CIE British School – Tacloban Campus

S.Y. 2022 – 2023

First Semester

Activity #1 in BEC 11

Part 1:

Establishing your Position

Thank you for coming to talk to me today, Ms. Jackson. Let’s not waste each other’s time
and let's go straight to the topic.
Mark Smith
Establishing your Position: Asking questions
I agree, Mr. Smith. What can I do for you?

Ellen Jackson
Establishing your Position
I would like to suggest a deal. What I have in mind is, I believe, a win-win situation for
both of us.

Mark Smith
Establishing your Position
Please, do go on, Mr. Smith. You have my full attention.

Ellen Jackson
Establishing your Position — Setting Conditions
We are establishing a new office in Tokyo, and we are interested in purchasing a large
amount of goods from your company. Of course, provided that you give us a good offer.

Mark Smith
 Establishing your Position: Asking questions
What amount approximately are we talking about?

Ellen Jackson
Establishing your Position
We would need around 500 tables and twice that of chairs, as well as some other office
furniture. We will decide on the exact numbers no later than next Thursday.

Mark Smith
Establishing your Position
I see. We could definitely offer a discount for such an amount of goods. And what about
the delivery? When would you want the order to be shipped?

Ellen Jackson
Establishing Position
We would like the goods delivered by the end of the month.

Mark Smith
Disagreements and Setting Boundaries: Expressing Disagreement — Reaching
Agreement: Introducing new ideas
That is quite soon, Mr. Smith, it will be tight. I am afraid we would not be able to offer a
big discount in that case. Would it be possible to have the order shipped at a later date?

Ellen Jackson
Disagreements and Setting Boundaries: Expressing disagreement
I'm afraid that is not an option for us. We need to get the office ready, so we can start
working from the beginning of next month.

Mark Smith
 Reaching Agreement
I see.

Ellen Jackson
Reaching Agreement: Asking for new ideas
So, how much of a discount would you be willing to offer? I know that this is on short
notice, but I'd like to add that we are on the hunt for a longtime partner.

Mark Smith
Reaching Agreement: Introducing new ideas
Well, with that mentioned, I could offer about 5% off for the upcoming purchase and
maybe a little bit more after the contract for a longer term relationship is signed.

Ellen Jackson
Disagreements and Setting Boundaries: Expressing disagreement
I am afraid that might not be enough to close the deal. We are evaluating offers from
other suppliers, too.

Mark Smith
Reaching Agreement: Introducing new ideas
You drive a hard bargain! I guess competition is fierce these days. What about a fixed
rate of 7% discount? That is my last word.

Ellen Jackson
Reaching Agreement: Reacting to new ideas
Okay, deal! Thank you very much. It is always a pleasure doing business with you, Ms.
Jackson.

Mark Smith
Part 2:

Script

(Establishing your Position)

Mr. Wyatt: I appreciate you coming to see me today, Ms. Lane. Let's get right to the point
and save each other time.

Ms. Lane: Mr. Wyatt, no problem. What can I do to assist you?

Mr. Wyatt: I'd like to suggest a deal. What I'm thinking of is a win-win situation for both of
us.

Ms. Lane: Please continue, Mr. Wyatt. You have my complete attention.

Mr. Wyatt: We are interested in purchasing a huge quantity of equipment from your
company. Of course, provided you make a good offer.

Ms. Lane: What amount approximately are we looking at?

Mr. Wyatt: We’re thinking of purchasing 50 computers.

Ms. Lane: I see. We could definitely offer a discount for such an amount of goods. I could
offer a 5% discount.

(Setting Conditions)

Mr. Wyatt: If we commit to a longer contract, can you offer a better discount?

(Expressing disagreement)

Ms. Lane: I’m afraid we can’t offer our best prices for only 50 computers. We’re not willing
to absorb those costs.

Mr. Wyatt: I'm afraid that might not be enough to seal the deal.
(Reaching Agreement)

Mr. Wyatt: If the quantity is an issue, I'm considering purchasing more if the quality is
satisfactory.

Ms. Lane: Alright, this is my final offer. What about an 8% fixed rate discount? Provided
that a longer-term contract is signed.

Mr. Wyatt: It's a great deal.

(Summarising and Restating)

Ms. Lane: We still need to settle the exact details for the delivery.

Mr. Wyatt: We need the computers by the end of the month. Would that work for you?

Ms. Lane: It’s not a problem at all. We’ll get a contract drawn up.

Mr. Wyatt: Thank you very much. Ms. Lane, it's always pleasant doing business with you.