Read the words and word-combinations for better comprehension. Learn them.

account (a/c) –счет	cheap charge –брать оплату –дешевый
adjustment –регулировка	CIF (cost, insurance, freight) price –цена СИФ
adapt equipment to sb’s uses –приспособить оборудование к чьим-либо требованиям	come to terms about the price –прийти к согласию относительно цены
admit –признавать	complete set of documents –полный комплект документов
advance payment –предварительная оплата	concerning –что касается
advertising material –рекламный материал	confirmed –подтвержденный
as regards –что касается	cover the expenses –покрывать расходы
be confident –быть уверенным	date of shipment –дата отгрузки
be not in favor of sth –не быть настроенным	delay –отложить, задержать
break down –поломка	delivery date –дата поставки
begin with – сначала	draft contract –проект контракта
business transaction – деловое соглашение	equal validity –одинаковая юридическая сила
FOB (free on board) price –цена ФОБ	fail to do sth –не суметь сделать что-либо
goods – товары	introduce sb –представить что-либо
in duplicate –в двух экземплярах	irrevocable –безотзывный
incorporate –соединять	item –пункт, положение контракта
indivisible –неделимый	Letter of Credit (L/C) –аккредитив
meet sb in person –познакомиться лично	maintenance –содержание
mutual agreement –совместное соглашение	order –заказ
objection –возражения	provision –положение контракта
outcome –результат	purchase –покупать
pay the expenses involved –оплатить связанные с этим расходы	quantity –количество
penalty –штраф	refund –возмещать стоимость
stipulate –договориться	reliable –надежный
sign –подписывать	supplement –дополнение
sufficient –достаточный	suit –подходить (в переносном значении)
total value of the contract –общая стоимость контракта	study the requirements –изучать требования

4. DATAFILE: NEGOTIATIONS

Below are the stages of a negotiation and some expressions which you may find useful at each stage.

5. YOUR TURN TO NEGOTIATE

Now you have the opportunity to negotiate. In the dialogue you are negotiating delivery periods for machines you have ordered with the supplier. When he stops talking it is your turn to speak. You speak in turn until an agreement is reached. To help you with each answer you are given some information in brackets and a number which refers back to the Datafile.

Supplier Well, let’s get started. You know, with this delivery problem I’m

sure there’s room for negotiation.

You (1: cautious )

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 (3: long delivery period )

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 (2: 6 weeks maximum delivery; 4 weeks installation )

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 delivery in eight weeks, does that help?

You (4: too late )

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 (5: refuse )

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 (6: if deliver in 6 weeks perhaps talk about further order )

Supplier Well, on that basis I suppose we might be able to look at some

kind of arrangement. In fact, if you promise another order I think

we could accept your terms.

You (7: 6 weeks delivery; 4 weeks installation; decision on next order

by 26^th of this month )

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

6. TEN RULES FOR NEGOTIATING

1. Dr. Ed Zap is holding a two-day seminar on negotiating techniques. At the end of the 1^st morning he gives the group his ten rules for negotiating. Here they are:

Read Dr. Zap’s rules and then look at the remarks in list A. These remarks are not good for negotiating. Instead, use phrases from list B. Which one would you use in each case?

Example Instead of You see? I knew I’d win! say I think we can agree on these terms.

A	B
a) You see? I knew I’d win!	1. If you increase the order, then we may be able to reduce the price.
b) I know what you want to discuss, so let’s start.	2. Very well, but if you can’t give discounts, I’m sure you can extend...
c) I can reduce the price. Does that help?	3. If you can’t accept this, I may have to reconsider my position.
d) Delivery? That’s no problem; no extra charge.	4. I think we can agree on these terms.
e) It’s against your policy to give discounts? OK.	5. I’m afraid that will not be possible.
f) What a ridiculous idea! Don’t be stupid.	6. May we go through the points to be discussed before we begin?
g) Another half per cent? Yes, that’s a very generous offer you’re making.	7. Half a per cent is a very small amount.
h) This is my final offer. If you refuse, I’ll cancel everything.	8. Delivery? Well it may be possible but only if ….

7. DRAFT CONTRACT

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