7. Practise your ‘negotiating vocabulary’ by matching parts of sentences from columns a and b to make correct sentences.

A	B
I’m afraid that proposal is … Why don’t we come … I’m afraid I haven’t … I’m not in a position … Let me sum up … Let me put it … I’m not convinced … Could you send us … I suggest that we … I feel that this issue …	… made myself clear. … the discussion so far. … by your argument. … a fax to confirm that? … another way. … discuss that point later. … is of major importance. … to comment on that. … not acceptable to us. … back to that later?

8. Study the dialogue. The Negotiation Game

A: If I order 100 units, will you give me a price of 5.5 euros?

B: No, I’m sorry. I can’t do that. On 150 units I’ll give you a price of six euros.

A: Six euros. And what about payment?

B: Payment is within 60 days.

A: If we pay within 30 days, will you lower the price?

B: I’ll go down to 5.5 euros if you order 200 units or more. That’s my best offer.

A: Well, what about the guarantee?

Now you are going to play a game in which you have to negotiate the price, quantity, delivery time, payment terms and guarantee period of a product to gain points. Look at the instructions below.

NB! Don’t forget to use ‘negotiating vocabulary’ from ex.6 above!

Speaker A: Buyer

Negotiate with your partner to get the best deal possible. You get points for each category of the deal - price, quantity, delivery time, and so on. For example, if you agree on a price of 6 euros, you get 2 points or 3 points if the price is 5.5. Add your points for each category to get your score. To be a successful negotiator you have to get at least ten points.

Points	1	2	3
Price	6.5	6	5.5	€
Quantity	200	150	100	units
Delivery	3	2	1	weeks
Payment	30	60	90	days
Guarantee	6	12	18	months

Speaker B: Seller

Negotiate with your partner to get the best deal possible. You get points for each category of the deal - price, quantity, delivery time, and so on. For example, if you agree on a price of 6 euros, you get 2 points or 3 points if the price is 6.5. Add your points for each category to get your score. To be a successful negotiator you have to get at least ten points.

Points	1	2	3
Price	5.5	6	6.5	€
Quantity	100	150	200	units
Delivery	1	2	3	weeks
Payment	90	60	30	days
Guarantee	18	12	6	months

9. Work in pairs. Student a is the customer; student b is the supplier. You are negotiating the sale of some bricks. These are the negotiators’ objectives in the beginning.

	Price per thousand bricks	Discount for bulk orders	Delivery	Payment currency
A: customer	€830	25 percent	6 weeks	Euros
B: supplier	€950	15 percent	3 months	US dollars

Start the negotiation using the sentences given. Then use the expressions from ex.6 above to continue the negotiation, following the instructions.

A: ‘So you’re offering a price of €950 per thousand bricks and, as I told you, I’m

only willing to pay €820.’

B: ‘Yes. There seems to be quite a gap here.’

Calm A down and suggest a compromise: a price of € 855.

A: Accept the solution.

Move on to discount.

B: You can only offer a higher discount if A accepts a longer delivery time.

Suggest a specific discount and a delivery time.

A: You can’t accept B’s proposal.

Create another solution.

B: Accept A’s proposal.

Move on to currency.

A: Insist on paying in euros.

B: Calm A down. Suggest half the payment in euros and half in dollars.

A: Accept.

Go over the agreement.

B: Accept or disagree with A’s summary. Clear up any disagreements.

A: Close the negotiation.

B: Reply.