10. Agree or disagree with the following statements. Give your reasons.

1. When Mr. Stanley and Mr. Petrenko met, the weather was very bad. It was raining heavily.

2. The company quoted quite a reasonable price.

3. Bond and Co delivered a lot of pumps to different countries of the world.

4. Their customers were quite satisfied with the quality of the pumps.

5. The Buyers were to make payment for collection.

6. It was difficult for Mr. Stanley to arrange a visit to the manufacturing plant.

11. Think and answer:

1. Why was Ukrimport interested in the pumps of Bond and Co?

2. Why were and Co interested in doing business with Ukrimport?

3. Why did Bond and Co improve the model?

4. Why did Bond and Co give a discount to the Buyers?

5. Why did Mr Petrenko want to visit the manufacturing plant?

12. Ask your groupmates:

- if the Sellers' prices are always acceptable to the Buyers or they often find them high;

- what the Sellers usually do if the prices are not acceptable to them;

- if the Sellers sometimes give a discount of the value of the contract if the prices are not acceptable to their Buyers;

- if the Sellers sometimes change terms of delivery if they are not acceptable to the Buyers.

13. Read the dialogue “talking business: the other day Mr. Pavlenko, General Director of Ukrimport, and Mr.Turnball, a representative of London Tools Ltd met at the Ministry for Foreign Trade to negotiate the purchase of a Flight Information Display System for a new airport being built in Kyiv. Say what you have learned from the dialogue about: the goods Ukrimport was interested in; the price and terms of payment in the offer of London Tools Ltd; subject of negotiation of both sides.

Pavlenko: Good morning, Mr. Turnball. Happy to see you in Kyiv again.

Turnball: Good morning, Mr. Pavlenko. I'm also pleased to meet you.

Pavlenko: Will you take a seat, please. Did you have a nice journey?

Turnball: Yes, thank you, I enjoyed the trip. It was very pleasant indeed.

Pavlenko: I'm glad to hear it. Now I'd like to discuss with you particulars of our transaction. Our customers have studied all the technical characteristics of your system and concluded that they meet their requirements.

Turnball: I'm happy to hear it. We have been selling our equipment to many western countries, it's up to world standards and is in great demand on the world market.

Pavlenko: Well, now we can get down to discussing the commercial side of our transaction, can't we? The first thing I'd like to clarify is the prices.

Turnball: Don't you find them attractive?

Pavlenko: On the whole we do, but the prices for items 3 and 9 are a bit high.

Turnball: I'm afraid I can't agree with you here. These items are completely new in design and they are the best on the world market.

Pavlenko: The competitors offer lower prices for such items and they are 30-40% lower than yours. Could you find it possible to reduce the prices?

Turnball: I'm afraid I must get in touch with my company and I’ll give you the answer tomorrow.

Pavlenko: Good. Now comes the question of payment.

Turnball: I hope payment for collection suits you.

Pavlenko: Yes, it does. And since your terms of delivery and delivery time are acceptable, we'd like to offer you our contract form to study. Could you come here at 10.30 tomorrow?

Turnball: No problem, Mr. Pavlenko. Good bye.

Pavlenko: Good bye, Mr. Turnball.