1. Role play part of these negotiations, following the instructions for each side:

Kara company representatives:

• Summarise the situation so far.

• British government will provide $100 million in state aid and sell government land cheaply for building the plant.

• Kara will guarantee 5,000 jobs.

• Key issues remaining: price for land, and UK currency stability.

• Agree to come back to land price later.

• You need guarantees on British currency stability so costs of components from outside the UK will be stable.

• Say that you envisage long-term commitment.

• Avoid answering questions directly, but say all options are open.

• Suggest that you discuss the price of the land.

British government officials:

• Agree that summary is correct.

• Price for the land not an obstacle; can be discussed later.

• Say that British government is aiming for currency stability, but can give no guarantees.

• Again say you can offer guarantees.

• Ask about Kara’s future plans in the UK if this investment is successful.

• Ask if Kara have considered other countries for their plans.

• Agree to the suggestions.

2. Write an e-mail to all senior staff informing them of the results of the negotiation:

Example of an e-mail:

To james.scarfield@tmb.de Subject Meeting in Berling
Dear James You may remember we met at the Learntech fair in Kuala Lumpur last fall. You were interested in our company's automation equipment. I am visiting Berlin at the end of next month and would like to visit you, if you are around. I will be there from 27-31 March. Let me know if you have any time. Best wishes Alison Alison McDermott Product Manager Has Bro Equipment Inc Box 28 Chicago email: alison.mcdermottPhasbro.com

Some rulers for writing an e-mail:

1. E-mails have two distinct styles: a semi-formal business style and a more informal personal style.

2. The semi-formal style is similar to a business letter, but less formal and shorter. A likely ending is Best Wishes rather than Yours sincerely. This style is best used for e-mails to people outside your company, or who you do not know well. The emphasis is on the efficient provision or exchange of information.

3. The informal style of letters is suitable for e-mails within your company and for people whom you know well. The greeting is often Hi, Hello or even How are you? The style is much closer to spoken than written English.

4. Use short clear sentences.

5. Use paragraphs for different subjects, leave a space between paragraphs.

6. In business e-mails, always use a formal and polite tone. Do not be too informal or familiar.

7. In business letters do not use emotions, e.g. ☺, or acronyms, e.g. BTW (by the way).

8. Do not write CAPITAL LETTERS – this is like shouting.

9. Do not repeat yourself – try not to use the same word more than once in a paragraph.