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Make sentences which include concessions based on the cues below. The first is done for you as an example.

Suggest other situations which match each of the three types of negotiations described here. Think of examples from your own experience. | Preparation for a negotiation | When you have finished, report the results of your negotiation. | Remember to include welcoming remarks and some general comments on your expectations for a successful meeting and an agreement which leads to a lasting partnership. | Quick Communication Check Unit 1 | Now listen to a recording of a model summary. | To find out which one you are, answer the following questions and check your answers with the key at the end. | Listen to a recording of five different statements. All of these are ways of dealing with conflict. Match each statement with one of the following strategies. | Listen to a recording of a final summing up from Peter Cawood of Photolab Inc. and three alternative responses from Group Image. | Now listen to a recording of a model dialogue. |


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a) a better warranty / quicker payment terms

We could offer a better warranty, if you would agree to quicker payment terms.

b) free delivery / larger order

c) free on-site training / small increase in price

d) 5% discount / payment on delivery

e) extra $50,000 compensation / agreement not to file a lawsuit

f) promise to improve safety for staff/ agreement on new contracts

g) better working conditions / shorter breaks

 

 


Practice 2

Work with a partner. Choose an item that one of you owns and the other would like t buy, for example, a house or car. Work separately to prepare a negotiation based on the sale of the item you choose.

 

Decide on various bargaining points, including price, extra benefits, guarantees, payment terms, delivery time, part exchange of other item(s), etc. After brief preparation, begin your negotiation, each making an opening statement before beginning bargaining over the details of the agreement.

Note: You must reach agreement!

 

 

Accepting and confirming

An essential requirement in negotiating is to be absolutely clear what the other party is proposing and to state clearly what is being agreed. Inevitably, this involves a degree of repetition and paraphrasing. In the recording you are going to hear there are examples of this kind of repetition.

Before listening to another part of the negotiation between Arco and CAS, recap what was being discussed in the first extract.

In this next extract, Joe Blassini and Chris Pass of Arco and Elaine Chan of CAS ar* discussing compensation to CAS, and a royalty payment to Arco on future production of the engine. Identify:

a) why compensation is important to CAS

b) the final agreement reached.

Listen again. As you listen, write in the missing words.

a) CAS accepting the principle of a royalty:

We_____ _____ _____ a royalty, because once we're paying a royalty we've got an income to support it.

b) Arco insisting on a 10% royalty and agreeing to payment of two years' compensation:

Well, _____ _____ _____ _____ _____ a 10% royalty,_____ _____ that – the two years' compensation.

c) CAS accepting this:

Okay, in principle _____ _____ _____ _____ 10% -_____ ______ compensation based on two years' projected sales.

d) Arco confirming what the parties have agreed:

Yes, okay. So, confirmation, to_____ _____ ______ _____ we are agreeing...we agree to a two year sales forecast compensation.


Practice 3

You and a partner are representatives of Beck Instruments and Ojanpera Inc., a machine tool maker. Ojanpera is in discussion with Beck Instruments to buy a machine, the BI125. Use the flow chart below to negotiate some aspects of an agreement for the sale of the BI25.

 
 

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