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Market Leader Intermediate 3rd edition SB

UNIT 9 ••

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

An Argentinian exporter is negotiating to sell into the US market. It must reach a deal on the best possible terms while seeking to build a long-term relationship with its distributor. Background The Pampas Leather Company is based in Buenos Aires, Argentina. This well-established business exports leather and fur jackets, as well as accessories such as handbags, belts and wallets, to world markets. It uses the best quality leather, introduces creative designs in its collections, has excellent quality control and a reliable delivery service. A major US distributor in Seattle, West Coast Apparel (WCA) , has contacted Pampas Leather about marketing a range of Pampas's men's leather jackets under the WCA brand name. WCA has a chain of stores in all the large cities on the West Coast of the US. WCA's President, Brad Schulz, wants to put three models of the jackets on the market: the Clubman (the most expensive model), the Nightrider and the Look. It is now May. Pampas Leather has agreed to make the jackets and have them ready for shipment to Seattle early in November. This will not be easy, as Pampas has to fulfil several large orders before dealing with the WCA order. Several points of the contract need to be negotiated. Roberto Gonzalez of Pampas has flown to Seattle to meet Brad Schulz. The Marketing Director of each company will also be present at the meeting. The purpose of the meeting is to make a deal acceptable to both sides, which could be the basis for a long-term relationship. You are negotiating as either: • the Pampas Leather team (Roberto Gonzalez and his Marketing Director): Turn to page 138. • the WCA team (Brad Schulz and his Marketing Director): Turn to page 142. Read your information files, identify your priorities and work out your strategy and tactics. Then negotiate so that you get the best deal for your company. Writing As the owner of either the Pampas Leather Com pany or West Coast Apparel, write an e-mail summarising the points agreed during the negotiation. Indicate any terms of the contract requiring further discussion or clarification. Writing file page 127 Wa tch the Case study commentary on the OVO·ROM. scanned for Paul Jennings

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