VI. Your turn to negotiate.

Using these world and expressions discuss delivery periods for machines you have ordered with the supplier. When he stops talking it is your turn to speak. You speak in turn until an agreement is reached.

Supplier: Well, let^’s get started. You know, with this delivery problem I’m sure there’s room for negotiation.

You: (1: cautious)

Supplier: Right, well this is how we see it. We can deliver the first machine in ten weeks, and install it four weeks after that.

You: (3: long delivery period)

Supplier: 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?

You: (2: 6 weeks maximum delivery; 4 weeks installation)

Supplier: I see what you mean, but that would be very difficult. You see we have a lot of orders to handle at present, and moving just one of these machines is a major operation. Look, if I can promise you delivery in eight weeks, does that help?

You: (4: too late)

Supplier: 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 couldn’t take it any later, but couldn’t your engineers find a way to re-schedule just a little, say another week?

You: (5: refuse)

Supplier: 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.

You: (6: if deliver in 6 weeks perhaps talk about further order)

Supplier: 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.

You: (7: 6 weeks delivery; 4 weeks installation; decision on next order by 26^th of this month)

Supplier: Exactly. If you could confirm this in writing I…

VII. Decide which of the alternatives (A-E) each speaker is talking about. You will have to use some alternatives more than once.

A. trade dispute D.wage negotiations

B. merger negotiations E.bargaining tactic

C. customer-supplier negotiations

1. We agree that when the new company is formed, there will be no forced redundancies.

2. We’ve agreed to a rise of 2.5%, but the union also wants a minimum salary of ₤20,000.

3. If the US taxes our steel exports, we will increase the tax on goods from the US.

4. We start by asking for a very high price, then we negotiate down to a reasonable level.

5. If we order 10,000 units from you, what discount will you offer us?

6. The President of Energon will head the company and I have agreed to stay on as VIP.

7. The employers’ offer is a joke. Our members deserve at least 8% this year.

IX. Draw a line from each word on the left to a word on the right to make a word pair. (There is one word that you don’t have to use.) Then use your word pairs to complete the sentences below and translate them into Russian.

kick atmosphere

fallback ground

neutral priority

relaxed talk

negotiating off

small position

team

1. We will hold talks on _____________ so neither side has an advantage.

2. We’ll _____________ the discussion by setting out our needs.

3. Our ______________ is very experienced and fully understands the process.

4. We believe the talks will be held in a ____________ with no real arguments.

5. We start with ____________ over coffee, but then it gets serious.

6. We have asked for 10%, but we do have a ____________if that is turned down.

<== попередня сторінка	\|	наступна сторінка ==>
IV. Complete these sentences using word combinations from the text and translate them into Russian.	\|	X. After one of the negotiations draw up a contract according to the pattern and sign it.

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