IV. Now you have the opportunity to negotiate. You speak in turn until an agreement is reached. Refers back to exercise III, if you don’t know the answer.

Supplier: You: Supplier: You: Supplier: You: Supplier: You: Supplier: You: Supplier: You: Supplier: You: Supplier:

Well, let's get started. You know, with this delivery problem I'm sure here's room for negotiation. (1: cautious) Right, well this is how we see it. We can deliver the first machine in ten weeks, and install it four weeks after that. (3: long delivery period) Well, these are in fact the usual periods. It's pretty normal in this kind of operation. Did you expect we could deliver any quicker? (2: 6 weeks maximum delivery; 4 weeks installation) I see what you mean, but that would be very difficult. (4: too late) Ah-ha! Well, look ... er ... You want the machine in six weeks. Now that is really a very short deadline in this business. You said that you could not take it any later, but couldn't your engineers find a way to re-schedule just a little, say another week? (5: refuse) Well, you really are asking us for something that is very difficult. I've already offered you seven weeks. I'll have to consult with my colleagues and come back to you, but I can't see what we can do. (6: if deliver in 6 weeks perhaps talk about further order) Well, on that basis I suppose we might be able to look at some kind of arrangement. In fact, if you can promise another order I think we could accept your terms. (7: 6 weeks delivery; 4 weeks installation; decision on next order by 26th of this month) Exactly. If you could confirm this in writing I ...

<== попередня сторінка	\|	наступна сторінка ==>
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.	\|	V. Complete the questionnaire to find out if you are a good negotiator?

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