SCENARIO
SUNGLASSES AFTER DARK
82
8.4
SITUATION
1
Work with a partner to discuss the following.
1
How often do you negotiate in your everyday life?
2
Who do you need to negotiate with? What about?
For example, you may negotiate with a friend or
partner about what film to see at the cinema, where
to eat or what time to meet. When was the last time?
What was the result?
2
Work with a partner. Which of these tips do you
think are most important for a successful negotiation?
Try to agree on four.
•
Tell the other person exactly what you want.
•
Listen carefully.
•
Don’t change your plan when you negotiate.
•
Have a clear aim.
•
Ask a lot of questions.
•
Try to get a win–win result.
•
Keep calm. Do not show any emotion.
•
Give a lot of reasons for what you want.
3
Read about CoolShades. Why is the market for
sunglasses growing?
Cool Shades, a Bahraini wholesaler, wants to import
sunglasses from a manufacturer in the United States
or Asia. They will supply retailers all over Bahrain.
Although the peak season for sunglasses is in the
summer months, market research suggests that more
and more people are wearing sunglasses all year
round – even in the evening!
4
a
8.6
Listen to Dana from CoolShades speaking to
a potential manufacturer in San Francisco, USA. Is the
discussion successful?
4
b
Listen again and answer the questions.
1
How many pairs of sunglasses did Dana want?
2
What were the problems concerning the delivery
date and the payment?
