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This worksheet is part of a series which is designed to work over 2/3 lessons. In Lesson 1 you will cover B105, learning useful language to assist you in getting started in negotiations. In Lesson 2, you will extend this with B106 to talk about a specific negotiation situation. There is also an option to extend this into a 3rd lesson to develop a full negotiation with your teacher if you wish. |
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| A. |
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Talk with your teacher |
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- Who do you negotiate with?
- What do you discuss in your negotiations in English typically? Is it price, delivery times, or service levels?
- Is it always best to aim for a win-win result or do you need to be more aggressive to get what you want?
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| B. |
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Read the dialogue below with your teacher and listen by clicking on the link right >>>
(Tip - move your mouse over the image of the headphones, then click). |
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Karina: Hello, I’m Karina White, Sales Manager.
Robert: Pleased to meet you. I'm Robert Wood, Head Buyer for Sutton Communications
Karina: I hope you had a good flight.
Robert: Yes, it was O.K. Thank you.
Karina: Will you be here for the weekend?
Robert: I’d love to stay longer but we have to return late on Friday.
Karina: Well, shall we get down to business? To start with, I hope you’ll be impressed by what our business can offer you and that we will be able to build a good working relationship.
Robert: Our first priority is to find out more about your company and what you can offer. As far as we are concerned it is important to ask for quotes from a range of suppliers before making any decision.
Karina: I appreciate that – and I think that you’ll find our terms are very competitive.
Robert: Good. What's your proposal, Karina? |
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| C. |
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Language Review 1 - Small talk |
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What does Karina say to put Robert at ease?
- Is making small talk important or do you prefer to get down to business straight away?
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Here are some more suggested ‘small talk’ phrases.
Can you add any to the box on the right? |
Useful Small Talk Phrases
Have you been to English before?
How is your hotel room?
It is good to have you with us.
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| D. |
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Language Review 2 - Sarting to talk business |
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- What does Karina say to signal that it’s time to start talking business?
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Practice these phrases: |
Useful Phrases for beginning to talk business
Let’s get down to business
Shall we get down to business?
How about getting down to business? |
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| E. |
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Language review 3 – Stating your position |
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Now they are ready to start business, it’s important that both sides state their positions. Karina starts by making an opening statement. Robert responds with his position: |
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Karina: Well, shall we get down to business? To start with, I hope you’ll be impressed by what our business can offer you and that we will be able to build a good working relationship.
Robert: Our first priority is to find out more about your company and what you can offer. As far as we are concerned it is important to ask for quotes from a range of suppliers before making any decision. |
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- Your turn. Practice making an opening statement and responding stating your position with your teacher:
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Useful Phrases for making an opening statement
Let me start off by saying ...
I'd like to begin by saying ...
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Useful Phrases for stating your position
Our priority is to ...
Our position is ...
As far as we're concerned ...
From our perspective we ...
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| F. |
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Role-play the start of a negotiation with your teacher. You take the lead. Include:
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- Small talk
- Signalling that it’s time to talk business
- Your opening statement (Your teacher states their position)
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Now reverse roles. Let your teacher take the lead. |
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| G. |
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Homework |
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Review the language. Your teacher will question you about this next time. |
