UNITS »> CONSULTANTS [EY Discuss these questions. Negotiating 1 What kind of things do you negotiate in your daily life? 2 How effective are these negotiating styles? 4) Playing the ‘tough guy’ being persistent in stating your demands and negotiating ‘as long and hard as possible until the other person finally gives in ) Being flexible; being prepared to make concessions when appropriate and achieving a win-win situation, although you may not get everything you want ©) Staying ‘silent’; pausing between sentences, listening more and talking less so that the other person trusts you and is more vulnerable Match these negotiating techniques (1-4) with what the negotiators actually say (a-h). What other negotiating techniques do you know? 1 Explaining the value of a concession Testing the situation Responding to an unacceptable concession awn Checking with a higher authority a) What if take 4,000 units? How much would that cost me? b) Yes, and your sales also increased because of that, right? (0) Let me run this by my boss and Ill get back to you, OK? 4) Ise. (silence) ) What would you say if we were to extend the deadline by a fortnight or so? 4) Vdlike to do business with you, but I'm afraid we're simply too far apart. 8) Weill pay for the delivery In real terms, that’s a saving of about €500. bh) Here she ist Well, if you don't mind, our Purchasing Manager will take over from here, Complete a sales manager's notes below on making concessions words and phrases in the box. What do you think of the advice? Wl understands its full value “takerit ane iv eaten mae some sort of compensation willing to make concessions get a concession illwill one by one the Sales negotiations: making concessions Don’t give the first Don’t assume you have to match your customers’ concessions Don’t give a concession away without Never give away a concession unless the customer. 1 2 3 4 8 The best time to is when you're offering one. 6 Whatever you do, don’t advertise you're 7 The offer is unacceptable ~ it only creates 8 Ifthe customer isn’t planning to buy, you need to Dd 490245, 2.46 Listen to two negotiations and answer these questions. 1 How effective were the negotiators? 2 Which techniques did they use? 3. How would you describe their relationships? 78UNITS >> CONSULTANTS [EL which of these expressions did you hear the supplier (S) and the buyer (B) use in Exercise D? Which expressions sound more tentative or polite (1)? | was wondering if you could deliver Negotiation 4 |) Negotiation2 || Actually it seems a couple ofthe abit sooner products aren't doing that well. Maybe we could talk a little about terms || It might do better ifit wasn't in a of payment at this point? 500g container. We could deliver sooner, provided you ‘So, we were wondering whether you'd = paid in cash, beable to... | suppose I could look into it Our usual price is... But for you, I'd have to check with my supervisor First. || Wet€ offeringit at. Held have to confirm the payment terms, | That's25% saving. you see, What would you say to a 10% discount? What if we delivered one week earlier and | So, dowe agree on €9 per battle, then? you gave us...? | think that should be do-able. It’s always good doing business with you. You'll putit all in writing, won't you? Leave it with me. Ill see what | can do. ere Fllwait to hear from you, then. [l_ Work in pairs to negotiate situations. Use different negotiating techniques and expressions from Exercises B and E. When you have finished, discuss how successful the outcomes were. Student A: Turn to page 155. Student B: Turn to page 161 Look at the writing expressions in the Useful language box below. Would you use them with someone you a) know quite well, orb) don’t know very well? Why? Can you think of any alternative expressions that are more formal? Writing: summarising terms and conditions Write an e-mail summarising what was agreed in one of your negotiations in Exercise F. Then check your partner’s summary. Did you describe the same terms and conditions? Writing file page 145 OPENING REMARKS WHEN THINGS GO WRONG CLOSING REMARKS Pm writing to confirm what we IF (this happens), please remember/ _{Fyou need any more information / have discussed in our meeting / phone call__don't forget that any questions, just phone/e-mail me. this morning. Incase .. please remember .. Please let me know if, ''m sending you a copy of our agreement Looking forward to doing business with 25.we discussed on MANE Mace you (again). Could /Can you please confirm your CONFIRMING order by e-mail as soon as possible? We'e pleased / We'd lke to offer you _could/Can you confirm... please? ‘As we discussed in our meeting/call, Thanks. our usual terms are As for payment and delivery, When it comes to / Re delivery charges, fd Gus® like to point out...