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30/03/12 Business English Negotiation Phrases: Making A Deal Exercise Blair English

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Negotiating Price
Read the following negotiation between a television manufacturer and a components company for a 2 year
contract for components. Bill is representing the television company and Fleur is representing the component
company. Focus on the words/phrases in BOLD and think about their meaning.
Fleur:
'So, we could supply you with +0,000 components per month, for a two-year period
at a unit cost of $+.35 per component.'
Bill:
'There seems to have been a slight misunderstanding. You do realise that we
want to order nearly a million components. And for that quantity, the price per unit
does seem to be very high.'
Fleur:
'We have taken into account the size of the order you require. And we have reduced
the unit price markedly from what we normally ask. !n terms of unit price, what
were you thinking of?'
Bill:
'Well, we were hoping for something around $3.+0 per unit. Please bear in mind
that we want to order nearly a million components, not a thousand.'
Fleur:
'$3.+0 per unit. I am afraid that is out of the question. !f we sold it to you at
that price, we would be making loss on every unit sold.'
Bill:
'Well, we have received a quote from one of your competitors at $3.53 per unit.'
Fleur:
'I am afraid that we can't match that. But !f ! was were you, ! would be asking
myself how can they sell the components at such a low price? ! would say that they
are sacrificing the quality of the component for price. But there maybe some room
for manoeuvre. !f you were to increase your order to 50,000 components per
months, then we could lower the unit cost to $+.15.'
NEGOTIATION PHRASES : MAKING A DEAL NEGOTIATION PHRASES : MAKING A DEAL
EXERCISE EXERCISE

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Negotiation is the art of improving what you can obtain. !t is a fundamental skill to have in business today. Everybody wants to obtain
the best deal possible when they negotiate, either for themselves or for their company. There are different techniques/strategies for
doing this in English, you can use persuasion, force, intimidation or logic. !n this exercise we will look at different phrases and
expressions in business English that are used in business negotiations when people try to improve their side of a deal, ways to react
to this, and how to suggest a compromise.
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Instant confirmation
Book it!
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HandBook Shows How
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Suppliers & Be a
Master Negotiator
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30/03/12 Business English Negotiation Phrases: Making A Deal Exercise Blair English
2/2 www.blairenglish.com/exercises/negotiations/exercises/making_a_deal/making_a_deal.html
Bill:
'For 50,000 units per month we wouldn't expect to pay more than $3.85 per
unit. ! would say that this price is the going rate for this quantity.'
Fleur:
'I don't think that we could go that far. Under $+ per unit. !t's not enough.'
Bill:
'Well, could you meet us half way? At $+ per unit?'
Fleur:
'!f that's $+ per unit, 50,000 per month for 2 years. ! think we can do that.'
Link to Dictionary
Negotiation Phrases: Making A Deal Qui
Below is a definition/description of each of the words/phrases in bold from the above text. Now choose the word/phrase from the
question's selection box which you believe answers each question. Only use one word/phrase once. Click on the "Check Answers"
button at the bottom of the quiz to check your answers.
When the answer is correct, an Additional !nformation !con " " will appear next to the answer. Click on this for extra
information on the word/phrase and for a translation.
1. A polite way to say that something is impossible, is

2. The price that is normally paid in the market for something, is the

3. A phrase that asks somebody what they are wanting to pay, is

+. A phrase where one side suggests to the other side that they both make an actual compromise, is

5. A polite way to inform somebody that they haven't comprehended what you want, is