8.4
SUNGLASSES AFTER DARK
83
KEY LANGUAGE
THE LANGUAGE OF NEGOTIATION
5
a
Listen again and complete the extracts.
1
bBbbL:
How many would you like to
?
2
daAa
: We’re thinking of
quite a large order.
3
bBbbL:
I’m
that would be a bit difficult,
Dana.
4
daAa:
What about if we
earlier?
you be able to deliver in August?
5
bBbbL
: Let me check if I
you, do you
mean payment on delivery?
6
daAa:
How do you
about that?
7
daAa:
I’ll think it over and maybe get back to you.
bBbbL:
That sounds
. Well … I hope to
hear from you soon.
5
b
Match the sentences with similar ones from
Exercise 5a.
a
Let’s see if I’ve got this right.
b
We’re considering buying a large quantity.
c
What sort of quantity do you have in mind?
d
That seems OK.
e
If we pay more quickly, can you get the goods
to us earlier?
f
What do you think of the offer?
g
I’m sorry. That could be a problem.
TASK
NEGOTIATING
6
a
After the failure of the earlier negotiation, a
meeting is now arranged between CoolSahdes and
Sunspex, another manufacturer based in San Diego,
USA. In small groups, look at the negotiation details
then discuss the questions.
Group A (Domino representatives):
Turn to page 157
and read the information carefully.
Group B (Sunspex salespeople):
Turn to page 159 and
read the information carefully.
1
What are your most important needs in the
negotiation?
2
Are some of your points less important? Can you
offer them to the other side to get what you want?
3
What do you think will be important for the other side?
6
b
Work in pairs of one CoolShades representative
and one Sunspex salesperson. Negotiate and try to get
a good deal for your company.
7
Work in your groups from Exercise 6a to discuss
these questions.
1
Were you happy with the result?
2
Do you think the deal was good for both sides?
3
Did you have a strategy? Do you think the other
side had one?
4
How did the other side react to your ideas? Were
they flexible?
5
If you did the negotiation again, what would you
do differently?
