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Listen to a recording of a final summing up from Peter Cawood of Photolab Inc. and three alternative responses from Group Image.

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 | Effective negotiating requires clear thinking and a constructive approach | Make sentences which include concessions based on the cues below. The first is done for you as an example. | Now listen to a recording of a model dialogue. | 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. |


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  3. A syntactic word-group is a combination of words forming one part of the sentence.
  4. A Talk to the Gurdjieff Group
  5. A) Before listening, read the definitions of the words and phrases below and understand what they mean.
  6. A) Listen to the recording of Text Two and mark the stresses and tunes, b) Repeat the text in the intervals after the model.
  7. A) Read the following comments from three people about their families.

• Comment on each response.

• Decide which is the most appropriate.

• Give reasons for your decision.

 

 

Complete the following phrases with suitable words. If in doubt, listen again to the last two responses in Exercise 1 above.

a) Thank you for your proposals, but _____ very _____.

b) We do not _____ at this stage to _____ your offer.

c) Obviously, we have _____ it very carefully.

d) We are not entirely_____ that the technical advantages _____ the high cost.

e) We hope you'll _____ us again with future offers.

f) I think we are _____ to give you a formal _____ today, but we will _____ to you and tell you of our _____ in a day or two. Then we'll _____ what the next step should be. So, thank you very much.

 

 

Match a phrase on the left with a phrase on the right which could be used in a similar situation.

a) Not just now. I'm afraid not.

b) Not really. Not at the moment.

c) 1 don't think so. I'm afraid we just couldn't do that.

d) I'm sorry but that's not realistic. I doubt it.

Practice 2

 

Below are four offers or requests. Reject each one, using the information in the cues.

Situation 1

Let me make a suggestion. If you agree to buy 100 units every month for the next twelve months, we'll agree to a 10% discount.

 

You don't know how many units you will need in six and twelve months. It might be more or less.

Situation 2

The price we are offering excludes installation costs but does include a twelve month guarantee.

 

Other suppliers offer free installation and a two year parts and labor warranty.

 

 

Situation 3

I think the absolute minimum investment in advertising must be $40,000, otherwise we cannot reach enough of our market. It's not much to ask for.

You cannot spend more than your budget.

 

 

Situation 4

Now, some excellent news: we'd like to increase our order. Right now you are sending us 350 boxes a month. We need at least 500, demand is very high...

 

Your order books are full the plant is working at capacity.

Now listen to a recording of model answers.

Practice 3

Abacus Inc. is an automobile parts distributor. They want to buy exhaust pipes from a manufacturer, Kroll.

 
 

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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.| Now listen to a recording of a model dialogue.
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