Language input

Ex. 5. Below are the stages of a negotiation and some expressions which you may find useful at this stage. Learn the new words and word combinations. Consult the dictionary if you don’t know the meaning.

Conversation	I’m sure / confident we can reach agreement (optimistic). I’m sure there’s room for negotiation. We have a lot to discuss. Let’s see how we get on (cautious).
Presenting your position	This is our position. This is how we see it. We think the following is reasonable / appropriate. Our approach is this.
Questioning the other’s position	How do you / explain your attitude? / Justify …? Account for…? Arrive at…? Why do you want …? Why such a / high charge? /long delivery period? / low discount?
Refusing to accept	I’m sorry, I can’t accept 2 %. You’ll have to do better than that, I’m afraid. I’m afraid it’s not enough. Other firms offer more than 2 %.
Refusing to move	I’m afraid I can’t agree to that / increase the rate/lower the price / shorten delivery. We’ve done our best for you. We have to maintain a policy. I have my instructions.
Suggestion a compromise	May I make a suggestion? If you … then we may be able to … . We may be able to … but only if you … . Unless you … there is no question of our being able to … .
Reaching agreement	Let’s just go through the terms. Let’s summarize the conditions.

Ex. 6. Practice the following dialogue with a partner.

Now you have the opportunity to negotiate delivery periods for machines you have ordered with the supplier. When the supplier stops talking you should speak in turn until an agreement is reached. The information above will help you.

Supplier: Well, let’s get started. You know, with this delivery problem. I’m sure there’s room for negotiation.

You: ………………………. .

Supplier : Right, well this is how we see it. We can deliver the first machine in ten weeks, and install it four weeks after that.

You: ……………………….. .

Supplier: Well, these are in fact the usual periods. It’s pretty normal in this kind of operation. Did you expect we could deliver any quicker?

You: ……………………….. .

Supplier: I see what you mean, but that would be very difficult. You see we have a lot of orders to handle at present, and moving just one of these machines is a major operation. Look, if I can promise you a delivery in eight weeks, does that help?

You: ……………………….. .

Supplier: Ah – ha! Well, look … er … You want the machine in six weeks. Now that is really a very short deadline in this business. You said that you couldn’t take it any later, but couldn’t your engineers find a way to re-schedule just a little, say another week?

You: ……………………….. .

Supplier: Well, you really are asking us for something that is very difficult. I’ve already offered you seven weeks. I’ll have to consult with my colleagues and come back to you, but I can’t see what we can do.

You: ………………………

Supplier: Well, on that basis I suppose we might be able to look at some kind of arrangement. In fact, if you can promise another order I think we could accept your terms.

You: ……………………… .

Supplier: Exactly. If you could confirm this in writing I … .

Ex. 7. Act out your own dialogues based on situations 1–3.

1. Negotiate your salary and benefits package for a job you’ve just been offered with a new employer. The employer would like to know what you were compensated in your last job.

2. You go out to see a car. It is great and you want it. The owner tells you the asking price. You don’t want to pay so much. Negotiate over the price.

3 You work for Jason Electrics, a company that manufactures electrical cable. The regular working week for production staff is 39 hours, compared with a maximum of 37 hours in other, similar companies in on the estate. The union would like to negotiate a reduction in working hours to 37, without any reduction in basic salary. They realize that in return for this they will probably have to increase productivity. The management is happy to consider a reduction in hours if it can win greater productivity and flexibility in working time. (It often needs to ask staff to do overtime for special orders).