Unit9BusinessNegotiation

Listening1

M---MarkusL---Louis

（MarkusOpenstheNegotiations）

M:Thanksagainforagreeingtomeettoday.Ireallyappreciateyoutakingthetimeduringyourlunch.

L:Okay,well,let'sgetstarted.I'dliketoresolvethisassoonaspossible,sowecangetbacktowork.

M:Great.Well,ifthere'sanythingyou'dliketosayfirst,pleasegoahead.

L:Oh,no,Iinsistyougofirst.Afterall,you'retheonewhoaskedtomeetwithme.

M:Verywell,then.Firstofall,IwantyoutoknowthatIamfullyawareofthechallengesyouhavefacedinrunningthiscompanyinthelastfewyears.Iunderstandthatthepoorweatherlastyearendedupcostingyouandallofthelocallandscapecompaniesalotofmoney.However,IthinkyourealizethatIamunsatisfiedwithmycurrentsalary.I'vebeenwithLandscapeLaborersfor5yearsnowandtherehavebeenmanyotheryearsthatwereprofitable.Nomatterhowmuchyourbusinesshasgrown,I'mmakinglessthanadollarmorethanIwasthedayIstarted.

L:You'reluckytohaveajobinthesetimes.

M:Yes,andI'mverythankfulthatyouhaveemployedmeallthistime,especiallyduringtheslowseasonswhenthecompanyisstrugglingtomakeaprofit.Itmeansalottometohavethatstability,whichiswhyIhaveremainedloyaltoyourcompany.

L:Youhaven'thadmuchchoicebuttoremainloyal,Markus.Therearenojobsoutthere.

M:Well,ifyoudon'tmind,I'dliketofinishwhatIhavetosayandthenyoucanletmeknowwhatyourpositionis.

L:sure.

M:Asamatteroffact,thereareafewcompanieshiringrightnowinourarea.ThesearenotallnecessarilycompaniesthatIwouldbeinterestedinworkingwith.Forexample,youandIbothknowthatIwouldneverwanttoworkforacompanysuchasPowellDesigns.I'dmuchprefertobeassociatedwithacompanylikeLandscapeLaborersbecausewedoagoodjob.Havingsaidthat,Itookthelibertyofcallingafewotherlocalcompaniestofindoutwhattypeofsalarypackagestheyoffertotheirforemen.

L:Foremen?Idon'thaveaforeman.Ineverhave.It'snotmystyle.Don'tforget,you'reacontractlaborerjustliketherestofthestaff.

M:Yes,Ithankyouforbringingthatup.Besides,deservingahighersalary,onethatiscompetitivewithlocalcompanies,IalsothinkthatIdeserveanewtitle.YouandIbothknowthatotherstafflookstomeasthoughIamaforeman,eventhoughIdon'thavethetitle.

L:Youdon'thavethetitle,butyoualsodon'thavetheresponsibility.It'salotofworkbeingaforeman.

M:Exactly.Andyoucan'tsaythatyouhaven'tnoticedmecominginearlierthantheothersandleavinglater.Ialsodesignatejobstoallothermemberseachmorningandcallsupplierswhenneedsarise.Thesearedutiesofaforeman,amIright?

L:Isupposeso.Butaforemanalsohelpssolveconflictsthatarisewithinateam,anddealswithcustomercomplaints.Youalwayspassthosethingstome.

M:Iagreewithyouonthat.However,Iwouldbewillingtotakeontheseextraresponsibilities,shouldyouoffermeaforemanpositionatarateof$25.00perhour.

L:Well,Iwillhaveadiscussionwiththeboardandletyouknowtheresult.

M:OK,thanks.

Listening2

L---MissLinC---Mr.Cai

L:IhopethistimewecansettlethepriceforourChinaware,andconcludethebusinesssoon.

C:Ithinkso,MissLin.WecameheretotalktoyouaboutourrequirementsofHXSeriesChinaware.Canyoushowusyourprice-listandcatalogues?

L:We’vespeciallymadeoutaprice-listwhichcoversthoseitemsmostpopularonyourmarket.Hereyouare.

C:Aftergoingoveryourprice-listandcatalogues,weareinterestedinArticlesNo.HX1115andHX1128,butwefoundthatyourpricesaretoomuchhigherthanthoseofferedbyothersuppliers.Itwouldbeimpossibleforustopushanysalesatsuchhighprices.

L:I’msorrytohearthat.YoumustknowthatthecostofproductionhasrisenagreatdealinrecentyearswhileourpricesofChinawarebasicallyremainunchanged.Tobefrank,ourcommoditieshavealwayscomeuptoourexportstandardandthepackagesareexcellentlydesignedandprinted.Soourproductsaremoderatelypriced.

C:I’mafraidIcan’tagreewithyouinthisrespect.Iknowthatyourproductsareattractiveindesign,butIwishtopointoutthatyouroffersarehigherthansomeofthequotationsI’vereceivedfromyourcompetitors.So,yourpriceisnotcompetitiveinthismarket.

L:Asyoumayknow,ourproductswhichareofhighqualityhavefoundagoodmarketinmanycountries.Soyoumusttakequalityintoconsideration,too.

C:Iagreewithwhatyouhavesaid,butthepricedifferenceshouldnotbesobig.Ifyouwanttogettheorder,you’llhavetolowertheprice.

L:Well,inordertohelpyoudevelopbusinessinthisline,wemayconsidermakingsomeconcessionsinprice,butnevertothatextent.

C:Ifyouarepreparedtocutdownyourpriceby8%,wemightcometoterms.

L:8%?I’mafraidyouareaskingtoomuch.Actually,wehavenevergivensuchalowerprice.Forfriendship’ssake,wemayexceptionallyconsiderreducingthepriceby5%.Thisisthehighestreductionwecanafford.

C:Youcertainlyhaveawayoftalkingmeintoit.ButIwonderifweplacealargerorder,couldyoufartherreduceyourprice?IwanttoorderonecontainerofHX1115and438setsofHX1128.

L:Icanassureyouthatourpriceismostfavorable.Wearesorrytosaythatwecannotbringourpricedowntoaevenlowerlevel.

C:Ok,Iaccept.Nowlet’stalkaboutthetermsofpayment.WouldyouacceptD/P?Ihopeitwillbeacceptabletoyou.

L:ThetermsofpaymentweusuallyadoptaresightL/C.

C:ButIthinkitwouldbebeneficialtobothofustoadoptmoreflexiblepaymenttermssuchasD/Pterm.

L:PaymentbyL/Cisourusualpracticeofdoingbusinesswithallcustomersforsuchcommodities.I’msorrywecan’tacceptD/Pterms.

C:Asforregularordersinfuture,couldn’tyouagreetoD/P?

L:Ithinkso.Afterseveralsmoothtransactions,wecantryD/Pterms.

KeystotheTasks

Discussion:

1.Businessnegotiationisagive-and-taketradingprocessinwhichthetradingpartiesdiscusstheconditionsofatransactionandreachanagreement.

Businessnegotiationisabasicmeansofgettingwhatyouwantfromothers,inwhichanagreementisreachedwhenyouandtheothersidehavesomeintereststhataresharedandotherthatareopposed.

Businessnegotiationistheprocessofbargainingoverasetofissuesforthepurposeofreachinganagreement.

2.compromise,bargaining,threat,emotionandlogicalreasoning

Task1

1.liketoresolve2.fullyawareof3.endedupcosting

4.verythankfulthat5.theslowseasons6.beassociatedwith

7.tookthelibertyof8.bringingthatup9.whenneedsarise

10.totakeon

Task2

1.F2F.3.T4.T5.F.

Task5

settletheprice2.speciallymadeout

3.agreatdeal4.comeupto

5.takequalityintoconsideration6.tothatextent

7.thehighestreduction8.talkingmeinto

9.termsofpayment10.Ithinkso

Task6

WeareinterestedinArtNo.HX1115andHX1128

No,hethinksitistoohigh.

Theylikeitsdesign

Cutdownyourpriceby8%

Yes,5percentdiscount.

Task9

1.B2.A3.C4.B5.B

Task10

Theothersidethrowsoutafigurethatismuchhigherandtheentirediscussionrevolvesaroundthat,andyouloseyourinitiative.

Youshoulddismisstheirofferwithaspeedycounter-offeroraskthemtojustifytheirfigure

Therearealwaysopportunitiesforbothtobenefit

Ifyougiveawaysomething,youcanexpectsomethinginreturn.Workoutinadvancewhatyouarepreparedtogiveawayandlabelitsothatpeopleknowthatyouhavemadeaconcession

No,sometimesthemostsuccessfuloutcomeistowalkaway

Task11

1.Startupentrepreneurs2.negotiationtechniques.

3.howmuch4.armyourselfwith

5.breakpoint6.extreme

7.price8.benefit

9.flexible10.vitalattributes

Task12

Hetranslatedthepassageliterally.

Hewillsecurethattherewillbenodifficulty.

Hisoriginalideawasgood,buthisexecutionoftheschemewasdisastrous.

Thestrongermandominatestheweaker

Imadethefatalmistakeoflettinghertalk

Task13

1C2A3B4A5C

Task14

1.Consensus2.more3.remarkablylittleinterest

4.theshort-term5.veryJapanese

Task16

are2.hasbeen3.havebeenarguing4.aregrazing5.lies

6.is7.is8.makes9.is10.were

Task17

1.B2.C3.B4.A5.B

6.A7.B8.A9.B10.A

Task18

DearProf.Smith,

Manythanksforyourkindhospitalityandthehonoryoushowedmeduringourdelegation’srecentvisittoyouruniversity.Itwasniceofyoutointroducemetosomanyofyourfamousprofessorsandcelebratedscholarsatyouruniversity.Wehadasafeandsoundtriphome.Nowwehaveresumedourwork.

Meanwhile,Ihopeyouwillsomedaypayashortvisittoouruniversityandgiveussomelect