2) What do the effective negotiations promise ?

3) Why is negotiating sophisticated activity?

4) What talents and skills should have good negotiator?

5) What is “the shortest and the best way to make your fortune”?

6) What common have selling and negotiating?

7) What is the strongest weapon in your armoury of persuasion?

8) What key point should you remember?

Practice

Make story using the following:

1. What are negotiations?

2. The shortest and the best way to make your fortune in negotiations.

3. The strongest weapon in negotiations.

DIALOGUE 1. DISCUSSING A CONTRACT

І. Pre- reading stage: 1) What do sides usually consider during the negotiations?

2) What is Letter of Credit?

1. Study the following words and word combinations:

1. on the whole –в цілому

2. condition – умова

3. competitive –конкурентноспроможній

4. somewhat high – декілька великий

5. per cent –відсоток

6. to increase –збільшувати

7. to give a discount –надавати знижку

8. to settle a problem –врегулювати питання

9. parcel – партія (обладнання, машин)

10. lot – партія (вантажу)

11. remaining –той, що залишився

12. as regards – щодо, відносно

13. shipping documents –вантажні документи

14. a letter of credit – акредитив

ІІ. While- reading stage:

2. Read and translate the dialogue: dialogue 1. Discussing a contract

The export department of Goldman & Co. sent their offer of compressors. When Mr. Klimenko came back from Edinburgh, he and Mr. Zotov considered the prices, the terms of payment and delivery and the technical information of the offer. They found that their compressors were the latest design. So Klimenko decided to meet Mr. Lipman again to discuss the offer.

Klimenko: Good afternoon, Mr. Lipman.

Lipman: Good afternoon, Mr. Klimenko. Will you take a seat? Have a cigarette, please.

Klimenko: Thank you.

Lipman: Did you enjoy your trip to Edinburgh?

Klimenko: Yes, it was pleasant, indeed. I also had a good opportunity to contact businessmen of different British companies.

Lipman: I see. Now, Mr. Klimenko, what do you say to your offer?

Klimenko: On the whole your terms and conditions are acceptable to us. But I’m afraid your prices are not quite competitive. They are somewhat higher then the prices of other firms. Could you reduce your price by 7 per cent?

Lipman: I say, Mr. Klimenko, we’ve sold our compressors at the price of 2000$ each. They are the best on the world market at this price. However, if you increase your order, we’ll give you a discount of 5 per cent.

Klimenko: I believe we can buy 15 more compressors.

Lipman: Fine. That will settle the price problem.

Klimenko: Quite so. Now there is another point, Mr. Lipman. Your delivery

dates don’t suit us. We require the first parcel of 20 compressors a

month after we sign the contract.

Lipman: So I understand that we are to ship the first parcel in December. And what about the remaining goods?

Klimenko: We can accept them in March.

Lipman: Very good. Well, Mr. Klimenko, as regards the terms of payment I hope you’ll pay against shipping documents by a Letter of Credit. You are to open it with the London Bank after our fax that the goods are ready for shipment.

Klimenko: Quite right. I’ll be glad to sign the contract when you get it ready.

Lipman: We can sign it tomorrow. I’ll be glad, Mr. Klimenko, if you and Mr. Zotov join our Sales Manager and me for lunch after we sign the contract.

Klimenko: Thank you.

Lipman: So we hope to see you at our office at 12 tomorrow.

Klimenko: Good. See you tomorrow.

ІІІ. Post-reading stage: