Extract 1.

I think we are not really making much progress. Perhaps it would be better to leave this point for a while and come back to it later. Could we talk about a different aspect to the deal, perhaps the question of delivery?

Extract 2.

I think it is important to think about what could happen if we do not reach agreement. The most obvious consequence will be that we will both lose market share. The only winners will be our competitors. It could be serious for both of us.

Extract 3.

There seem to be a number of problems, but I’d like to summarise the positive elements – issues where we have made progress. First, we agree that we have to settle the dispute between us, we understand how important this is. Second, we agree that the terms of our original agreement need to be changed. Third, we also agree that the change will depend on the different market conditions which affect our products. These are important points of progress.

Extract 4.

Can I suggest we take a short break here! I think it will help if we look at some of the issues that are dividing us. Perhaps we will see areas where we can make a fresh offer.

Extract 5.

The point at issue, Mr. Cinis, is quite simple. We can offer you an extra 5% discount, but only if the order is increased by 20% over the next three years.

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