Nama : Kamilia Salsabila/18

Kelas : 3B DIV Manajemen Pemasaran

NIM : 1842620209
Page 108
A. Correct the grammatical mistakes in these sentences.
1. If you pay in dollars, we would deliver next week.
If you pay in dollars, we will deliver next week.
2. If I would have his number, I would phone him.
If I could have / knewn his number, I will phone him.
3. If the goods will arrive tomorrow, I’ll collect them.
If the goods would arrive tomorrow, I will collect them.
4. If the cars would be more reliable, more people would buy them.
If the cars could be more reliable, more people will buy them.
B. Combine phrases from Columns A and B to make conditional sentences. More than
one answer is possible in each case.
1. If you offer more flexible payment conditions, we’ll accept the deal
If you offer more flexible payment conditions, you will increase the order
2. If you pay all the promotion costs, we’ll offer a large discount
If you pay all the promotion costs, we’ll give you 90 days credit
If you pay all the promotion costs, we’ll make you an exclusive agent
If you pay all the promotion costs, we’ll give you a signing-on bonus
If you pay all the promotion costs, we’ll accept the deal
If you pay all the promotion costs, we’ll reduce the price by 20%
3. If you place an order today, we’ll offer a large discount
If you place an order today, we’ll give you 90 days’ credit
If you place an order today, we’ll give you a signing-on bonus
If you place an order today, we’ll despatch immediately
If you place an order today, we’ll accept the deal
If you place an order today, we’ll reduce the price by 20%
4. If you pay in dollars, we’ll offer a large discount
If you pay in dollars, we’ll give you 90 days’ credit
If you pay in dollars, we’ll make you an exclusive agent
If you pay in dollars, we’ll give you a signing-on bonus
If you pay in dollars, we’ll despatch immediately
If you pay in dollars, we’ll accept the deal
5. If you place firm orders in advance, we’ll offer a large discount
If you place firm orders in advance, we’ll 90 days’ credit
If you place firm orders in advance, we’ll make you an exclusive agent
 If you place firm orders in advance, we’ll give you a signing-on bonus
If you place firm orders in advance, we’ll despatch immediately
If you place firm orders in advance, we’ll accept the deal
6. If you provide good technical support, we’ll accept the deal
If you place firm orders in advance, we’ll increase the order
7. If you offer us a unit price of $22, we’ll accept the deal
If you offer us a unit price of $22, we’ll increase the order
8. If you sign the contract now, we’ll offer a large discount
If you sign the contract now, we’ll 90 days’ credit
If you sign the contract now, we’ll make you an exclusive agent
If you sign the contract now, we’ll give you a signing-on bonus
If you sign the contract now, we’ll despatch immediately
If you sign the contract now, we’ll accept the deal
If you sign the contract now, we’ll reduce the price by 20%

D. Discuss these questions in Pairs

1. Your boss asked you to move abroad? I would ask for a raise
2. You saw a colleague bullying another colleague? I would ask to stop bullying each
other.
3. You saw a colleague stealing something?I would tell my manager.
4. Your boss took credit for your ideas?I would give my ideas.
5. You saw two colleagues having an argument?I would bring them together to discuss
the problem

Page 109
A. Which of these are good ways of dealing with conflict in a negotiation?
1. Smiling a lot
Some places may consider this conciliatory, others provocative. If in doubt, don't smile too
much.
2. Focusing on the issues, not on personalities.
Easier said than done. A good idea in principle, but ideas are often inextricably bound up with
the person expressing them.
3. Speaking calmly and slowly.
Good idea, but don't overdo it. It could sound patronising
4. Sitting back and appearing relaxed.
Again, this may be considered provocative. Discuss with your students if it is possible to have a
facial expression and body language that are 'neutral' in all cultures.
B. Rachel, an American executive, works in a sales office in Geneva, Switzerland. She is
negotiating a salary increase with Scott, a director of the company.
1. What do these figures refer to?
a) $60,000 = Rachel's current salary
b) $120,000 = The salary that Rachel is asking for
2. List the arguments that:
a) Rachel uses to get an increased salary
Thinks she's undervalued; has done well in last two years (exceeded her targets by almost 40%);
none of sales staff has done better than that; Sophie Legrand got a raise to over $100,000 and
hasn't been getting as good results; could move to another company
b) Scott uses to avoid paying her the salary she asks for.
Company in difficult economic situation; got to cut costs; won't discuss other people's salaries
3. What solution do they finally agree on? To raise her salary to $80,000 now and review it again
in six months' time 
C. Listen again and complete these extracts.
1. I think I'm worth a lot more than that to the company. My work’s greatly undervalued at the
moment.
2. I've done really well in the last two years. I've exceeded my targets by almost 40% .
3. Put yourself in our shoes. We're facing a difficult economic situation, you know that.
4. OK, I understand what you're saying I can see your point of view .
5. Let me suggest a compromise How about if we give you a n increase to, say, $80,000
now and promise to review your salary in six months' time?
6. I'm pleased to hear it. I think we've covered everything.