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II. Read Dr. Smith’s rules and then look at the remarks in list A. These remarks are not good for negotiating. Instead, use phrase from list B.

A

a) You see? I knew I'd win!

b) I know what you want to discuss, so let's start.

c) I can reduce the price. Does that help?

d) Delivery? That's no problem; no extra charge.

e) It's against your policy to give discounts? OK.

f) What a ridiculous idea! Don't be stupid.

g) Another half per cent? Yes, that's a very generous offer you're making.

h) This is my final offer. If you refuse, I'll cancel everything.

В

1) If you increase the order, then we may be able to reduce the price.

2) Very well, but if you can't give discounts, I'm sure you can extend . . .

3) If you can't accept this, I may have to reconsider my position.

4) I think we can agree on these terms.

5) I'm afraid that will not be possible.

6) May we go through the points to be discussed before we begin?

7) Half a per cent is a very small amount.

8) Delivery? Well it may be possible but only if ...

III. Below are the stages of a negotiation and some expressions which you may find useful at each stage.

Conversation

I'msure/confident we can reach agreement. (optimistic)

I'm sure there's room for negotiation.

We have a lot to discuss.

Let's see how we get on. (cautious)

Presenting your position

This is our position.

This is how we see it.

We think the following is reasonable/appropriate.

Our approach is this.

Questioning the other's position

How do you explain your attitude?

How do you justify.. . ? account for . . . ? arrive at... ?

Why do you want . .. ?

Why such a high charge?

Why such a long delivery period?

Why such a low discount?

Refusing to accept

I'm sorry, I can't accept 2%.

You'll have to do better than that, I'm afraid.

I'm afraid it's not enough.

Other firms offer more than 2°/o.

Refusing to move

I'm afraid I can't agree to that.

increase the rate.

lower the price.

shorten delivery.

We've done our best for you.

We have to maintain a policy.

I have my instructions.

Suggesting a compromise

May I make a suggestion?

If you . . . then we may be able to ...

We may be able to ... but only if you . . .

Unless you ... there is no question of our being able to . . .

Reaching agreement

Let's just go through the terms.

Let's summarize the conditions.

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