I. A) Read the dialogues “overheard” during and after the meetings. Translate them.

b) Work in pairs. Rephrase the dialogues.

c) Work in groups. Continue the dialogue and make a longer conversation.

– To show good will, we are prepared to reduce the price by 5 percent.

- That still sound a bit much, I’m afraid. Let’s put the cards on the table, we can go to the 9.000 and not a penny more!

2)

- We have to face the facts, our company doesn’t have enough money to consider such an expensive project at the moment, I suggest that we hold over the discussion of it until the next fiscal year.

- I see you are still playing for time. But it’s the thin end of the wedge, I’m afraid it will be difficult to take up these negotiations later on.

3)

– Prices obviously play a role, but they are not the only factor …

– If I may ask a blunt question, how much do you want, Mr X?

4)

– Are you ready to meet us halfway in the matter of price?

– That’s a bit of a loaded question, I’m afraid.

5)

– I hear your contact is in the bag. I imagine you must have gone through a hoop to get it. Why don’t we wet a good bargain?

– I’m not celebrating until I see it in writing. I want to have everything signed and sealed.

6)

– I see you are trying to get one jump ahead of me, but I’ve already told you this point is just not negotiable!

– Oh, come on, Mr X. I’m sure we could stretch a point … after all, I think we are on the same wavelength.

II. Complete the idioms below with the words from the box:

wall contention deal table ice time heat point cheque situation board sleeve

1. above ….. g) bring nothing to the …….

2. have an ace up your ….. h) clinch a ……….

3. back to the ….. i) turn up/on the ………

4. bide your ……. j) skate on thin ……….

5. to give someone a blank …… k) sticking ……..

6. bone of …… l) take stock of the ………..

III. Match the idioms in Exercise II to these definitions.

1. a controversial issue that causes an interruption or blocks progress in discussions or negotiations

2. to assess all the aspects in order to form an opinion

3. to put pressure on them in order to obtain what you want

4. to do or say something that could cause disagreement or trouble

5. to reach agreement on a proposal or offer

6. open, honest and legal business negotiations

7. to have something in reserve with which you can gain an advantage

8. to be  in serious difficulty

9. to have nothing of interest to offer the other side

10. a matter or a subject about which there is a lot of disagreement

11. to authorize someone to do what they think is best in a difficult situation

12. to wait for a good opportunity to do something

IV. Complete the sentences with the idioms from Exercise II in the correct form.

1. Paul's final argument enabled us __________________.

2. We'll never reach an agreement if we don't all _____________________.

3. The salaries have been agreed on, but opening on Sundays is still __________.

4. Tom was __________________ and told to negotiate the best deal possible.

5. He's not hesitating, he's just _____________, waiting for the price to drop.

6. With his _________________, the supplier had to accept the deal.

7. I'm well prepared for the negotiations. I've ______________________.

8. There are not secret negotiations.  Our dealings have always _____________.

9. If the goods are not delivered this week, we’II have to _______________.

10. He took time to __________________ before making a suggestion.

11. The choice of distributor was __________________ in the negotiations.

12. Don't mention that subject during the negotiations or you could be _________________.