Scribd Logo
Upload

Welcome to Scribd!

  • 33 views

    Negotiating With A Client Company

    Uploaded by

    Angela Alquero
    Ms. Jackson initially offered a 5% discount for the upcoming purchase and a slightly higher discount if a long-term contract was signed. Mr. Smith said they were evaluating other supplier offers to get a better deal. Ms. Jackson then offered a fixed 7% discount, which she said was her final offer, and Mr. Smith accepted the deal.

    Copyright:

    © All Rights Reserved
    Download as DOCX, PDF, TXT or read online from Scribd

    Negotiating With A Client Company

    Uploaded by

    Angela Alquero
    33 views4 pages
    Ms. Jackson initially offered a 5% discount for the upcoming purchase and a slightly higher discount if a long-term contract was signed. Mr. Smith said they were evaluating other supplier offers to get a better deal. Ms. Jackson then offered a fixed 7% discount, which she said was her final offer, and Mr. Smith accepted the deal.

    Original Description:

    Negotiation

    Original Title

    Negotiating with a Client Company

    Copyright

    © © All Rights Reserved

    Available Formats

    DOCX, PDF, TXT or read online from Scribd

    Did you find this document useful?

    Is this content inappropriate?

    Ms. Jackson initially offered a 5% discount for the upcoming purchase and a slightly higher discount if a long-term contract was signed. Mr. Smith said they were evaluating other supplier offers to get a better deal. Ms. Jackson then offered a fixed 7% discount, which she said was her final offer, and Mr. Smith accepted the deal.

    Copyright:

    © All Rights Reserved
    Download as DOCX, PDF, TXT or read online from Scribd
    Download as docx, pdf, or txt
    33 views4 pages

    Negotiating With A Client Company

    Uploaded by

    Angela Alquero
    Ms. Jackson initially offered a 5% discount for the upcoming purchase and a slightly higher discount if a long-term contract was signed. Mr. Smith said they were evaluating other supplier offers to get a better deal. Ms. Jackson then offered a fixed 7% discount, which she said was her final offer, and Mr. Smith accepted the deal.

    Copyright:

    © All Rights Reserved
    Download as DOCX, PDF, TXT or read online from Scribd
    Download as docx, pdf, or txt
    of 4

    Negotiating with a Client Company

    Vocabulary
    win-win
    Adjective
    ˌwɪn ˈwɪn
    a situation that pleases both sides; mutually beneficial
    We believe this is a win-win situation for us all.

    bargain
    Noun
    ˈbɑːrgɪn
    an agreement between two people to get something in return for something else
    The two parties have finally managed to strike a  bargain.

    close a deal
    Phrase
    kloʊz ə diːl
    to accept and finish a deal
    We're very close to closing the deal.

    evaluate
    Verb
    ɪˈvæljuːˌeɪt
    to judge something/someone based on particular features
    The doctor is evaluating her patient's x-rays.

    supplier
    Noun
    səˈplaɪər
    a person/company that provides somebody with goods
    Our supplier just received a new shipment of goods.

    Useful Expressions
     Let’s not waste time.
     What I have in mind is a win-win situation for both of us.
     How much of a discount would you be willing to offer?
     We are looking for a longtime partner.
     You drive a hard bargain!
     The competition is fierce.
     We are evaluating offers from other companies, as well.
     I'm afraid that is not an option.
     I am afraid that might not be enough to close the deal.
     That is my last word.
     That is my final offer.
     It is always a pleasure doing business with you.

    Dialogue Practice
    Read the dialogue aloud with your teacher.

    Mr. Smith is negotiating with a supplier company.

    Mark Smith Thank you for coming to talk to me today, Ms. Jackson.  Let’s not
    waste each other’s time and let's go straight to the topic.

    Ellen Jackson I agree, Mr. Smith. What can I do for you?

    Mark Smith I would like to suggest a deal. What I have in mind is, I believe, a win-
    win situation for both of us.

    Ellen Jackson Please, do go on, Mr. Smith. You have my full attention.

    Mark Smith We would need around 500 tables and twice that of chairs, as well as
    some other office furniture. We will decide on the exact numbers no
    later than next Thursday.

    Ellen Jackson I see. We could definitely offer a discount for such an amount of
    goods. And what about the delivery? When would you want the order
    to be shipped?
    Mark Smith We would like the goods delivered by the end of the month.

    Ellen Jackson That is quite soon, Mr. Smith, it will be tight. I am afraid we would
    not be able to offer a big discount in that case.  Would it be possible
    to have the order shipped at a later date?

    Mark Smith I'm afraid that is not an option for us. We need to get the office ready,
    so we can start working from the beginning of next month.

    Ellen Jackson I see.

    Mark Smith So, how much of a discount would you be willing to offer?  I know that
    this is on short notice, but I'd like to add that we are on the hunt for a
    longtime partner.

    Ellen Jackson Well, with that mentioned, I could offer about 5% off for the
    upcoming purchase and maybe a little bit more after the contract for
    a longer term relationship is signed.

    Mark Smith I am afraid that might not be enough to close the deal.  We are
    evaluating offers from other suppliers, too.

    Ellen Jackson You drive a hard bargain! I guess competition is fierce these
    days. What about a fixed rate of 7% discount? That is my last word.

    Mark Smith Okay, deal! Thank you very much. It is always a pleasure doing
    business with you, Ms. Jackson.
    Check your understanding:
    1.
    What conditions did Ms. Jackson initially offer?
    2.
    What did Mr. Smith say in order to get more benefits from the deal?
    3.
    What conditions did Ms. Jackson offer in the end?

    Role Play
    Role-play the following situation with your teacher.

    Situation
    You need to buy 50 computers for your company’s workers.  There are 200
    employees in your company, so you might buy more if you are satisfied.  The
    standard price per computer is $900. Try to get the lowest price possible. Your
    teacher will act as the salesperson. You may use the following expressions:

     We are thinking about purchasing...


     We are evaluating offers from other companies, as well.
     That might not be enough to close the deal.
     It is a pleasure doing business with you.

    Discussion
    1.
    Have you ever taken part in negotiations? If so, how did they go?
    2.
    What qualities does a person need in order to be a good negotiator?
    3.
    How well do you negotiate? Why?
    4.
    Do you think business negotiations are difficult? Why? Why not?

    You might also like