Extract 1.

-Start a negotiation with a greeting and small talk. Warren does this by asking whether Carla is enjoying Chicago.

This helps the negotiation start in a relaxed, friendly atmosphere.

Other phrases are:

I hope you had a pleasant flight.

How is your hotel?

Extract 2.

-Notice how Carla signals it's time to start the negotiation by making a suggestion. Similar phrases are:

Shall we get down to business?

Well, how about we get down to business?

-Next Carla makes an opening statement, which tells Warren what she wants to achieve from the meeting.

The person who requested the meeting usually makes the opening statement. Similar phrases are:

Let me start off by saying....

I'd like to begin by saying....

-Warren responds by saying they're only exploring options, meaning he doesn't intend to make a decision at this meeting.

He then adds that any proposal requires the board's approval.

-Carla shows she understands they won't reach an agreement at this meeting.

Each side has made their position clear, and can now discuss the details of the proposal.