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is quite high. What can you offer us if we purchase 100 units? A Our prices may seem steep, but it’s due to the fact that our products are made with the highest quality materials. With that quantity, we’re willing to offer you a 5% discount. B Just 5 percent? That isn’t very much… Read the dialogue with your teacher. Student: A / Teacher: B
4.
4 Change the words in [brackets] and read each sentence. Practice 1 Can you tell me more about [what price reductions you can give us]? 2 Your [base] price is quite [steep]. What can you offer us if we purchase [1000] units? 3 Just [2 percent off]? That isn’t very much. Pronounce the phrases. Useful Phrases 1 Can you tell me more about~ ? 2 Your
~ price is quite ~. What can you offer us if we purchase ~ units? 3 Just ~ ? That isn’t very much. Exercise 2: Phrase Practice
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5 Exercise 3: Discussion Ask and answer questions about today’s topic. • In your current or past jobs, have you had to negotiate any deals? What happened? • What are some good ways to begin the negotiation process?
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6 Today’s Topics 1. Opening the Negotiation 2. Making a Deal
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7 Exercise 4: Dialogue Practice Dialogue: Meeting between a Buyer and a Sales Representative (Part 2) Read the dialogue with your teacher. Student: A / Teacher: B A I understand your concern. However, we usually offer higher discounts with a purchase of at least 500 units. B I see. However, since this is our first time working with your company, we aren’t sure how your products will do with our customers. A As you are a new client, perhaps we can offer you a ten percent discount on an order of 400 units. B Is it possible
to get a ten percent discount on an order of 300 units? I’m willing to make the deal right now. A Please let me check with my supervisor and I’ll get right back to you. B Thank you.
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8 Change the words in [brackets] and read each sentence. Practice 1 I understand your concern. However, [we only give 5% reductions]. 2 Since this is our first time working with your company [we don’t know if these products will be successful]. 3 Is it possible to get [20% off my next purchase]? Pronounce the phrases. Useful Phrases 1 I
understand your concern. However, ~ 2 Since this is our first time working with your company ~ . 3 Is it possible to get ~ ? Exercise 5: Phrase Practice
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9 Exercise 6: Discussion Ask and answer questions about today’s topic. • What would you do in the position of the sales representative in this story? Would you accept the offer? • Is it typical in your culture for business people to negotiate strongly/aggressively?
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10 End of Lesson We Hope You Enjoyed It! © 2016 SkimaTalk, Inc.
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