Negotiation

Read the dialogue. Was the negotiation successful? Choose the correct alternative and type the corresponding number: 1) successful, 2) unsuccessful. — Good morning. My name is Hanson Smith. I’m Head of Purchasing here. You must be Herr Schmidt. — That’s right, but please just call me Marcus. — It’s a pleasure to meet you, Marcus. — Pleased to meet you too. — How was your flight from Germany? — It was okay. I saw a couple of movies and got some work done, but there was lots of turbulence so I couldn’t sleep so well. — I’m sorry to hear that. Well, we’ve got a lot to get through, so this might be a good time to look at the agenda if you don’t mind. — Of course. No problem. Let’s do that. — The main reason why we invited you here today is to discuss the price. — Yes, I was aware of that. Did you get my email with our initial quotation? — Yes, we have considered your proposal of $540 a ton, but I’m afraid it doesn’t seem to be a very competitive offer to us. Could you possibly accept $460? — That seems a bit too low. Unfortunately, we would find that price rather difficult to agree to. Well, that was only a ballpark figure. — Let’s try to find some kind of a middle way. How would you feel about $500? — I was still hoping for something quite a lot better. Could you move a little more on that? — Well, I think we’ve already been fairly flexible on the price. Another possible option is to agree on $500, but just for a small sample order. — I’d be very willing to consider that. Shall we perhaps say just three tons to start with? — That’s a deal! In that case, would it be at all possible for you to deliver by the beginning of next month? — That won’t be a problem. In fact, we can have it to you by the end of this month. — Thank you. I really appreciate that. Well, I think we’ve more or less covered everything. — I think we have. It was a pleasure doing business with you. I’ll send you an email confirming everything by end of business today. — Thank you very much. It was a pleasure for me too. I look forward to hearing from you. Goodbye.

While negotiating you need to clarify one point. How would you ask? Choose the correct question.

Choose the correct alternative. Before you start conducting negotiation you need to consider the following contract terms:

Choose the correct alternative to complete the gap. A way to evaluate strengths, weaknesses, opportunities and threats is _____.

Mark the statement True or False.

Choose the best response. Thanks, that was a very productive meeting.

Match the situation with the type of negotiation.

Choose the best response. If I order 30,000 silk scarves, what discount will you offer?

There are some tips that people can use to collaborate when negotiating. Match each tip to its message.

Put the sentences in the right order to make up a dialogue.