english for negotiating students

English f or Negotiating Charles Lafond Sheila Vine, BirgftWelch OXFORD IJNIVERSITY PRESS OX.FORD UNIVERSITY ACKN OWLEDGE M E NTS PRESS Great Clarendon Street, Oxford oxz 6DP Ot'ord University Pressis a department ofthe Univenityof Oford It furthen the University's objective ofexcellence in research,scholarship, and education by publishingworldwide in Oxford NewYork Auckland Cape Town Dar es Salaam Hong Kong Karachi Kuala Lumpur Madrid Melbourne Mexico City Nairobi New Delhi Shanghai Taipei Toronto With ofEcesin Argentina Austria Brazil Chile CzechRepublic France Greece Guatemala Hungary Italy Japan Poland Portugal Singapore SouthKorea Switzerland Thailand T\ukey lJkraine Vietnam oxrono and oxroRD BNGLISHare registered trade marks of Oxford University Pressin the LJKand in certain other countries O Oxford University Presszoro Adapted from lflglish for Negonofingby Charles Iafond, Sheila Vine, and Birgitwelch @CornelsenVerlag GmbH & Co OHG,Berlin zoog The moral rights ofthe author have been asserted Database right Oxford University Press(maker) First published zoro 2074 2013 2Oa2 2oal 2OrO 7098 7 photocopylng No unauthorized All rights resen ed No part ofthis publication may be reproduced, stored in a retrieval system, or transmitted, in any form or by any means, without the prior permission in writing of Oxford University Press,or as expresslypermitted by law or under terms agteed with the appropriate reprographics rights organization Enquiries concerning reproduction outside the scopeofthe above should be sent to the ELT Rights Department, Oxford University Press,at the addressabove You must not circulate this book in any other binding or cover and you must impose this same condition on any acquirer Anywebsites refened to in this publication are in the public domain and their addressesare provided by Oxford University Pressfor information only Oxford University Pressdisclaims any responsibility for the content rsBN:978o 194S79S1 Printed in China This book is printed on paper from ceftified and well-managed sources ,{.$**r di is accompanied byr l&ffiOtl Engtl$ fotrilqffing whlchhaso numberof features lfflf|ctlw Grcillrri to pmcti$eu6sfulphfssss,sabulary, andcommunlcation throughyourcomputGr, Preparedfor OW by StarflshDesignE&torial ond Prqed MoBgefist Ltd Thepublisherwould likt to lhank theJonwing for tlwir lcitrdpem.Lsnotto reproducephotograpfu:Alamy Ltd pp.12 (Executive discussion/@Richard PhotoAlto), 30 (Corporate party/@PhotoAlto), Vdovjak), 27 (Inductio4o 59 (Cinema/o Aardvark) OLIPpp.5 (Executives/Sigrid OlssonPhotoAlto), 10 (Thoughful executive/Photodisc),13 (Shaking hands/Photodisc),14 (Female executive/Aluma Images/Radius images), 18 (Canary Wharf, p.22 (BusinessIntroduction/ LondoniCorel),p.20 (Secretary/Stockbyte), Steve Befts), p.32 (Female executive/?hotodisc), 39 (Tenseexecutive/ Stockbyte), 40 (A negotiation/Digital Vision), 42a (female executive/3ill Cannon/Digital Vision), 42b (male exective/George Doyle/Stockbyte), 42c (female executive/@ Sigrid olssonPhotoAlto), 49 (A negotiation/ PhotoAlto), 50 (Pollution/?hotodisc), 52 (A meetingphotodisc), 57 (Frcnch Mayorphotodisc), 58 (Female executive/Westend6l), 58 (male executive/ stockbyte), 60 (A meeting/sigrid olssonphotoAlto), 51 (A meeting/ Sigrid OlssonphotoAlto), 54 (ContractPhotodisc), 6s (A negotiation/ Stockbyte) Cwcr photoscourury of Getty Images (handsfhe Image Bank/Biggie Productions), (girl at table/Digital VisionfJIlIRA.F); OUP(meeting/Photo Alto/Sigrid OIsson) IIhtsVotlms by: Stephen May Gontents t4 I Preparatlon Settlngobjectives TheHITtable Thesuccessfu [ negotiator Askingfor information Planning a meeting Providing explanations Setting obiectlvec Priorltlzlngobjectlves Drawlngup the agenda Geftlngto knowthe otherslde Arranging a meeting Statingandaskingaboutinterests Agreeing agendapoints The meetlngl Invltatlonto a meetlng last-mlnutechangesto the agenda Themeetlng'sgoals Thebestapproach Sending a coverletter/email Amending andconfirming the agenda Statinggoalsat a meeting Meeting andgreeting Proporals Maklngaproposal Responding to a proposal Offerlnga counterproposal proposals Presenting and counterproposals Ctari[ting information possibilities Expressing and impossibilities Linkingoffersto conditions A new offer Typesof negotiatlon Cladfylngposltions Introduclng newideas Resolvlngdlfferences Enquiring aboutoffers Expressing opinions Suggesting a solution Deallnt wlth deadlock Handllngconfllct Deatlngwlth dlfferences Settllngmatterc Expressing agreement and disagreement Askingpertinentquestions Making andobtaining concessions Encouraging agreement Ag!eement Finallzlng the atreement Settingup an actlonplan Closing Describing current andfuture situations Conveying commitment Statingprogress made Setting deadlines Summarizing I 4t I f' I 68 7o 72 74 8o 8t loot yourrlf! Pailner fller Partner A Partnerfiler Partner B Anrwol koy lramcrlptr Ur€tu| plraner 4l About the book at work.This Englishfor Negotiatingis aimedat peoplewho regularlyneedto negotiatein Engtish on encountered the wayto neededto handlethe typicalscenarios bookprovidesall the language negotiations successful Every consistsof sevenunits,coveringall the typicalstagesof a negotiation Englishfor Negotiating prepare thoroughly aspect.At the outset,it is importantto on onefundamental unitconcentrates (Unitz), the firstroundof negotiations canbe(Unitr) Afterthe initialgoalshavebeendetermined (Unit presented (Unit (Unit are offersarediscussed organized S) +) andcounter-offers :) Detaited conclusion canbe reached(UnitZ).The Differences areresolved(Unit6), andfinallya successful in a logicalstructure,but canbe workedthroughin anyorder unitsarepresented is a core of the unit.Listening the themesandvocabulary Everyunit beginswith a Starter,introducing termsin context of everyunit,as arereadingtexts,whichpresenttypicalnegotiating component put whathasbeen to practice bothspokenandwritten,offerthe opportunity exercises, Numerous usedidioms.Everyunitalsocontains learnedto use.TheUsefulphrasesboxesadviseon common]y TheIntercultural strategies andtechniques effeqtive skiltsboxwithtips on employing a Negotiating andclosingthe deal, avoidingproblems, skills boxesgiveadviceon creatinga goodim'pression, At the endof everyunitthereis an Outputtext,an authentictext whenworkingwith foreignpartners reflection anddiscussion whichencourages on themessuchas bestpractice, on pages68-6g.In the appendixthe At the endof the book,thereis a Testyourself!crossword of the study,alongwiththe Partnerfiles,the Transcripts Answerkey is providedfor independent Listeningextracts,and severalUsefulphrasesboxes TheMuttiROMcontainsallthe Listeningextractsfromthe book.Thesecanbe playedthroughthe ontoan MP3 or througha conventional CDplayer,or canbe downloaded audioplayeron a computer, playerfor extralisteningpractice.TheInteractiveexercisesprovideUsefutphrases,Vocabulary,and practice, study.Thereis alsoan valuablefor independent andareparticularly Communication Thisincludesa column A-Z Wordlistwith atlthe keywordsthat appearin Englishfor Negotiating your own language of the wordsin anda spacefor youto writethe translations of phonetics l5 Preparation Readthe followlng quotcs In business, you don't get whatyou deserve, you get whatyou negotiate (ChesterL Karass) Thefellowwho says he'llmeetyouhalfwayusuallythinks he'sstandingon the dividingline (OrlandoA Battista) you Tobe successful, haveto retateto people (George Ross) Failingto plan is planning to fail (Anonymous) ' Letus never negotiateout of fear But let us neverfearto negotiate 0.F.Kennedy) "."' -.-*'"*'",- .,F *d,,,d$ ru -.*^-.-***'f"' ,,\ a a a Doyouagreewiththesequotes? Explain why.Giveexamples fromyourownexperience Whichof thequotesbestfitsthe unittitle?Why? Whydo we negotiate? Canyouthinkof threereasons? | UNIT1 Preparation t Readthe Internalemallbelow Subjectl Brainstormingbefore meetingwith Jackson's Dearall As you are all aware,we have schedulea meeting Jackson'sin orderto negotiatea masteragreement To makesure we are preparedproperly,we shouldhavea brainstormingsessionto discuss the details,set up an agenda,and find a datefor the actualnegotiations I proposewe meeton 24 June,at 10.30a.m.Pleaselet me know if the dateand time areOK to enableus to set the pricerangewithin Karin:Couldyou pleasedo somecalculations which we can negotiate?Additionally,we haveto talk about acceptabledeliveryand paymentterms.The quotationwas OK, but the terms needto be discussed Frank:I requireall the detailsof the qualityreportbecausewe haveto specifya standard levelof qualityin one of the contractclauses.The proposalfrom Jackson'sshowsa productiontime of ten workingdays plus transportationtime Pleaselet me know the minimumdeliverytimesto ensurecontinuousfiFoduction Mirja:You researchedJackson's.Wouldyou pleasejoin us and give us some more detailed informationon the company? I will chairthe meeting,but I needsomeoneto takethe minutes.Canyou checkyour availabilityand let me know when we meet on the 24h? lf you haveany questions,pleasecontact me Regards, Tasha llow answerthe followlnt questlons r f WhendoesTasha wantto meetherteam? Whoshouldbeat thebrainstorming meeting? Whyaretheymeeting withJackson!? WhatshouldFrank bringto themeeting? Howlongdoesit taketo maketheproduct? UNIT1 Preparation | ? Undorllnethqcxpndonr urcd In the qnell to o* fw lnfomotbr Put e clrclo rround thc ones u*dto plon o ncctlng Oneof rach har boendoncfor you Whenaskinghr inbrmation orhelp,youcanc,OnrsyurrrcquestIneltheranInformal ora ' forboth formal way,Herearcsomeexamples librmd I need Howabout ? Whercls/are ? Doyouknow ? Howis going? Haveyougota moment? Fonnt I wouldtike Please let meknow Doyouhaveanydetallson ? Whatls/arethe altemattueb)here? Whols responsible for/lnchargeof ? CanI askyoua favour? Canyouhelpmewlth-., please? Crrtrln wordt hrw vcrb rnd nounformr Cornpletethe tablc urlng wordr fron the emall Conprn your rrrultr wlth r prrtncr Tradlng throughnegotlatlon ls the baslsof humanclvilizatlon Negotiation takesplace whentwoor morepeoplehavedifferentviewsandwantdifferentthings.Theycome Thenegotiator togethertotryandreachagreement says,in effect: 'lf youglvemesomeof whatI want,thenI willgiveyou someof whatyou wont.' forthingseachday.Wearrangeanappointment, lUeall negotlate askfor betterservice,' askbr a hlghersalaryor solveanargument witha co-worker or familymember 8lUN lTl Prep ara tion Youareworkingon a proiectwith somecolleagues Onecolteague needsthe followlng lnformationandsomehelpwith tasks.Aska partnerfor assistance Usethe informationbelow Exomple:Couldyoupleasesendme Westworld'saddrese? A.sksom*odYfo' addrets We,rtworld's Ask soynebady thc yurne of a persow -[o, frarn thz prodou{wnobpartmet Ask nmrhody if thzy are bwy fo' AsksomehodY a of addrus the ddiverYcotw?qvtl kk sovn&ody for avt uplavuiwwfor the word'hagjllvg' to ftni.sh orcalculahow Ask.lomehody AsksoYnrhodY for hdP owa ProPosal to 1et sornz Ark sovnehodY tvdtrwvtwwaut'Pwz: for Yot Asksom*odyfa, thz yeilow folde* wvh the sotmpler abouttlrw som*ody fo, morc tnforrvtahow Ausk fufut) vnatcrwl rqnLred (i'e' 'ri'zz'colonr' IIIFORMATIO]I GETTIilG partnersis alwaysimportant frombusiness Thiscansometimes Gettinginformation be more people with fromothercultures.Forthis reason,it is necessary difficuttwhennegotiating to try in mind andkeepculturaldifferences Doyou knowthesegroups? meetings, and Groupr: Thosewhodo onethingat a time.Theyptaneachstepof theirnegotiations, discussions, and areexcellent at organizing theirthoughts Groupz: Thosewhodo manythingsat the sametime.Theyareveryflexibleandpreferto adaptto the situation Schedules andagendas meanlittleto them Group3: Thosewho listenquietlyandcalmlybecause respectis key.Theseculturesreactcarefully to other'sproposals Theylistenfirst,establish theirown the other'sposition,andthenformulate Your However, don'tmakequickgeneralizations aboutothercultures, andavoidculturalstereotypes! partners business will appreciate it What experience have you had negotiating with people from other cultures? Do you recognize any of the groups above? UNIT1 Preparation| AUDrO C TashahagaskedKarlnto cometo herofffce.Sheneedgsone Informatlonbeforethe meetlng Hstento the dlalogue,thensaywhetherthesestatementcaretrue (rz) or false(l) r Theinternalmeetingdateis on Junezznd z TashaasksFrankto takethe minutesof the meeting hasproposed Tashais not happywith the priceJackson's andpayment termsareverygood Thedelivery Karinhaslostthe quotation is to agreea targetprice Tasha's objective wantspayment termswhicharesimilar to thoseoffered byotherfirms Tasha llow tlstenagelnandcheckyour an3wers.Thencorrectthe falcercntence3 HIT refers, in negotiation terms,to H - toft To HAVE, | - tt'fiil,t0,T-tnRoRgu A HAVE isanessential TOHAVE aspeitor outcome foroneof thepartiesin thenegotiation Generally, thereareonlyoneor twoin eachnegotiation However, theyarea must!Youmustachieve theseitemsin orderforyournegotiation to besuccessful refersto something INTEI{D thatis lessessential, butstil]important in thenegotiation Youmightbe prepared to beflexible withrespect to theseitems.Youonlyhavea fewof them,i.e.perhaps twoto five youputin yourproposalwhich youbelieve yourpartner itemis something ATRADABTE wouldliketo have.Youareprepared to exchange thisitemforsomething whichyouwouldliketo obtain youbeginthenegotiations Before withyourpartner, it isveryimportant to determine theseissues anddecidewhichcategory theybelong to fromyourpointof view.Theseissues shouldbeclearto all Answerkey| 75 T department should F- Shethinksthemarketing bein Latvia T as F- Shewantsto closeasfewBritishbranches possible T r z DaVita Johannes Marketing Pubtic Customer Branch Corporate combining ffi phrases: 5aUnderlined Wemust I thinkwewillhaveto agreeto andI thinkit is important Johannes I amwillingto accept Perhaps wecouldtradethisideaagainst I wouldalsoliketo keepourname I refuseto accept Thismightmeanthat ptsstmrattrfl puLtii Retations Consultant Customers in notified advance Marketing staffredundancies (D i txchangpable rmportant I polnts (I) callcentres I croi andcomputer corporate centres ctose centre SomeBritish Soncombines branches open computer systems Keepname British advertising expert AGENDA * forabsence r Apotogies of PublicRelations Con'sultant z Appointment Department Marketing of customers a Notification centres Corporate Branch ctosures Advertising imageandbranding Corporate Computers ro Cattcentres u A0B 12 Dateof nextmeeting rgth / December - z February uth in London No,theyhaveaskedifthereareany is thatnoagenda hadbeenreceived, Herreason zTtt' January IFIE& Meetingdetaits 18th Date:February Time :9.o oa.m Place:OracleBankBoardRoom +trrc Don'tknow Don'tknow Don'tknow zrN o Yes 3N o = thedateofthenextmeeting r Thisisto confirm z Foltowing ourtetephone conversation thereare stitla fewopenpointsfortheagenda youwiltfinda summary of thecurrent Attached financial statusofthecompany youanddiscussing the to meeting | tookforward topicwithyou {rF catler- MarkTaylor company- BookmarkPLC comments- Agenda Addedpricingbeforeadvertising Otherarrangements agreed contact- Mark havereceivedthe revisedagenda on this basis has remindedus that I look forwardto meetingyou i et 2.3op.m 4.40p.m threeo'clock theweekend lunchtime In ton time lanuary time Monday themorning theafternoon 2oLO at 5.oop.m r WewillmeetonWednesday matter z I amgoingto seemybosson an important I | notlikewritingemailsat night.Ingeneral preferworking In themorning on Monday? Whereshattwegoat tunchtime givemea ca[[ lf youcannotbeon time,please in Themeeting wittbehetdat ourheadquarters myofficeon Tuesday afternoon ffi maingoalsarethe following:a) get a r Bookmark's quickagreement, b) take on their betterquality titles, c) have Booksto Go organizea ioint websiteand contributeto the costs,and d) access Booksto Go'scatalogueof self-helpand business devetopment books areto a) get some z Booksto Go'smainoblectives moneyfrom Bookmark'sfor the website,b) get rharket.and Booksto Go'sbooksinto Bookmark's titles c) get a gooddealon the list of non-fiction 3No a Bookmark Booksto Go roreB zdBTG 3aBTG 4cB 5bB i:,.rtt + 11 He is a websiteexpert z He is OoerationsDirector He wantsto explainhow long he has beenin the Internetbusiness Yes key 76 Answer ffi rz MayI introduce Heis Howdoyoudo? Verypleased to meetyou It is a pteasure to meetyou r z re 141 putup comeupwith goalongwith 15 e 2c a0 fattin with lookforwardto 4D z re P expectation imagine unfortunately propose proposar doubtfut possible 2r ro tF qI Maybewecan wecannot no thatmeans atternative untikely ro alternative u possibitity rz opi ni on 13 question 14 expect -4re P IK E YT IFL OT T I\.A\.D E ID LT CP NCI CAN seetranscript on page82 31F youcando ry 5a r r Oneshipment forallthegoods z Production timeof 15working daysand fourdaysfor transportation bycustomer Pick-up Part-shipment by airfreight Delivery Delivery of three(notfour)shipments [ongerhours Working timeof r5 working daysand Production twodaysfortransportation talkedabout unable to accept notgoing notanoption Maybe LO PEN V QU A I LY z HE N UT T E F TMA Y E 5T NTA 6T-rT-R-T-EIIT-D M P I B qT l-T*-T-O-mo u N q E o -rs S E DE z v c L L T A@T'E L-T s o x e R eC]]-ET]I I-EEE 5T answers: Possibte r Howdo youfeelaboutdelivery withinten working days? ls it atright withyouif wedetiver withinten working days? I propose workingtwoshiftsinstead ofthreeshifts .Yousuggested working in twoshiftsinstead of threeshifts Thisis correct, isn'tit? in part-shipments at seven-day Woulddelivery intervals bean alternative? Canyoutellmehowyouwouldarrange delivery intervals? at seven-day delivering largeramounts in fewer Wesuggest shipments Whatis youropinion? Howdo youfeelaboutdelivery in larger amounts andfewershipments? a delivery of oneshipment? Canyouimagine Canyoutellmehowyoudeliver inoneshipment? answers: Possibte I suggestusinga differentforwarder Howabouta shorterdelivery time? ' Canyoutellmehowmuchshorter thedelivery time wouldbe? Woutdregutar everysixweeksbean shipments alternative? Canyoutettmehowyouwilltransport thegoods? ffimrw r Couldyouimagine increasing theorderamount by to"/o? perorder? z Howdo youfeelabout5oopieces Canyoutell mehowthegoodsarestored? by railinstead of bytruck? Howabouttransport ls it atrightwithyouif wetoadin a container? Woutdseafreightbeanalternative? on a part-shipment? Whatis youropinion P r o n ) cEW ffi ror z ' nothi ng/notal ot shipping time r5 working days threeshifts storage threecontainers Savetimeandmoney runmoresmoothty production planning ro 6a 2g r+ f 5c 7e 3b r lf I winthe lottery,(then)| canstopworking I canstopworkingif I winthe lottery lf wegetal[ourworkdone,(then)wecango homeearly Wecango homeearlyif wegetallourworkdone lf wegettheorder,(then)we'lthaveto work threeshiftsa day We'llhaveto workthreeshiftsa dayif wegetthe order (then)| canatso in London, lf I goto themeeting visitthetradefair I canalsovisitthetradefairif I goto themeeting in London (then)| witthaveto workall lf I theresearch, weekend, if I the ' I witlhaveto workallweekend research ' lf I attenda PowerPoint course,(then)| can prepare myself the presentations I canprepare myselfif I attend thepresentations a PowerPoint course (then)wecansavea lot of ' lf weall go together, money Wecansavea lot of moneyif weatlgo together r3rd Answerkey | 77 m 14Seetranscript on page83 n 15Possible answers: r ls it possible to finishproduction tomorrow? - lt coutdwellbethatwewillfinishproduction tomorrow z Howaboutbuitding a newproduction hall?Unfortunately thatcannotbedone! Canwehavethisfabricin pink?- lt is impossibte to dyethisfabricpink I haveto speakto the bossaboutthisnow!- | am sorrybutit is untikelyheis goingto answerhis phoneat themoment Canyoucheckstocklevelsfor a bluenotebook? Thereis a possibility theyaresoldoutalready quantity? to doubledetivery Areyouproposing It maybetheonlywayto solvethe problem T r r z Wearetalkingabout I stronglybelieve explanation Thereis a simpte Whatdoyoumean if I understand z Clarlfflnglnformatlon - Whatdo youmeanby ? youcorrectly lf I understand ? Expresslng opinions Wearetalkingabout I stronglybelievethat r a bonus perks z additionat Possibte answers: Whatdo youmeanbyadditional benefits? lf I understand youcorrectly, youaresayingthatan additional oerkis an alternative? I stronglybelievethatadditional fringebenefitsare anoption! I imaginewearetalkingabouta differentkindof bonushere T a newcar?In mvopinion, a newengine r C Buying thana newcar! is stillcheaper Thatis expensive, A Round? but I imagineit's likea square one,onlycheaper something information? DoesthatmeanI B Notenough haveto givea moredetailEA;xFia;;ir5;? youthinkit'sexpensive! Another A I understand ootionwouldbeto makeit smalter C lt can'tbe fixed?lf I undelgl!9!!lg! co11gq!ly, y ouar e te l l i n g m@ r B 0h dear,wearetalkingaboutcompletely for thecourse rewriting thedocumentation Dovouthinkwecansplitthe B Morefeedback? workbetween threepeopleinstead? cheaper? Arevousuggesting A Something lookingfor a different typeof material? C lf youcouldhelpmewiththismatter,I could sortthechequeout straightaway ru r z A revouproposi ngto hel poutatthe meeti ng? Webelievethegoodsarefaulty Doesthat meanwe haveto moveto Nottingham? Dovoumeanyouwillcheckonthedetails? Westronglybelievewecanworkthisout Wearetalkingaboutan increase of too/" n r suggest present payment Company hotiday Breakfast IE answers: Possible r Couldthe problembe sotvedbyanadditionat payment intoa pension of 3.5"/" scheme? z I thinkweshouldlookat theprivate useof the company car anadditional threedays'paid | couldimagine holiday thata company-paid language | wasthinking coursecouldbean alternative for to lookat vouchers lt mightbea possibility breakfast andlunchin thecanteen lt woutdbe anoptionto usethefitnessandchitd carefacilities for freeor,alternatively, havethem subsidized IT Possibte answers: payment r Anadditionat monthty of 3.5%intoa pension scheme Company carcanbe usedprivately Wewereableto workthingsout Letus getdownto business, bean alternative to It wouldcertainly threealternatives Sofarwe haveestablished butcouldyou Wehavetwo possibilities imagine In myopinion thatsoundslikeanoption tf 2a n ror F zF 3c 3T 4e 4T 5d 5F 6b 6F u Possible answers: isto returntheexcess amount r ' Oursuggestion delivered lt mightbe a possibitity to keeptheexcess of z5o/o amountandgeta discount z lt wouldbeanoptionto keepthecarandget freeof charge? threeinspections I thinkweshouldtakeintoconsideration waiting sixweeksuntiIa blackcarcanbedelivered the bestwayis to makean Frommyexperience identical newdress/suit Anotheroptionwoutdbeto repairthedamageat nocost Wecanofferyoua payraiseof 3ol" lt wouldbe analternative to lookat a payraise of t.5o/o car andthe useof a company abouta newcomputer, Wewerethinking Doyouthinkwecouldlookat theoptionto find thefaultandrepairit? Doyouthinkwecouldreducethe priceby 7.5"/"? Wecouldimagine reducing thepriceif youorder largerquantities 78 Answerkey ryffi 12 r3 r z + offer to propose to increase to predict to estabtish opinion to research obiective to solve Synonyms quotation proposa to suggest to recommend to raise to go up to forecast to proiect to identify to determine position betief to investigate to lookup goal aim to resolve to tackle quotation/proposal resolve/tackle risen/gone up identified/determined suggest/recommend aim/goat to investigate/to tookup forecast/proiect betief/position ffiM Starter agreement ce!.toctt win-winsituation stalemate deat imoasse solutions standstilt 'golden'bridge dlsigreemeni confrontation attacks si escalation arguments ffi r rT zF ru.That z 3f 41 5T 6F istotatlyunacceptable .Couldyouctarify that,please? LetmejustmakesureI understand whatyouare saying .Wheredoesyourinformation comefrom? 3t c ,ffi 2e 3f +b 5a 6d answer: Possible DearSimon, I haveiusthada mostunpleasant conversation with MrGitbert in NewYorkabouttheStudent Summer I believe Games hehassomeincorrect information froman unnamed'expert' Hisdemands ranged from moving theGames to another venueto closing down yourfactorypermanently Hetalkedaboutpeopte dying However, hedidhaveonepointthat,if true,would worrymeconsiderably Heclaimed thefactory would notbeclosing in Augustas ptanned, anddueto a neworderyouwouldbeworking overtime through thewhotesummer Therefore, I wouldliketo bringourmonthly meeting forward sothatwecandiscuss thistetephone call.I canbe in yourofficeat 1o.3otomorrowmorning Please letmeknowif thisis convenient Bestregards Maurice Therearetwoprobtems: Problem: old machines position:- situationbetter Bennet's pleased - factoryinspector - butstittneedto useold machines Baylel posltlon:unhappy, dissatisfied Measuresatleed: none Problem:newcontract Bennetbposition:- mustkeepto thecontract Bayle'sposltlon:- expects thefactoryto closein the summer - suggests shiftwork lleasuresagreed:none -l td 2e E mean progress opi ni on subsidiary f b +f Sa 6c position complete machines shutdown answers: Possible r Canyoutetlmeif youcangiveusa zoTodiscount? z Canyougivemean ideaof whichotherBritish yousuppty? companies youtettmeaboutyourcompany's pollution Coutd levels? is Canyougivemeanideaif thepollution decreasing? Couldyoutetlmeabouttheageofyour machinery? youteltmehowyoucanproveyour Coutd company is safe? ffi ro r I washorrified,I speakfroma positionof strength, I havenoalternative, I insist ' z I wouldbeveryhappyto meet,I canquite understand, I amsurethatif I were , I amvery interested , whatdo youfeel , weneedto discuss rc rz Possible sotutions: Thepotlution survey findsthatthepollution levels arewithintheEUguidetines Headofficesuggests thatit supplynewmachines to thefactory earlier thanplanned .TheworkcanbedoneinAugustandon new, environmentally friendly machines, i.e.nottheones thatoroduce toomuchooltution .TheCEOof thechemicals company offersto sponsor altthesoftdrinkstheparticipants require fromtheAmerican drinkscompany .TheTVproducer is reptaced by hiscalmer, more potitebossin thenegotiations ffi r rF re z zT 3F 4F 5T Fortunately, I amsurewecanfinda solution Answerkey I 79 I havenodoubt I hadhopedto beableto cometo anagreement .Wearewillingto workwiththat lt'sa deal! answers: Possible istheresultof ourmutuaIagreement r Thiscontract anda a steptowards a settlement z Thisis certainly contract | havenodoubtthattheselleris opento a lastminutechange thedetailsin wewittbeableto provide Hopefulty, tendays thepricein order westillneedto discuss lt seems ourobiectives to achieve withthewaythetalksare Weareverysatisfied going ffi answers: Possible to findinga solution r Wearecommitted z I canonlyagreewithyouthere! to workwiththat Wearewitting him a I havenodoubtthatwitlinterest I wasableto talkto myclient Fortunately, yesterday | believewe havemadesomegoodprogress withineight of thehouses r Hewitltakepossession months priceof to a purchase z No,hedidnot.Heagreed 5m ilt ion Yes m B 6r zC 3A 4C 5B 6C 7A mmffi answers: Possibte summary of this r I thinkwewillneeda detaited oartof thecontract youthatthehouseis available in z I canguarantee luty Thisis wherewestandat themoment a totof groundtoday! Wehavecovered Let'sdraftthecontractbasedon thesepoints thesepoints,if I may Letmeiustrepeat m r z drawnup lookat thechanges signature contract signifies finalized implement guarantee youcango for havingus lilrre answers: Possibte lerpresslngdeadllnes Gloslngdlscusslons thankyoufor imptement thisby Youwiltbehearing from havingus Wett,it hasbeena us by pleasure .H a v ea n i c ed a v ! nEE ro Possible answers: Theclosing of theplansis the dateforsubmission 9thofAugust Wehaveto finishthedrawings byMonday .Youwillbehearing fromus by+.3op.m./the zftlFriday Weshouldcometo a decision withinthenexttwo weeks/four daysin orderto solvetheproblem .Wehaveto seta timetimitof threeweeksto obtain theinformation .Thereis a deadline months to offourdays/five finalize theagreement lwouldbegrateful thisby if youcouldimptement thepaperwork thezrstof themonthto complete rr Possible answers: r Scenario r Speaker Thankyoufora productive meeting I am/Weareverymuchlooking forward to a relationship business successfut Thankyouforhavingus .Wehadexpected to geta totoutof thismeeting, andw edi d Speakerz l/Wefeetexactlythesame! Soaml/arewe,andthankyouforcoming My/Ourpleasure! Goodto hear.Wouldyoulike ? z Scenario Speakerr Thankyoufora fruitfuldiscussion andthe theproblem thatsolved customer suggestions l/Wewoutdcertainly my/our tiketo intensify withyourcompany relations business lf thereis nothing etse,thenwecangoandhavea lookroundthefactory .OK,fottowme,ptease! Speakerz Don'tmention isto ensure it Oneof ourpriorities customer satisfaction .Thatwouldalsobein ourinterest lt hasbeena oleasure sofar .Thatwouldbewonderfut ru rz r z Weassume please nothesitate to Asdiscussed pleasefeelfreeto As you will see look forward Pleasenote Attached Testyourselfl Across statemate confrontation mi nutes reservation u agenda 12 V enU e r5 19 zo zz z3 z5 z6 z7 z8 deadtock schedule opinion pension win-win neutral demand initialoffer negotiation Down r objective z subsidiaries alternative mutuaIagreement z seller notifY ro tradable r3 deadline 14 pr0posal 16 option r7 deal r8 counterproposal 21 contract 24 item 80 Tlanscripts please TashaHiKarin, comein! Karin Hi.Whatdidyouwantto talkto meabout? I imagine itl Jackson's Tasho Yes,asyouknow,we haveto talkaboutthe meeting we'veplanned withthem.Haveyou gotthe pricecalculations I askedfor? Korin Yes,andI alsobroughtthequoteso wecan checkthedetails Tasha Great,that'sexactlywhatI need.We'tlhaveto pricein order seta targetpriceanda maximum to giveussomeroomto negotiate Karin Hmm! Thepriceshownin thequoteisn'ttoo bad.Butdidyoutakea lookat thedelivery and payment terms? Tasha Yes,I did.Notquitewhatweexpected We getbetterconditions usually andpayment termsaswellasa discount on largequantities Karin Yes,in fact,atlourothersuppliers have improved theirdiscounts to usthisyear TashaWhatareourpreferred delivery andpayment terms? Korin Sorry,but I'll haveto lookat thefiguresagain You'lthavethemin a dayor two.Asforthe payment terms,I wouldprefer to talkto Accounts first,if that'sOKwithyou TashoOK,tetmeknowwhenyouhaveallthedetails Karin Noproblem Tosha Youknow,we hadsucha goodrelationship withouroldChinese supptiers Korin Yes,theywerealwayspoliteanddelivered on timeuntiItheyweretakenoverbythatnew company Tasho Yes,I know.Wett,I hopewemanage to work wetlwiththenewpeople Karin Bytheway,haveweseta datefor ourinternal yet? meeting TashoAdrianandMirlahavebothagreed onthez4th of lune.Adrianneedsa littlemoretimeto check thedelivery times.Miriawittjoinusto giveus moreinformation aboutJacksonl sinceshedid theresearch onthembeforewecontacted them.Shethinksthattheyreatlyneedmore customers fortheirnewbusiness [ine goodto me.Whatabout Karin 0K,thez4thsounds Frank? TashaFrank is waitingforthefinalquality report.But heexpects it onthezznd Korin OKfine.Anything else? TashaOh,I'llchairthemeeting withtheirsalesteam ButI needsomeone to taketheminutes ofthe person meeting andanadditionaI asbackup on youcheckwhenyouare thatday.Coutd avaitable? lf youlet meknowbyther8th,we canseta dateto meetthemthen Korin Noproblem Bytheway,didyouhearabout ? a7 Tasha Frank,I don'tbelieveyouhavemetMiria,have you?Miriais ournewcompany secretary Mirja, Frank is ourqualitycontrolexpert.Heworksin department theresearch Frank ondMirja Niceto meetyou Tasha0h,andthisis Karin She'smyassistant OK,soweareall here.Nowlet'scheckthatwe havealttheinformation weneed.Frank? Mirja Actuatty, Tasha, I haveanappointment withthe auditors in zo minutes ls it OKwithyouif I start? TashoOK,wett,I suppose so.Whatcanyoutetlus aboutJackson's? Mirjo Wett,they're company They anold,established werefounded in r9o5andhavealwayshada greatreputation for goodquality.Theyhave evenwona prizeat themaintradefairevery yearforthelasttenyears Frank I heard theytea bitold-fashioned YesFrank, Mirja theyarea familycompany, whichis unusuaI today,andthecurrent CEOisthe grandson Heis only35years ofthefounder old,studied andevenhasa engineering doctorate That'sprobabty whythewhole company is basedaround theirResearch and Development division Infact,thatis their strength andtheycomply withallthetatest g standards engineerin Tasho Whatabouttheirfinances? Wett,asfarasI cansee,theyarecompletely Mirja up to dateandhavefiledalltheiraccounts upto now.Unfortunately, though, theyhavenotbeen making muchprofitoverthelastthreeyears andtheyhadto letsomeoftheirkeyworkers go because offewercustomers andorders Therefore, I thinkpricewillbeanimportant issueforthem,aswettaspayment terms.This coutdalsobewhytheyareinterested in devetopi ng i n C hi na Tasha Interesting! Mirio Currently is small,since theirvolumeof exports mostof theircustomers areneartheiroffices However, therewasrecently anarticlebytheir newsalesdirector, DavidHallam, in oneof the tradenewspapers Hesaidhewasverykeenon developing in theAsianmarket theirpresence problems Fronk I heard theywerehaving financial Tasha, areyousureyouwantto business withthem? Hmm!Thatreallydepends onyourquality reportandanything etseMirjahasto say Thearticlesaystheytookpartin a delegation Mirjo thatwentto China it seems, haveset Jackson's, upa jointventure witha localpartner We wouldbe mostlydealing withtheChinese branch I think,andtheyhavea ofthebusiness, goodreputation Infact,according to the article, hasreceived thecompany a lotof large Transcripts| 81 year.Ofcourse, we'll ordersforthecoming ontime haveto besurethattheycandeliver I thinkweshouldtryto business However, I'mreallysony,butI withthem Oh,Tasha, mustgo now.You'llhavea copyof myreporton yourdesktomorrow morning Mirla.NowFrank, aboutthequality fasho Thanks, r epor r someotherthingsalsoneed Shirley Fine.However, movingas theygo togetherwith the pubtic relationsissue.Forexample,customer notification, brandingand advertising Mary OK.And is addingthe companycar issueOK with you? Shirley Yes,OK,and all the pointson computerscan be combined.Theyare lowerpriority.But paymentsshouldcomeafterthe redundancy closureofthe corporatecentres Mary No probtem.So we haveagreedon the date, and the time,9.ooa.m.,in the r8thof February, our boardroomhereat Oracle.I'll checkand confirmthe dateand time of the meetingin writing.So couldyou redothe agendaas discussedand emaiIit to me? Shirley Of course,I'ltdo it as soonas possibte Harold Hello,HaroldGoslingspeaking DoVito Hello,Harold.Haveyou sent me the agenda? I can'topenmy emails,so couldyou please readthe pointsout to me? Harold DoVita Horold DoVita Horold DoVita Harold I'veleftthevenueopenasyou Ofcourse asthe wantedandusedtherSthof February asa participant date,andincluded lohannes Perfect! theusual Nowthebultetpoints.Firstly, centre thencorporate apologies, ofthepubtic No,I wanttheappointment consultant to comenext relations of pubtic theappointment OK,secondty, consultant, thencorporate centres., relations you'veforgotten No,Harotd, thatthemarketing department shoutdbenearthetop marketing department CanI put OK,thirdty, A qt corporatecentresnext? Dovita No, no, not yet, I want notificationof customers next,and then corporatecentres.Let'sget atl our importantpointsat the top Harold Aftercorporatecentres,I've put branch and corporateimage, closures,then advertising and branding Davita Yes,and finalty? and Horold Well,I havecallcentres,then computers, finaltyAOB Doylto lt would be betterto swapthe callcentresind the computersaround.Thenit's fine Horold Do you wantto checkthe agendaagain? Dovito No,iust sendit off as soonas it's finished Geoffcansignit a Helto,OracleBank,MaryJetticospeaking.How can I helpyou? ShrrteyHelto,Ms lettico.ShirleySmithsonfrom DominionsBankhere.Howareyou? Mary I'm finethanks,and you? ShirleyFine.I'mcattingto arrangethe meetingand discussthe agenda Mory Do you haveany morepoints? shirleyYes,I Haveyou receivedthe agenda? Mary Yes,I have.We suggestedthe rrtn of February, a r ooa.m But we can'tmakethe ShirleyThetime is acceptabte rrthas Mrs DaVitawitt be awayuntilthe r6th at 9.ooa.m.? Howaboutthe r8thof February, ls that OK? Mory | thinkthat wilt be fine.I will confirmthat tater, though.Any otherpoints? Shirley No,but canwe movepublicrelationsup the agenda? Mary Yes,that shouldbe fine.I witl moveit to after the apologiesfor absence.0K? Mory Booksto Go.HowcanI help JoannajoannaDuncan, you? here Mark Helto, fromBookmark MarkTaytor Joanna, Howareyou? loonnaI'mfine,thanks.Andyou? the Mork Verywetl,thanks.Haveyoureceived revised agenda, Joanna? loannoYes,I have.lt wasin myinboxthismorning Mork Great! Shaltwegoaheadonthisbasis? us oursatesdirectorhasreminded loonna Aclually, pricing poticyaswell, thatweneedto discuss because Mork Yes,right.Ofcourse, we'llneedto speakabout thatat a later thataswell.Butcanwediscuss meeting? Yousee,this loannoWell,it willaffecttheadvertising pointis important weoftenneed to usbecause dramatically sales to cutprices to promote then, Mark Ohyes,I see.Howaboutputtingpricing, beforeadvertising? Mark.That's a goodidea JoannoOh,OK,thanks, Mark Andwhatabouttheotherarrangements? etseis fine,Mark,So| lookforward loannaEverything youin London to meeting Seeyouonther3th Mork Samehere,Joanna Goodbye loanna Bye O Norrator Themeeting at Bookmark's Rachel Brian,this meetingis vitalto us lf we canget it will helpwith sales a quickagreement, They'reat an atl-timelow this month,and that makesit hardto pay the bills Brian Yes,Rachel,our customerbaseis startingto causebig problems.lf we don't get some youngercustomers, we't new and especially havemanymoreproblemsin the future.lf we had thoughtof this earlier,we woutdhave alreadybeenableto improvesales.5o if we increasethe rangeof stockavailable, that I woutdpreferto onty shouldhetp.However, take on their betterqualitytittes Mork To be honest,I think BTGhaveproblems,too But afterthis first meetingI think we witt be OK,so in a betterpositionto makedecisions 82 Iranscripts first let'sworkonourgoalsforthemeeting a Rachel Fine.Sowewantthemto helporganize lointwebsite Brian Yes,andiftheydo thatandcontribute to the costs,willwealsohaveaccess to their catalogue of setf-hetp andbusiness develooment books? Mark 'fes,wewitt.Butweshouldmakethatour offerin exchange andnotletthemseethat it'ssomething weneed.We'ltiustsay- if theyworkwithuson thewebsite, we'tltet themselttheirbooksin ourstores Brian Oh,I getit.Thatis a plusforthem.But actualty, it is ourmaintarget (Laughs) Mork That'sthe idea! Narrotor Themeetingot Booksto Go volentinels thewebsitereadyyet? Georye Notyet,Val.I haven'tpaidthelastinvoice workon it 5othedesigner hasstopped valentineWhat'stheideahere,George? Thewebsiteis vitalforourfuture.Andwehavethemoney George Look,Val,I wantto waituntilafterthe meeting Wemightgetsomemoneyoutof Bookmark's However, if wesaywe have already covered allthecosts,theymightnot wantto contribute Right,George, I understand So,we haveto Volentine pretend is stiltan idea,not thatthewebsite already designed That'sit, andanyway, addingtheircontent George wiltstowthedesigner down.l'lttakeour designs original to showthem.Thatshould it OK,butwemustgetourbooksintotheir Paul market I knowtheirstandards areveryhigh, welt butEngtish tanguage booksareselling in Europe especialty setf-hetp at themoment, andtanguage tearning tittes Paut.I'llhotdoutfora gooddealon Valentine Agreed, ourlistof non-fiction lftheygiveusthat, I won'tinsiston including fictionaswelt.Or perhaps tittes? Thattistis onlythewomen's hug e Paul Greatidea,Val! A\ qt I Hetto,Mr Stevens,it's very niceto see you again.May I introduceyou to my colleague BrianNewson?He'sour Operations Director volentine How you do, Mr Newson?Verypleasedto meetyou I don'tthink you havemet Dennis Griffith.Dennisis our websiteexpert.He has b ee nadv is ingus on dev et oping our onli n e oreSence losephandDennis Howdo you do? loseph lt is a pleasureto meetyou, Howlonghave you beenin the Internetfield? Dennis Forabout ten yearsnow.I usedto work for Mega-Online in NewYork.By the way,ptease callme Dennis Thanks,you cancallme Joseph Ah, I think Joseph we shouldtakeour seatsnow.lt's time to begin.Ladiesand gentlemen,pleasetake your seatsaroundthe table.We'll loseph a9 Richard Excuse CanI askyouto come me,everyone ptease? OK.Let'sfocus backto ouragenda, whichis the onthenextitemontheagenda, overto you detivery timeandterms.Jason, Marcy, theinitialoffer lason Thankyou,Richard production timeof statesanaverage Thisseems r5 working daysforthematerial to bea bit long,sinceweatsohaveto add Would fourworking daysfortransportation in tenworking days it bepossibte to deliver plustransportation time? Marcy Hmm! Thelengthy delivery timeis dueto youarelooking at.Werequire thequantity twoworking daysto setup theproduction daysforthe line,at leasttenworking production run,onedayfortheagreed qualitychecks, andonedayforloading time lason Wett,then,is a shorterproduction feasibte at all? youarereferring to ourshift Morcy lason,I assume working a twosystem Welt,wearecurrently extendto a third shiftdayandcouldpossibty shift.Butthatwouldresultin a priceincrease staffcosts.lt wouldtake dueto additional time,though aboutsixdaysoffthedelivery what'syouropinion? Hmm Richard, Joson Richord Forthetimebeing, [et'smakea noteof it Marcy l oson buton anex woutdincreasethe detiverycosts dramatically 6eorgino May I interrupt? Sure! loson Georgino Marcy,can I havea word with you, ptease? Morcy ls it OKwith you if we takea shortbreak? Richord Of course.ls five minutesenough? Morcy Yes,morethan enough! Morcy craig Morcy Te[[me How Thankyou for your patience, muchmaterialcanbe storedhereat your warehouse? We havestoragecapacityfor two full containerloadsin our warehouseat the moment.Whvdo vou want to know? wereDossrble to al50storea t then we coulddeliverthe overallamountin instead threeshiomentsof threecontainers of four shiomentsof two containers sEvet-rnre and.due to the increased overa[[amount,atsomoney Well,Marcy,you certaintyhavegivenCraig loson and me somethingto think about.Richard, mavbewe candiscussthis overlunch.Hmm? Richard Marcy,shall we breakfor lunch now? Morcy That'sfine with me How about the rest? Richord OK,tistenup Shattwe meetbackhereat p.m.to continueas we Transcripts | 83 thisyear Marcy lt couldbethatthe pricewill increase Richord of container Willtherebea shortage Jason That'sright.This morningwe talked about (r) Morcy lason Marcy lason Marcy Morcy loson Craig Morcy Craig part-shipment, anadditional delivery, earlier Wehave orderquantities shift,andincreased Weare verycarefu[[y lookedat eachalternative unable to accept(z)a thirdshift youwoutdn't wantthatbecause Well,I guessed it is a solution in price.However, of theincrease in demand which if thereis a majorincrease needsto bemetquickty that'snotgoing$) to happen At themoment, Butwhoknows? the of shipping Thereis atsothepossibitity goodsat intervats Whatdoyouthinkof that? thatis notan option(4)either, Unfortunately, at a onceagainwewouldbelooking because priceincrease Transport is reallygettingmore thesedays! andmorecostty then,onwhich True,butthatdepends, youuse.Maybe(S)| wouldbeabteto forwarder a verygoodpricewithour helpyounegotiate forwarder Wouldyoulikemeto try?I'msure in deating withyou he'l[beinterested lf youthinkthatvoucando (5)that Ofcourse! Butwewouldhaveto lookat thatagainat a laterdate,though OK,I'vemadea noteof it andwe'l[letyouknow Good.Now,Craigwantsto Thankyou,Marcy withyou.Craig? discuss thefinatproposal capacity wasaboutstorage Yourquestion andwith Maybewecan(Z)do it.We'vechecked planning wecouldstorethree a littlecareful containers I haveanother Goodto hear.HoweveL of Thereis alsothepossibitity suggestion according to your orderquantities adiusting in one needs Let'ssay,threecontainers or even twoin another, shipment asdiscussed, ThiswouldbeOKaslongas four,if necessary we orderquantities westickto theoverall agreed to Thatis a niceoffer.Butwecan't(8)storefour warehouse, webuildanother unless containers, two andthatmeansno (g).Stitt ordering is anatternative, shouldtherebe containers anycnanges RichardCanwe transportation timeby seafreightfromsixto fourweeks? to reduce thetransportation Marcy lt is impossible routesused oftheshipping time,because of Doyouthinkwecanhavea furtherdiscount Rrchard Richordlstherc a 2.5"/o? Richardls it conceivablethat we coutd havea further discountof 2.5"/o? that cannotbe donebecauseof Marcy Unfortunately, the pricefor raw materialsat the moment on the commodities Richordls the priceincreasing market? nrchordls it oossibtethat the pricewill increaseon the commoditiesmarket? of nrcrrora Doyouthinkthatttrerewiltbea shortage spaceon shipsin thenearfuture? container because the Marcy I consider it to bea possibility is rising volumeof exports R,chdrd ls theexchange ratestayingat its currentlevel? ratewill Richard Canit beexpected thattheexchange stayat its currentlevel? Marcy lt is hardtyliketyto stayat its current[eve[,due dectine to thecontinued ofthedottar plant? production Rlchard Areyouopening another Richard Couldit wellbethatyouareopeninganother production plant? of opening Marcy Wecanruleoutthe possibitity plant,because production thereareno another properties available suitable a l2 Yamamoto Yes,this is veryencouraging and I am tookingforwardto seeingthe figuresfor the third and fourthquarter.Now let'statk about you, Dwight.You havebeenwith us for a longtime Dwight Yes,for over 15 years.And I haveenjoyed everyminuteof it lt is certainlya but satisfyingjob challenging, Yamomoto I am verygladto hearit Wett,I havereadthe proposalyou forwardedme and haveto say, though,that a pay increaseof roolois out of the question.Youknowyou arealreadyat the top of the payscale that is really Dwight To be honest,Mr Yamamoto, ratherdisappointing Youknow,we are talkingaboutmy first pay raisein morethan four years.I havemanagedto acquirea lot of new customersand increaseordervotume Surelythat deserves with existingcustomers recognition, doesn'tit? YamamotoDwight,I strongtybelievethat we can come though,I to an agreement Unfortunatety, just cannotagreeto roolo! | candefendan increaseof f/oto the membersof the board Butthat is reallyas far as I am witlingto go That'snot a great deal, is it? Dwight 4olo? for this Yomomoto Dwight,thereis a simpleexplanation noneof the staffhavehad a lf you remember, pay raisein the lastfour yearsbecause businesshas beenverydifficutt.Bonus paymentswerealsosuspended And,as you know,lastyearwe awardeda pay raiseof Thisyear,we will z.5o/o lo our workforce finattybe abteto re-activate the bonussystem you will reSo,you see,if we agreeon 4olo ceivea higherpay raisethan everyoneelse Dwight H m m ,w h a t d o y o u m e a nb y a h i g h e rp a y raise?The nextstaffpay raiseis due in for the August,and if they negotiater.5olo nexttwelvemonths,I witt ontybreakeven and not havegainedanything YomomotoWelt,I did mentionthat we aregoingto reactivatethe bonussystem.Thatwoutd certaintybe an increasein pay ots 84 Transcri So, if I understandyou correctly,you are tellingme that I cantake it or leaveit? Yamomoto Dwight,I am sorry.But 4olois the best I can ! Dwight Mr Yamamoto,if we can't agreeon morethan how aboutlookingat additionalperks? 4olo, Yamamoto Yes,that would be an alternative OK,OK! feelwe shouldcontinuethis conversation onceyou havecomeup with someoptions Sendme your proposalsand we witl talk again.I am confidentwe canwork this out Dwight OK,fine.Thankyou, MrYamamoto Byenow Yomomoto Goodbye Dwight Hmm,this is awkward! Yamomoto lt can,indeed!Doesthat t.un Uo, nau lookedat that possibilityas well? Dwight Nowthat wouldbe givingawaymy secrets, wouldn'tit? Yamamoto Hmm,I knowwhat you meanl Dwight Mr Yamamoto,so far we haveestablished threealternatives, whichboth of us seemto with my be quite happywith in comparison originalproposal,whichyou rejected.I think it'stime we settledfor one,don't you? Yomamoto Well,yes,ldo Dwight,alt of theseoptions haveadvantages for both you and Nacatomi We favourthe languagecoursesbecauseof Thatthey are the benefitsto dailybusiness tax-deductibte is an addedbonus.In addition,the coursewilt atsohelpto secureyour positionas headof internationaI sates and boostyour abilityto deatdirectlywith our Frenchand Spanishpartners Dwight OK,that'ssettled,then.4% and a companyfinancedlanguagecourse.I am realtyquite pleasedthat we wereableto work things out, Mr Yamamoto Yamamoto So am l, Dwight!I'tl get my secretaryto forwardthe detailsto you as soonas possibte lust signthe form and returnit by fax.Youcanstart havinga lookfor suitabte languageschoolsnow Dwight OK.Thankyou \/amomoto My pleasure.Bye,then Dwight Goodbye Dwight s 13 d o c d e f Let'sgetdownto business Inmyopinion thatsounds likeanoption It wouldcertainly to beanalternative Wehavetwopossibitities, butcouldyouimagine Sofarwehaveestablished threealternatives Wewereableto workthingsout a a4 Ah, goodmorning,Mr Yamamoto Howare you? Yomamoto Fine,thanks.Howareyou, Dwight? Dwight Verywetl, but very busy Youalwaysare, Dwight,you alwaysarel Let's Yomomoto get downto business, then.I have your proposals Wouldyou [iketo considered giveme somemoredetaits? Dwight Of course.I coutdwell imaginethat the additionalmonthtypaymentinto the pension to Nacatomi,because schemeis beneficial the paymentsarefuttytax-deductible Yomomoto Yes,in my opinionthat soundslikean option your pensionwhenyou It woutdincrease retire.Howaboutthe privateuseof a companycar?| cannotseethe advantage there Dwight Thecompanypaysinsurance, tax,fuet,and maintenance on the companycars,and it doesn'tmatterif the carsare usedor not I would paythe tax and socialsecurity contributions on the miteagedriven,through my sarary Yomomoto Doesthat meanyou wouldhaveto record yourtrips in a log book? Dwight Yes,it does.Whatdo you think? Yamomoto Letme see.lt wouldcertainlvbe an alternative to your initialproposatofa ro% pay raise.I admitthat this wouldbe hetpfut I am gladto hearthatl Dwight YomamotoDwight,you haveobviouslyresearched the proposalsin detailand I can seethe advantages to both you and Nacatomi We havetwo possibilities, Corporation but couldyou imaginea third one,suchas an intensivelanguagecoursefinancedby the company? As headof international sates,it would be a goodideato brushup on your Spanishand French Thatwouldcertainty help you in dailybusiness Wouldn'tyou agree? Yes,I woutdhaveto agree.Thecoursecan be Dwight set off againsttaxes,can't it? Dwight a 15 GilbertGilberthere.ls thatMauriceBayle? Boyle Yes,Baylehere lt is a 6r'lberfThissituationis totallyunacceptable potlution disaster Bayte I amsorry,Mr Gilbert.Couldyouctarifythat, ptease? Thepollution is at Pottution disaster? acceptable levels Howcanyousaythat? GilbertAcceptable? Bayle LetmemakesureI understand whatyouare is doing saying! Doyoumeanthatthefactory something against thetaw? GilbertYeslNocountryatlowssucha highlevetof potlution Youdon'thavea clue.Ourexperts every saythatpeoplediefromthesechemicals year.Youknowwearetheoneswhoarepaying fortheseGames Butwewillnotrelease the moneyyet.Wecalltheshotshere youthatthe Eoyle But,MrGitbe(,I canassure poltution levethasbeengoingdownforthe pastthreeyears Wheredidyougetyour information from? GilbertHuhlI'ttgo overyourhead.Letmespeakto yoursuperiorsl I havefriends in highplaces Bayle MrGitbert, I amthemayor, andmysuperiors Howcanwesolvethis arethetownspeople problem together? GilbertDoyoureallythinkwecanbring2,oooyoung athletes to yourpoltuted town?TheGames mustdefinitely bemoved You're iustnotin the hasa large, toop!Didn'tyouknowthefactory lt seems neworderfordangerous antpoison? it'ttbeworking overtime attthrough the summer Transcripts| 85 Bayle Boyle Bayle I amafraidwecannotmovetheGames Have youspoken to Mr Bennet aboutthis?Afteratt, heisyourco-sponsor andhehasagreed to coverhalfthecosts.Oh,andplease askyour meandI willexolain exoertto contact everything to him.Inthemeantime, I'lttry and findoutaboutthisneworder.Hmm.how Thefactoryusuatlyclosesfortwo to strange! threeweeksin August in your Totellyouthetruth,I'mnotinterested Wehaveto makesuretheGames excuses are safe.lf not,thewhotethingwittbea nonPlease understand wecannottakeany starter risks! Mr Gilbert, let'snotforgettwoimportant things havealready beenorganized here!TheGames employs andthecompany 5o%of our population Therefore, theGames candefinitely notbemoved Ridiculous! lt mustbepossibte to I'llgetbackto you.Themaniust something doesn'tgetthemessage! MrGitbert Goodbye, EennetHello,Maurice Bayle Boniour,Simon.I am so pleasedyou couldsee me at suchshortnotice EennetNo problemat all, and I'm sorryto hearabout your difficultconversation with Mr Gilbert Comeand sit down.Let'sdiscussthe matterl Boyle Mr Gilbertwas ratherrude.I am happyI didn't losemy temper.How'sthe factory?Mr Gilbert mentioneda newcontract Bennet Fine,The factory'sinspectorthinkswe have beenmakinggoodprogresswith the new Nevertheless, someof the old machines, machinesarestilldirty,and we will unfortunately stitlneedto usethem in the to producethe summer.Ourgoalis, however, amountin the contractby the end ofAugustin orderto allowtime for shipping Boyte And doesthis meanthe companywitl not shut wnd urin gt he St udentSum m erG am es ? yes.I am not in a positionto EennetUnfortunatety, shutthe factorydown,becausewe must achieveour targets.lt is, in fact,company policyto ctoseloss-making subsidiaries Bayle But the companyis profitable,isn't it? Eennet Well,we havebeen losingmoneyfor the last threeyears- this can'tcontinue.Whatdo you suggestI do? the Boyle Hmm,I'm not sure.But from my experience, bestway is to set up flexibteworkingschedules whichallowday and nightshifts.Or,betterstill, changethe detiveryschedutefor the goodsto a laterdate l'm not in a positionto changeit, EennetUnfortunately, becauseheadofficehassignedthe contract your position.But canyou offer Boyle Oh, I appreciate any alternatives? Bennet fo be honest,I am not reallycertainnow.You knowwe needthis orderto keeppeopte employed Yes,I completelyunderstand what you?e saying.But as far as the TVcompanyis concerned, theywitt not sponsorthe Gamesif we cannotreducethe poltution.Canyou offer any alternatives? Howimportantis it for you that the work is donein Dyersville? Maurice.Thework Eennet Well,we haveno alternative, must be donehere.Movingit is not an option This is a headofficedirective Bayle And Simon,you woutdusethe old machines, with that too I mustsay I am verydissatisfied your position solution.However, I understand Wetl,I needto get backto my officeand give the wholethingsomethought.Perhapsyou couldcontactyour headofficeagainand explainto themthe situationwith the American TVcompany Boyle a t7 Bayle Wereallyhaveto solvethismatternow.Theyall wantto maketheirooints Bennet I agree, andI thinkweshouldtetthem However, I thinkourheadofficehavecomeup witha goodsotution Theyhavefounda wayto bui l da' gol den' bri dge l t w i l lmeanspendi ng somemoney, but Tetlmemore! Bayle Thatis excellent yet BennetOh,tater,Maurice, later!lt'snotconfirmed So Wearealsoarranging fora pollution survey please withthe seethatpeopte co-operate testers Eayle Whatdo youmean? willbesending some BennetWelt,theuniversity andsamples, students to takemeasurements lwill give andyou'tlhavea fullreportbyFriday moredetailsat themeeting everyone Bayle That'sgreat.But,Simon,whatif the reportis bad? BennetMaurice, let'snotworryaboutthat now.Set yourmeeting for Friday, andI'ttbethere @ i8 Niceto seeyou again,Mr Fisher.I hopeatl is wetl? Fisher Yes,thank you for asking Fortunately, I was ableto speakto my client Clark yesterdayand he is happywith the agreement so far.ls thereanythingthat we still needto discuss? Well, thereis.AfterwardsI spoketo my partnersand we cameto the conctusion that we reallydon'twant to inctudefittedkitchensand gardenshedsin the entireproject,afteralt lf a b o u th a l f o f t h e h o u s e sh a v et h e m ,t h a t 's enough.We think it's just moneywe don't need to spend Oh, I am surewe canfind a solutionhere.I have no doubtthat my clientwill be opento change.Letme iust considering this last-minute c a l lh i m ! Clork Yes,thankyou so much.My pleasure!| wilt catt you backlaterthen.Bye 86 Transcripts I had hopedto be abteto cometo an agreement I have.lf we with my clientand,fortunately, signthe contracttoday,he is wiltingto add in the priceofthe kitchensand the gardensheds in the purchaseprice.lt is an extremelygood offer.Woutdyou like to discussit with your oartnersfirst? Fisher Yei, iust give me a moment.I needto send them a text messagebecausethey are in a meetingthemselves .Done! Clark Would you like some coffee? Fisher Yesptease!lt's unfortunatethat my partners are unabteto be heretoday.But oh, that was quick.Hereis the answer.Well,we arewilting to work with that Clark Exceltent.I am very pleased Fisher lt's a deaI then! Clark OK.5o, let's havecoffee,and then o 19 Thediscussion continues: andbring Clork Right,nowtet'sgetbackto business thisnegotiation to a head! Fisher Yes,let's.I mustsay,attin att,we havecovered a lot of groundin the pasttwoweeks,haven't WE? Clark Yes,wecertainlyhave FisherWell,do youthinkthatwewillbeabteto take possession of thehouses withineightmonths? youthatmyclientistrueto Clark Hmm,I canassure hiswordandyouwiltbeableto startworkon theproject bytheagreed date Butcanwemakea noteof thatin the FisherBrittiant! contract? clork Let'sapproach thisanotherway,then!Sofarwe haveestablished thatforthesumof 2.5miltion, intheHolland Drivedevelopment theproperties pricea fittedkitchen include in thepurchase the anda garden shedperhouse.Inaddition, handover datewe'veagreed to isther't ofJune Finatty, thecontract is to bedrawnup todayand This signedbybothparties earlythisevening shouldcoveratlthedetails Fisher Justto makesure,let merepeat,if I may! Clork Sure! kitchens andgarden shedsinctuded Fisher2.5mittion, istherstofJune, andthedateof handover right? right.Let'sdraftthecontract Clark Yes,absotutely latertoday basedon thesepointsforsignature I suggest wemeetagainat around4.3op.m.to continue Doesthatsuityou? FisherYes,it does.I'llseeyouin a coupleof hours, t hen I'tthaveallthepapersreadyandthenwe Clork Great, c an Thankyouforyourpatience today,Mr Fisher I reatlyappreciate it Webothknowthatthis Fisher Noproblem, MrClark wasnecessary Haveyoudrawnupthe contract? Clark Yes,wouldyoutiketo go throughit oncemore? I ontywantto lookat thechanges Fisher No,notreally CIark we'vediscussed todayandthenI witlsignthe document Oh,hasyourclientsignedit already? Clark Yes,andifyouturnto the lastpage,his signature is right there FisherHmm,oh,yes.Thankyou.OK,givemea pleasel yes,I'mhappywith moment, Right, that Thiscontract Mr Fisher! clark Congratulations, conctusion of a lot of signifies thesuccessful hardworkoverthepastcoupte of weeks andI are FisherWelt,it does,doesn'tit?Mypartners now? verypleased, aswett.So,whathappens wewilt thecontract, Clark Whenwe havefinatized authorities submitit to therelevant FisherHmm,I knowthismaysounda bit impatient, if youcould butwewouldbegrateful implement thisbytheendof theweek youthatyouwitlbe I guarantee Clork Mr Fisher, hearing fromusbyThursday at theverylatest I hopethatmeetswithyourapproval access to the FisherOfcourse Thenwecanguarantee project siteanytimewewouldlike,can'twe? Clork Yes,youcan.Infact,youcango nextMonday Wett,it hasbeena pleasure whenI FisherYes,it has.I alsospeakformypartners saythankyouforhavingus then?Witl Clark So,whatistheplanforthisevening, you ? lez Useful phrases Thisis because for is Thereason forourcustomers .is essential points These arethemostimportant Wemusthave Wehaveto have Weneed/require W ew ant Wewouldlike Thisis a must! Thepricemustfit ourguidetine Moneyis all-important! Have Wemust is Ourmainconcern It is vital/crucial that I refuseto acceDt Tradable I amwillingto accept if I thinkwewill haveto agreeto It wouldbean alternative to Wecantradethisagainst A fewthingswecancompromise on are lntend is Ourintention I wouldliketo Wemightliketo l/Wepropose/suggest Howabout ? ? Woutdit bepossibte ? Howdo youfeelabout youaccept/consider ? Woutd/Could .is correct,isn'tit? Canyoutellmehow ? ls it alrightwithyouif ? Wouldit beoossible ? It seems Whatis youropinion? (that) It is possibte/probable/conceivabte (thaO Thereis a possibitity I t m aybe It couldwellbethat Inallprobability It is to be expected It is impossible to It is outof thequestion Unfortunately, thatcannotbedone! Wecanruleoutthepossibility of It is doubtfulwhether/if It is (hardly) tikety ? Doyousuggest Areyousuggesting that ? Doyoumean ? Doesthatmean ? youcorrectly lf I understand ? Whatdoyoumeanby ? In my/ouropinion Fromour/mypointof view Wearetalking/speafing aOiut Weare/lamof theopinionthat We/lstronglybetieve/feel that I amconfident that l/Weimagine it something like Thereareseveralootions Thatwoulddepend on it Nowthatyoumention Considering thisl/wewould It sounds likeanalternative/option/possibitity l/We coutdimagine l/We thinkwe should I was/Wewerethinkingthat It would be helpfuUanoption It might be possibleto/a possibility Frommy/our experience,the best way Do you think we can/could ? Couldthe problembe solvedby ? Openquestions Whyis thatso important to you? comefrom? Wheredoesyourinformation in yourcompany? Doyouhavekeymanagers Whatcanyouofferus? lndircctquestions Canyougivemean ideaof your ? Couldyoutellme ? Howdo youthinkwecanachieve thisgoal? 88 | Usefulphrases Polite I wouldprefer Thatis nothowweseeit Couldyouclarify that,please? Couldyouexplain thatmorefully,ptease? I'mafraidvyecouldn'tagreeto that Describing current/future situations Fortunately, wehaven't beenableto Unfortunately, Weareverysatisfied/dissatisfied Infuture,wehopeto Hopefulty, wewiltbeableto Bythetimewe less polite Youarewrong Thatistotallyunacceptable No,thatis outofthequestion No,I'mnotinterested I thinkyoushouldexplain I don'tseethepoint Ourexperts saythat Expressing agreement l/Wecanonlyagreewithyouthere l/Wehaveto admitthatyouareright I am/Wearewillingto workwiththat Thatisalsoourconcern/point ofview/goal Bymutuatagreement wehavedecided to It'sa deal! Expressions to slowconversation down Letme(ust)makesureI understand whatyouare saying Let'sgo backandreview thesituation Whyisthatimportant to you? Howcanwedealwith/solve thisprobtem? Wheredoesyourinformation comefrom? Conveying commltment I am/Wearesurewecanfinda solution to I am/Wearecommitted to findinga solution l/Wehavenodoubtthatwe Wehopeto beabteto cometo anagreement Wearelooking forward to a successful business relationshio Makingsuggestions Couldtheproblem besolvedby ? Canyouofferanyalternatives? Clarifuing Doesthatmean ? Howimportant is it foryouthat ? Whatisthepurpose of thispoticy? Asklngfor suggestions Canyouofferusanyotherpossibitity? Whatwouldyousuggest? Whatdo yousuggest I do? partialagreement Expressing I understand howyoufeel! I agreewithyouspecificatly on Yes,youhavea pointthereabout Askingguestions youtelluswhyyoufeellikethat? Coutd Howcanwereacha comoromise? Whatdo youthinkis a fairwayto resolve ? Yourposition isveryinteresting Canyouteltmemore? Askingfor or encouraglng agreement with views Doyouagreewithourposition on ? Doyoufeelyoucanaccept ? I hopeyoucanseeourpointofview Letmeexplain ourposition! Expressing agreement I knowexactlywhatyoumean I believe thatis correct Thatseemsreasonable I wouldalso lf I werein yourposition, Statlngprogressmadeor currentstatus I believe wehavemadesomegoodprogress Thisis certainly a steptowards Fine,butit seems westillneedto discuss Inorderto achieve westitl ourobiectives, Guaranteeing youthat l/Weguarantee youthat l/Wecanassure l/Wewittdo my/ourbestto Discussing follow-updocumentatlon Shallweputthisintoa writtenproposal? I thinkwewittneeda detailed summary of this Let'sdrafta contract basedontheseooints Summarizlng 0ust)to summarize Sofarwehaveestablished Letmeiustrepeat,if I may Thisis wherewestand I woutdliketo summarize asfollows l/Wethink/believe weallagreeherethat Wehavecertainly covered a lotof groundtoday! Expressing deadlines Weshouldcometo a decision within/by Youwiltbe hearing fromusby Theclosing datefor is l/Wewouldbegrateful if youcouldimptement this by Closingdiscussion Thankyouforcoming Thankyouforhavingus Thankyoufora fruitfuldiscussion/productive meeting l/Wehadhoped/expected to geta lotoutofthis meeting I am/Weareverymuchlooking forward to Wewouldcertainly liketo intensify .. .English f or Negotiating Charles Lafond Sheila Vine, BirgftWelch OXFORD IJNIVERSITY PRESS OX.FORD UNIVERSITY ACKN OWLEDGE M E NTS PRESS Great Clarendon Street, Oxford oxz 6DP Ot'ord... public domain and their addressesare provided by Oxford University Pressfor information only Oxford University Pressdisclaims any responsibility for the content rsBN:978o 194S79S1 Printed in China... Thisincludesa column A-Z Wordlistwith atlthe keywordsthat appearin Englishfor Negotiating your own language of the wordsin anda spacefor youto writethe translations of phonetics l5 Preparation Readthe