III. Dealing with problems. When negotiations get stuck, and don’t progress,

there is a number of things you can do.

a. Underline common ground: the areas where agreement has been reached.

b. Reassure the other side on key points that have been decided: confirm that you have not changed your mind.

c. Be willing to compromise on your original objectives: be ready to accept less than you wanted in exchange for compromises from the other side.

d. Identify the exact obstacles or sticking points: the problems that are causing negotiations to become difficult.

e. Postpone discussions until later so that each side can reconsider its position.

Match the expressions (1-5) to the points (a-e).

1. With currency values changing so quickly, you want to think further about currency you want to be paid in.

2. If you can increase the performance of the type of engine we’re interested in, we may be willing to pay a little more.

3. Well, the currency for payment would seem to be the problem here.

4. We’ve reached an agreement on the number of engines you are willing to buy, and that’s very positive.

5. We’ve definitely reached a consensus on price – that much at least agreed.

Speaking

Study the examples of different types of negotiations in the business world and practice business vocabulary and your conversation skills.

1. Discussing a contract

Key vocabulary:

clause – пункт (договора)

implementation – осуществление, выполнение

to take into account – принимать во внимание

efficient – эффективный

appendix – дополнение

respectively – соответственно

counter offer – встречное предложение

I. Read and act the dialogue out.

Mr. Manson: Good afternoon, gentlemen. Mr. Parker, glad to see you again.

Mr. Parker: Good afternoon, Mr. Manson. Good afternoon, gentlemen.

Mr. Manson: Well, Mr. Parker, let’s get down to our business.

Mr. Parker: You are sure to get acquainted with our draft of the contract for buying our equipment. We’d like to know whether you agree with all the clauses of the contract. As soon as we make the final version of the contract we can sign it and come to practical implementation.

Mr. Manson: I fully agree with you, Mr. Parker. I and my experts have thoroughly studied the clauses of the contract. Mr Baretti, our sales manager, will speak about our proposals as to some alterations.

Mr. Baretti: Thank you. Gentlemen, having analyzed the proposed draft contract and taking into account our methods of work, I’d like to stress the following. First, the price per unit of equipment also includes the price of all parts providing the efficient functioning of the equipment, as it is pointed out in the appendix to the contract. So the unit price will be 5,879 dollars instead of 5, 240 dollars which changes the total contract price respectively.

Mr. Parker (looking through the catalogue and appendix): Well, I think we are not going to have any problems with this.

Mr. Hammer, buyer’s representative: I think the same, but I have a counter offer. As you are so strict on the quality of your equipment, could you prolong the guarantee period from 24 to 36 months?

Mr. Baretti: Dear Mr. Hammer, the matter is that the 24 months period is our confirmed term. However, having analyzed all the data, we decided that we could meet your requirement.

Mr. Hammer: Thank you.

Mr. Manson: Are there any other points in the contract you’d like to clear up?

Mr. Parker: No, I think we have settled all the points quite clearly.

Mr. Baretti: If we come across any problems later, we shall solve them there and then.

Mr. Parker: Fine. Then our contract may be prepared for signing. We’ll ask our experts and lawyers to do it. I don’t think it will take them long to come up with it.

Mr. Manson: All right, let it be so.