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4. MEETING AT THE AIRPORT: Raphael Fuentes will meet the Sun and Fun Tours team at the airport and welcome them. They all know each other from a long business relationship, and so the tone of their conversation will be informal and first names will be used. Naturally, Fuentes will ask about the flight, how business is going, and about the demand for package tours on the British market. He will outline the schedule meetings, dinner, and entertainment for the stay and ask if that is acceptable.

5. THE NEGOTIATIONS: The negotiations should be carried out in a positive tone due to the long business relationship the two teams have enjoyed, the fact that they have a common interest in satisfying the customers, and that they have more to lose than to win by being confrontational.

Teams from Sun and Fun Tours will negotiate with teams from Hotel de la Playa and attempt to reach a satisfactory agreement for both sides. Both teams will have a secretary who records the terms of the agreement as the negotiation proceeds, compares notes upon the completion of the negotiations, and writes up the final agreement.

MEETING AGENDA

1.The demand for a 30 percent reduction to be passed on to the guests

2.Other possible forms of compensation to the guests

3.A guarantee that construction will be limited to the hours between 9 AM to 5 PM

4.The renewing of the contract and its length

6. FINAL AGREEMENT: When a final agreement is reached, it will be summarized to make sure that there are no misunderstandings.

7. PRESENTING AN ANALYSIS OF THE NEGOTIATIONS: Both teams will present the

results of their negotiations to the class, as well as their strategy and goals.

LANGUAGE MASTERY EXERCISES

1.The Hotel de Playa team should write the preliminary letter to Margaret Smith explaining the situation at the hotel and, after their telephone conversation, she should respond in a letter confirming what was discussed.

2.Write the final agreement. This will be a joint effort completed by the secretaries of both teams.