market_leader_3e_-_intermediate_-_course_book (852196), страница 27
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. . . . . ...... " (investigate) with a view tocreating new outlets. The Head of Human Resources12reported that the new redundancy scheme . . . . . . . . . . . .(implement) and that so far, 50 long-serving employees. . . . . . . . . . . . " (consider) for voluntary redundancy..UNIT 12ji!i!t�___g••COMPETITION�)>> CD2.39 An Italian bicycle manufacturer wants to enter the S wedish market,using an agent. The manufacturer and the agent disagree about some termsof their proposed contract.
listen to the discussion between them andanswer the questions.Negotiatin12IlWhich of these points did the two sides agree on during the negotiation?a) the type of relationship they wantc) payment of commissionb) who sets pricesd) who pays for promotionWhy does the agent want the contract to be longer than two years?Match the direct phrases (1-5) to the more diplomatic versions (a-e).1We must talk about price first.a) Your price seems rather high.2 There's no way we can give you any credit. b) Unfortunately, I can't lower my price.II3I want a discount.c) Could you possibly give me a discount?4I won't lower my price.d) I'm afraid we can't give you any credit.5Your price is far too high.e) I think we should talk about price first.�)>> CD2.40 listen to and complete the extracts from the negotiation in ExerciseA.
Then decide whether the speakers are being diplomatic (D) or notdiplomatic (N D).1A non-exclusivecontract2 No, that's . . . . . . . . . . . .. . . . for us.3We know the market conditions . . . . . . . . . . . . . . . . . . . . . . than you.4I . . . . . . . .
. . . . a rate of 15% on all the revenue you obtain.5Fifteen per cent is too low. We . . . .6We .7How much8We'll . . . . . . . . . . . . . . . . . . . . . . the commission later.10. . . . . . . . . . . . . . . . . . . . . . 20%.with this.. . . . ....
?. . . . , with a new distributor, we prefer a shorter period.9III. . . . . . . . . . . . . . . . . . . . . . . . . for us, too.. . . . . . at least three years.It .Role-play the negotiation between a store owner and the man ufacturer ofSheen, a hair shampoo for women. Be diplomatic.Store owner••••You want to order 50 bottles ofSheen at the quoted price.You want a 10% discount.You want 60 days' credit.You want delivery in two weeks.Shampoo manufacturer••••You get a bonus if the order is over100 bottles.You don't give a discount for ordersof less than 100 bottles.You want payment on delivery.You can deliver in three weeks.U S EFUL LANGUAGEI'm sorry, we can't agree to that.USING SPECULATIVE LANGUAGEIt would probably arrive late.USING A PAST FORM TO EXPRESSDISAPPOINTMENTI'm afraid your price is rather high.It could be a problem.We were hoping for ..
.Unfortunately, we can't deliverany earlier.It may be difficult to deliver.We were expecting ...We might not be able to do that.We were looking for ...DI PLOMATICALLY GIVING BAD NEWSTo be honest, we'd need credit terms.We had in mind ...117A jewelleryretailer wants to expand its range of suppliers.It is keen to negotiate new contracts with exciting producerswho will give it excellent value and reliable service.BackgroundFashion House Inc., based in Miami, Florida,owns a chain of stores selling high-classjewellery products. Its best-selling lines are topof-the-range necklaces, bracelets and earrings,made by overseas manufacturers who haveoutstanding design capability. Its profit marginon most of these products is at least80 per cent.Today is 1 October.
The buying department ofFashion House wishes to purchase 5,000necklaces and bracelets and 3,000earrings. Delivery of the items, ifpossible, should be by 15 November,in time for the Christmas buying season.The company is confident of selling 3,000necklaces and bracelets and 2,000 earringsand the remaining items should sell if prices arecompetitive and the demand is high. FashionHouse has a temporary cashflow problem, so itwishes to pay for the goods as late as possible.Members of the buying department are nowvisiting companies in India, Peru and Chile.They are looking for a reliable supplier withwhom they can build a long-term relationship.They have contacted three companies who haveshown interest in doing business with them.QuantityProduct featuresUnit cost (USS)DeliveryPaymentDiscountReturned goodsGuaranteeh item in stoc k.Necklaces/bracelets: 2,000 of eacelets should be avaIlable bybracandesklacnec03,00alitionAdd1 5 NovemberNovember,E'lrrings'' 3 000 available by 30r.selected as 'Designer of the YeaanIndingyouabyssign�dlalI lgll0<"' Ie , amber crystall abl e..
lace. Stones ava'\by well.known fashion magazi �r.and marcasite. All chains are Silve.60$80-$ 100; earnngs $40Necklaces $ 1 00-$ 120; braceletsNo informationgoo d5 a replaced; remainder payable W11en50% deposit when ordershippedNo informationucts areAll quantities of the prodlarge ordersin slock, but severalmust takefOf important custo merspriority.'made jewel lery with semIHandesfeaturctProduy ofprecio us stones in a varietreflecting localcolou rs and designs,culture.etsNecklaces $20-$40; bracel(USS)Unit cost$25-$50 .$20-$30; earringsnmatioNo inforDeliverysoo � ��Pay the full amount asPaymentno mltlaithe goods are shipped;payment required.No informationDiscountinformationReturned goods NoNo informationGuaranteeQuant ity1Read the information about each supplier.
Someinformation is missing. Which supplier looks themost attractive at this stage? What problems,if any, could there be with each supplier?2 Work in groups of three buyers and three•Necklaces and earrings: all quantitiesare in stock and will be availableby15 November. Bracelets:only 1 ,000available by 1 5 November as ordersfrOI11 important customers mustbeserviced firs t.Product features Beautiful, elegant jewellery madefrom precious stonesVibrant colours, high standardofcraftsmanshipUnit cost (USS) Necklaces S60$70; bracelets $40$60; earrings $60-$90DeliveryNo informationPayment40% deposit when orderplaced;remainder to be paid after 30 daysOn receipt of the company's invoiceDiscountNo informationReturned goods No informationGuaranteeNo information3Each buyer meets one of the suppliers.
find outthe missing information concerning delivery,discount, returned goods and guarantees.Negotiate to get the best terms for your company.4 Buyers: meet and discuss how the negotiationsuppliers.went. Decide which supplier to use.Buyers 1-3: Turn to page 139.Suppliers: meet and discuss how the negotiationwent. What are you happy and unhappy about?What would you do d ifferently next time?Supplier 1: Turn to page 143.Supplier 2: Turn to page 145.Supplier 3: Turn to page 1 45 .5 Buyers: announce your decision and,diplomatically, explain why you rejected thesuppliers who were not chosen .Suppliers: say how you would negotiatedifferently next time.WritingWrite an e·mail to the person you were negotiating with confirming the detailsof your negotiation and any outstanding points to be agreed.=:)Writing file page 127Watch the Case studycommentary on the �DVD·ROM.V1194 Communication stylesIn groups, answer the questions.1How close do you like to be when speaking with a business colleague?2 How much eye contact are you comfortable with?3 Are you comfortable with long periods of silence?4How do you feel about interruptions?o ">D (02.41 listen to a short talk at the beginning of a workshop on communicationstyles and cultural awareness.
Complete the table with the appropriate cultures.CommunicationCulturecomfortablesilenceEart Ariao, Arabuncomfortableinterruptionsseen as rudeseen as acceptableone metrehalf a metretwelve centimetres�-{ �[:::::::::Jr:::eye con tactL���....... ........ ............ ...... . .... . .
.". ..6mostm id d leleastE�. ........ . ...... . ............Do you agree with the information presented?eLook at the audio script on page 165 and list the sentence(s) which:1use rhetorical questions to get the audience's attention2 give the topic of the talk3describe the speaker's expertise4 outline what the audience will gain from the talke5emphasise that something is important6outline the structure of the talk7ask the audience a question.In groups, discuss some of the things that would be seen as rude in yourculture and also any things that you know would be rude i n other cultures..•CULTURAL AWARENESS ..
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