":748.44,"body":"we'd probably lose the delivery"},{"speaker":"Speaker","startTime":748.44,"endTime":749.2,"body":"slot."},{"speaker":"Speaker","startTime":750.6,"endTime":753.039,"body":"Here we use the past tense after"},{"speaker":"Speaker","startTime":753.039,"endTime":755.96,"body":"if followed by would in the"},{"speaker":"Speaker","startTime":755.96,"endTime":757.519,"body":"result clause."},{"speaker":"Speaker","startTime":758.679,"endTime":760.44,"body":"So you're presenting it as a"},{"speaker":"Speaker","startTime":760.44,"endTime":762.82,"body":"possible consequence rather than"},{"speaker":"Speaker","startTime":762.82,"endTime":764.24,"body":"saying that it will definitely"},{"speaker":"Speaker","startTime":764.24,"endTime":764.759,"body":"happen."},{"speaker":"Speaker","startTime":764.759,"endTime":769.519,"body":"So with your own team, will may"},{"speaker":"Speaker","startTime":769.519,"endTime":775.879,"body":"about the result with someone"},{"speaker":"Speaker","startTime":775.879,"endTime":780.919,"body":"Would can sometimes sound less"},{"speaker":"Speaker","startTime":780.919,"endTime":783.399,"body":"changes the meaning slightly."},{"speaker":"Speaker","startTime":784.519,"endTime":788.2,"body":"It makes the situation sound"},{"speaker":"Speaker","startTime":788.2,"endTime":790.12,"body":"If we didn't confirm it today,"},{"speaker":"Speaker","startTime":790.12,"endTime":792.24,"body":"we'd probably lose the delivery"},{"speaker":"Speaker","startTime":792.24,"endTime":793.44,"body":"slot."},{"speaker":"Speaker","startTime":793.44,"endTime":795.559,"body":"And then finally, number ten we"},{"speaker":"Speaker","startTime":795.559,"endTime":798.519,"body":"can use my recommendation is"},{"speaker":"Speaker","startTime":798.519,"endTime":800.2,"body":"still two."},{"speaker":"Speaker","startTime":800.2,"endTime":805.32,"body":"For example, my recommendation"},{"speaker":"Speaker","startTime":805.32,"endTime":807.519,"body":"Now still is important here."},{"speaker":"Speaker","startTime":807.519,"endTime":810.879,"body":"It shows that you've listened to"},{"speaker":"Speaker","startTime":810.879,"endTime":812.48,"body":"You've considered the concerns"},{"speaker":"Speaker","startTime":812.48,"endTime":815.34,"body":"they raised, but your final view"},{"speaker":"Speaker","startTime":815.34,"endTime":816.879,"body":"hasn't changed."},{"speaker":"Speaker","startTime":817.96,"endTime":822.279,"body":"And you could also say, having"},{"speaker":"Speaker","startTime":822.279,"endTime":824.759,"body":"still recommend option two."},{"speaker":"Speaker","startTime":824.759,"endTime":828.279,"body":"That's a very natural way to"},{"speaker":"Speaker","startTime":828.279,"endTime":830.36,"body":"back to your final point."},{"speaker":"Speaker","startTime":830.36,"endTime":831.96,"body":"And just be careful with the"},{"speaker":"Speaker","startTime":831.96,"endTime":833.639,"body":"verb you choose, because it"},{"speaker":"Speaker","startTime":833.639,"endTime":835.759,"body":"changes how strong your message"},{"speaker":"Speaker","startTime":835.759,"endTime":836.919,"body":"sounds."},{"speaker":"Speaker","startTime":836.919,"endTime":841.37,"body":"We could move to option two when"},{"speaker":"Speaker","startTime":841.37,"endTime":843.73,"body":"That means it's one possible"},{"speaker":"Speaker","startTime":843.73,"endTime":845.549,"body":"choice, but you're not saying"},{"speaker":"Speaker","startTime":845.549,"endTime":849.61,"body":"it's the best option or you can"},{"speaker":"Speaker","startTime":849.61,"endTime":851.21,"body":"use should."},{"speaker":"Speaker","startTime":851.21,"endTime":852.73,"body":"We should move to option two."},{"speaker":"Speaker","startTime":852.73,"endTime":856.769,"body":"And when you use should, you're"},{"speaker":"Speaker","startTime":856.769,"endTime":857.769,"body":"the right choice."},{"speaker":"Speaker","startTime":857.769,"endTime":861.769,"body":"And and if you use need, we need"},{"speaker":"Speaker","startTime":861.769,"endTime":863.69,"body":"becomes much stronger."},{"speaker":"Speaker","startTime":863.69,"endTime":867.73,"body":"You're saying that the change is"},{"speaker":"Speaker","startTime":867.73,"endTime":872.57,"body":"the deadline, the cost or the"},{"speaker":"Speaker","startTime":872.57,"endTime":875.57,"body":"So choose the verb carefully"},{"speaker":"Speaker","startTime":875.57,"endTime":877.33,"body":"that matches what you really"},{"speaker":"Speaker","startTime":877.33,"endTime":877.889,"body":"mean."},{"speaker":"Speaker","startTime":877.889,"endTime":879.23,"body":"If you want to make a clear"},{"speaker":"Speaker","startTime":879.23,"endTime":882.25,"body":"recommendation, should or I'd"},{"speaker":"Speaker","startTime":882.25,"endTime":883.97,"body":"recommend will usually be better"},{"speaker":"Speaker","startTime":883.97,"endTime":885.37,"body":"than could."},{"speaker":"Speaker","startTime":885.37,"endTime":889.529,"body":"But if you genuinely want to"},{"speaker":"Speaker","startTime":889.529,"endTime":891.61,"body":"could is perfectly fine."},{"speaker":"Speaker","startTime":891.61,"endTime":896.37,"body":"So just be careful and choose"},{"speaker":"Speaker","startTime":896.37,"endTime":898.929,"body":"you feel about the option."},{"speaker":"Speaker","startTime":901.059,"endTime":904.74,"body":"Okay, so that's the end of this"},{"speaker":"Speaker","startTime":904.74,"endTime":909.419,"body":"Ten ways ten ways how to defend"},{"speaker":"Speaker","startTime":909.419,"endTime":912.62,"body":"So let me give them to you one"},{"speaker":"Speaker","startTime":912.62,"endTime":915.5,"body":"Number one, that's a fair point."},{"speaker":"Speaker","startTime":915.5,"endTime":917.139,"body":"Or I take your point."},{"speaker":"Speaker","startTime":917.139,"endTime":919.179,"body":"I take your point on the cost."},{"speaker":"Speaker","startTime":919.179,"endTime":924.82,"body":"Number two, can you clarify what"},{"speaker":"Speaker","startTime":924.82,"endTime":926.82,"body":"you mean by it's too risky?"},{"speaker":"Speaker","startTime":926.82,"endTime":929.74,"body":"Is it the cost or the timing?"},{"speaker":"Speaker","startTime":929.74,"endTime":933.539,"body":"Number three, I can see why"},{"speaker":"Speaker","startTime":933.539,"endTime":935.259,"body":"However."},{"speaker":"Speaker","startTime":935.259,"endTime":939.539,"body":"Number four, the reason I'm"},{"speaker":"Speaker","startTime":939.539,"endTime":941.139,"body":"And remember here we use."},{"speaker":"Speaker","startTime":941.139,"endTime":947.059,"body":"The reason is that not the"},{"speaker":"Speaker","startTime":947.059,"endTime":947.899,"body":"You're right."},{"speaker":"Speaker","startTime":947.899,"endTime":948.98,"body":"It's not perfect."},{"speaker":"Speaker","startTime":948.98,"endTime":950.94,"body":"But you're right."},{"speaker":"Speaker","startTime":950.94,"endTime":951.98,"body":"It's not perfect."},{"speaker":"Speaker","startTime":951.98,"endTime":956.539,"body":"But a number six is let me break"},{"speaker":"Speaker","startTime":956.539,"endTime":962.98,"body":"And here you can use firstly,"},{"speaker":"Speaker","startTime":962.98,"endTime":965.58,"body":"seven we've got the figures to"},{"speaker":"Speaker","startTime":965.58,"endTime":968.659,"body":"Number eight, can we verify"},{"speaker":"Speaker","startTime":968.659,"endTime":971.899,"body":"Number nine if we don't do this"},{"speaker":"Speaker","startTime":971.899,"endTime":974.34,"body":"And then explain what you think"},{"speaker":"Speaker","startTime":974.34,"endTime":976.98,"body":"And then the last one number"},{"speaker":"Speaker","startTime":976.98,"endTime":980.379,"body":"My recommendation is still to."},{"speaker":"Speaker","startTime":980.379,"endTime":982.74,"body":"Now as always, don't try and use"},{"speaker":"Speaker","startTime":982.74,"endTime":984.299,"body":"all ten of them in your next"},{"speaker":"Speaker","startTime":984.299,"endTime":985.22,"body":"meeting."},{"speaker":"Speaker","startTime":985.22,"endTime":987.379,"body":"Pick two or three, practice"},{"speaker":"Speaker","startTime":987.379,"endTime":989.179,"body":"them, get those comfortable,"},{"speaker":"Speaker","startTime":989.179,"endTime":990.5,"body":"then come back and add a few"},{"speaker":"Speaker","startTime":990.5,"endTime":991.379,"body":"more."},{"speaker":"Speaker","startTime":991.379,"endTime":993.419,"body":"Okay, so as always, if you need"},{"speaker":"Speaker","startTime":993.419,"endTime":995.259,"body":"any help or you'd like some more"},{"speaker":"Speaker","startTime":995.259,"endTime":997.139,"body":"examples, you know where to find"},{"speaker":"Speaker","startTime":997.139,"endTime":997.82,"body":"me."},{"speaker":"Speaker","startTime":997.82,"endTime":1004.899,"body":"www.englishlessonviaskype.com"},{"speaker":"Speaker","startTime":1004.899,"endTime":1006.899,"body":"you and always happy to help."},{"speaker":"Speaker","startTime":1006.899,"endTime":1008.259,"body":"So this is Harry thanking you"},{"speaker":"Speaker","startTime":1008.259,"endTime":1009.5,"body":"for listening and as always,"},{"speaker":"Speaker","startTime":1009.5,"endTime":1010.779,"body":"join me again for the next"},{"speaker":"Speaker","startTime":1010.779,"endTime":1011.58,"body":"lesson."}]}