Vocabulary Market Leader Advanced – Unit 8: Consultants – HocHay

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A. Match these negotiating techniques (1-4) with what the negotiators actually say (a-h). What other negotiating techniques do you know?

1. Explaining the value of a concession

2. Testing the situation

3. Responding to an unacceptable concession

4. Checking with a higher authority

a) What if I take 4,000 units? How much would that cost me? 

b) Yes, and your sales also increased because of that, right? c) Let me run this by my boss and I’ll get back to you, OK?

d) I see … (silence)

e) What would you say if we were to extend the deadline by a fortnight or so?

f) I’d like to do business with you, but I’m afraid we’re simply too far apart. 

g) We’ll pay for the delivery. In real terms, that’s a saving of about €500.

h) Here she is! Well, if you don’t mind, our Purchasing Manager will take over from here.

 

Đáp án:

1. b, g

2. a, e

3. d, f

4. c, h

 

B. Complete a sales manager’s notes below on making concessions with the words and phrases in the box. What do you think of the advice? 

understands its full value         ‘take-it-or-leave-it’         big concession          walk away         some sort of compensation           willing to make concessions          get a concession            ill-will            one by one

 

Sales negotiations: making concessions

1. Don’t give the first ………….

2. Don’t assume you have to match your customers’ concessions …………..

3. Don’t give a concession away without …………..

4. Never give away a concession unless the customer …………..

5. The best time to …………. is when you’re offering one.

6. Whatever you do, don’t advertise you’re …………..

7. The …………. offer is unacceptable – it only creates …………..

8. If the customer isn’t planning to buy, you need to …………..

 

Đáp án:

1. big concession

2. one by one

3. some sort of compensation

4. understands its full value

5. get a concession

6. willing to make concessions

7. ‘take-it-or-leave-it’; ill-will

8. walk away

 

C. Listen to two negotiations and answer these questions.

1. How effective were the negotiators?

2. Which techniques did they use?

3. How would you describe their relationships?

 

Đáp án:

Suggested answers

Negotiation 1

1. They are effective negotiators because both parties are prepared to make concessions: Mr Khilawala agrees to deliver one week sooner and his client will probably pay him sooner (30-day credit terms), so it’s a win-win situation.

2. Mr Khilawala, the supplier/seller, practises the silent technique. The buyer/customer (Irene) is the first to talk and does most of the talking. Irene also refers to a higher authority, John Himona, although it’s not clear whether he’s actually a real person, or she is calling his bluff- pretending to check with someone else first, probably to play for time.

3. They seem to know each other, although their relationship seems as little strained, as Mr Khilawala uses the silent technique.

Negotiation 2

1. Claude is ‘effective’ in that he negotiates a good price for the 30ml bottle. Kevin is also effective in that he agrees to take on a new product, but drops one that isn’t selling well and negotiates a smaller size for the baby talc. They are both prepared to make concessions, but it isn’t a win-win situation: Kevin is left feeling cheated, and we don’t know if he will honour the oral agreement.

2. Claude, the supplier/seller, uses sales techniques, such as offering a special price because of their special relationship, which is a common salesploy: Our usual price is €10 per 50ml. But for you, we’re offering it at €9.50! Claude also states the benefits for his client: And economical, too. /That’s a 5% saving, Kevin. However, in the end Claude outwits Kevin and calls his bluff by pretending they’re negotiating for a 50ml bottle of perfume/body spray and not for the 30ml bottle.

3. The buyer and the seller have a friendly relationship and adopt a personal approach. They seem to treat the other party as a partner, calling each other by first names and using humour, but there is also an element of oneupmanship. (Explain this word if necessary.)

 

D. Which of these expressions did you hear the supplier (S) and the buyer (B) use in Exercise C? Which expressions sound more tentative or polite (T)?

Negotiation 1

I was wondering if you could deliver a bit sooner.

Maybe we could talk a little about terms of payment at this point?

We could deliver sooner, provided you paid in cash.

I suppose I could look into it.

I’d have to check with my supervisor first. 

He’d have to confirm the payment terms, you see.

What if we delivered one week earlier and you gave us …?

I think that should be do-able.

Leave it with me. I’ll see what I can do. 

I’ll wait to hear from you, then.

Negotiation 2

Actually, it seems a couple of the products aren’t doing that well.

It might do better if it wasn’t in a 500g container.

So, we were wondering whether you’d be able to …

Our usual price is… But for you, we’re offering it at… 

That’s a 5% saving.

What would you say to a 10% discount? 

So, do we agree on €9 per bottle, then? 

It’s always good doing business with you. 

You’ll put it all in writing, won’t you? 

Consider it a deal. 

 

Đáp án:

Negotiation 1

Buyer (Irene)

I was wondering if you could deliver a bit sooner? (T)

Maybe we could talk a little about terms of payment at this point. (T)

I suppose I could look into it.

I’d have to check with my supervisor first.

He’d have to confirm the payment terms, you see.

I think that should be do-able. (T)

Leave it with me. I’ll see what I can do.

Seller (Mr Khilawala)

We could deliver sooner, provided you paid in cash. (T)

What if we delivered one week earlier and you gave us…? (T)

I’ll wait to hear from you, then.

Negotiation 2

Buyer (Kevin)

Actually, it seems a couple of the products aren’t doing that well. (T)

It might do better if it wasn’t in a 500g container. (T)

So, we were wondering whether you’d be able to … (T)

What would you say to a 10% discount? (T)

So, do we agree on €9 per bottle, then?

Consider it a deal.

Seller (Claude)

Our usual price is … But for you, we’re offering it at …

That’s a 5% saving.

It’s always good doing business with you.

You’ll put it all in writing, won’t you?

Reading and Language Market Leader Advanced – Unit 8: Consultants – HocHay