1 b, g 2 a, e 3 d, f 4 c, h

<ul><li>Play it cool, i.e. pretend you're not interested, e.g. when buying a property or bargaining in a market.</li><li>﻿﻿Use a personal approach - think of the other party as a partner, not as an adversary.</li><li>﻿﻿Call their bluff, pretending that you have a better offer elsewhere, although this can be very risky.</li><li>﻿﻿Use your power, or threaten.</li><li>﻿﻿Don't get personal or angry - stay objective.</li><li>﻿﻿Negotiate as a team.</li></ul>

Student B

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Negotiation 1Buyer (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. (V)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 2Buyer (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?

Student A

Student BNegotiate these situations with your partner. Make some preparatory notes about tactics before you start.1. You want to go on holiday to Vietnam, but your friend/partner wants to go to Canada.Canada is going to cost €200 more per person and you have always wanted to go to Vietnam.2. Your client, a three-star hotel chain, wants to get better terms from you - you are their regular supplier of bathroom towels and accessories. They'd like you to deliver the same-quality product sooner, at the same price. This is going to be difficult and you already think the payment terms are unfair - you get paid after 90 days, or later.3. You are going to work abroad and you want to sell your flat quickly. It only has two bedrooms and the kitchen needs a lot of work doing to it, but it is in a great area. Your initial asking price is €350,000. You are prepared to accept €25,000 less, but no more: you need to pay for your new property abroad (€300,000), as well as removal costs (€50,000 plus).4. You work as a buyer for a chain of low-cost supermarkets. One of your suppliers is a toiletries company. Their products are very low priced and suit your customers. Their shampoo sells very well. Your supplier keeps insisting you buy their suntan lotions, which are cheap but of an inferior quality. You are prepared to try some of these in the holiday season on a sale-or-return basis.

Student ANegotiate these situations with your partner. Make some preparatory notes about tactics before you start.1. You want to go on holiday to Canada, but your friend/partner wants to go to Vietnam.Canada is going to cost €200 more per person, but you have relatives in Canada.2. You are a buyer for a three-star hotel chain and you want to get better terms from your regular supplier of bathroom towels and accessories. You'd like them to deliver the same-quality product sooner, at the same price. But you're willing to renegotiate their payment terms and pay them 30 days sooner.3. You are a first-time buyer and you have seen a flat which has the ideal number of bedrooms (two) and is in your preferred area of town. But the owner is asking for €50,000 more than you bargained for, and the kitchen needs a lot of work doing to it.Your moving costs will be minimal, as you have a cousin who owns an international removals company.4. You work in sales for a toiletries company. Your products are low priced, although some are a little out of date. Your best-selling product, a shampoo, does quite well, but you want your customer to buy your suntan lotion range. He/She is a buyer for a low-cost supermarket chain. Persuade him/her to buy as many new products as possible for the holiday season - you mostly get paid on commission.

2 and then3 Let's4 I'm afraid this5 In addition6 However7 But of course8 Looking forward

1 l'll see what I can do.2 I suppose I could look into it.3 I think that should be doable.4 I'll wait to hear from you then.5 I'd have to check with my supervisor first.6 She'd have to confirm the payment terms, you see.7 I was wondering if you could deliver a bit sooner.8 Maybe we could talk a little about payment terms at this point?

U8 Negotiating

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