I. Dr. Smith is holding a two-day seminar on negotiating techniques. At the end of the first morning he gives the group his ten rules for negotiating. Here they are.

Ten rules for negotiating.

1. Find out how many points are to be negotiated.

2. Start from an extreme position.

3. Assume the other person owes you a concession.

4. Don’t concede without exchange.

5. Don’t give what you can sell.

6. Exaggerate the value of your concessions, minimize the value of the other person’s.

7. If they insist on “principle”, expect a concession in return.

8. Only threaten what you are prepared to carry out.

9. Don’t show disrespect to the other person.

10. If you’re happy with the result, don’t shout “I’ve won”

II. Read Dr. Smith’s rules and then look at the remarks in list A. These remarks are not good for negotiating. Instead, use phrase from list B.

A

a) You see? I knew I'd win!

b) I know what you want to discuss, so let's start.

c) I can reduce the price. Does that help?

d) Delivery? That's no problem; no extra charge.

e) It's against your policy to give discounts? OK.

f) What a ridiculous idea! Don't be stupid.

g) Another half per cent? Yes, that's a very generous offer you're making.

h) This is my final offer. If you refuse, I'll cancel everything.

В

1) If you increase the order, then we may be able to reduce the price.

2) Very well, but if you can't give discounts, I'm sure you can extend . . .

3) If you can't accept this, I may have to reconsider my position.

4) I think we can agree on these terms.

5) I'm afraid that will not be possible.

6) May we go through the points to be discussed before we begin?

7) Half a per cent is a very small amount.

8) Delivery? Well it may be possible but only if ...

III. Below are the stages of a negotiation and some expressions which you may find useful at each stage.

Conversation

I'msure/confident we can reach agreement. (optimistic)

I'm sure there's room for negotiation.

We have a lot to discuss.

Let's see how we get on. (cautious)

Presenting your position

This is our position.

This is how we see it.

We think the following is reasonable/appropriate.

Our approach is this.

3. Questioning the other's position

How do you explain your attitude?

How do you justify.. . ? account for . . . ? arrive at... ?

Why do you want . .. ?

Why such a high charge?

Why such a long delivery period?

Why such a low discount?

Refusing to accept

I'm sorry, I can't accept 2%.

You'll have to do better than that, I'm afraid.

I'm afraid it's not enough.

Other firms offer more than 2°/o.

Refusing to move

I'm afraid I can't agree to that.

increase the rate.

lower the price.

shorten delivery.

We've done our best for you.

We have to maintain a policy.

I have my instructions.

Suggesting a compromise

May I make a suggestion?

If you . . . then we may be able to ...

We may be able to ... but only if you . . .

Unless you ... there is no question of our being able to . . .