Market Leader Intermediate 3rd edition SB
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UNIT 9 •• INTERNATIONAL MARKETS<br />
m<br />
)i (02.21 Listen to seven extracts from a negotiation between two buyers<br />
from an exclusive department store in Moscow and Pierlucci, an Italian<br />
supplier of leather goods. Match each extract (1-7) to one of the stages of<br />
Harry Mills's list (a-g).<br />
Extract 1<br />
Extract 2<br />
a) Tie up loose ends<br />
b) Probe with proposals<br />
Extract 3<br />
Extract 4<br />
Extract 5<br />
Extract 6<br />
c) Ready yourself<br />
d) Close the deal<br />
e) Explore needs<br />
f) Signal for movement<br />
Extract 7 g) Exchange concessions<br />
II<br />
Study the Useful language box below, then role-play these negotiations.<br />
Try to get a good outcome in each situation.<br />
Student A: Look at this page.<br />
Student B: Look at page 138.<br />
Student A<br />
1 You are a handbag supplier.<br />
Because there is strong demand for your new range of handbags, you want to:<br />
• increase your list prices by 20%<br />
•<br />
increase your delivery time to three weeks<br />
•<br />
only offer the buyer a one-year contract.<br />
2 You are an agent for an overseas kitchen equipment company.<br />
You exceeded your sales target by 25% last year. You want the company to:<br />
• increase your commission on sales from 5% to 10%<br />
• invite you for a visit to their head office and pay all the expenses of the trip<br />
• make you an exclusive agent for their goods<br />
•<br />
offer you a five·year contract.<br />
USEFUL lANGUAGE<br />
STARTING MAKING OFFERS REFUSING AN PLAYING FOR TIME FOLLOWING UPTHE<br />
POSITIONS AND CONCESSIONS OFFER I'd like to think DEAL<br />
We'd like to reach a If you order now, I'm not sure about about it. Let me know if there<br />
deal with you today. we'll give you a that.<br />
I'll have to consult<br />
are any problems.<br />
discount.<br />
Right, let's try to get That's more than we my colleagues about If there are any other<br />
10% off their list We'd be prepared usually offer. that. points, I'll e-mail<br />
prices.<br />
to offer you a<br />
That would be<br />
you.<br />
better price if you<br />
increased your order.<br />
difficult for us. CLOSING THE DEAL<br />
EXPLORING<br />
I think we've covered<br />
POSITIONS<br />
ACCEPTING AN<br />
everything.<br />
Can you tell me a CHECKING<br />
UNDERSTANDING OFFER<br />
little about ...?<br />
Great! We've got a<br />
What do you mean? Sounds a good idea deal.<br />
What do you have<br />
to me. As long as<br />
in mind? Have I got this right?<br />
we ...<br />
If I understand you<br />
Good, we agree<br />
correctly, ...<br />
on price, quantity,<br />
You mean, if we discounts ...<br />
ordered ... , would ...?<br />
Are you saying ... ?<br />
88<br />
scanned for Paul Jennings
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