1. DAY 6 Negotiating a deal

2. Conversation : Good day (T = Tony, M = May, A = Anita) (Part 1) M: Anita, thanks for coming. Perhaps we should start by telling you what we are looking for, and then you can tell us what you think, ok? A: Fine. T: Yes, what we are looking for mainly is an agent in Britain to represent us. Someone to help us with marketing... M: Yeah, and dealing with any queries from customers...

3. T: Taking customer orders, dealing with any problems... M: Once they get on the plane, we look after them... T: Yes. Really, someone to deal with everything here in Britain. A: I see, OK. (Part 2) A: Fine, I see no problem with that. We represent other companies in exactly the same way.

4. T: Well, perhaps now we should discuss payment? Commission, how do you normally work? A: Well, normally, we work on a commission of around 14 percent for each holiday booked. M: Oh, I think our boss usually pays around 8%. Is that right Tony? T: I think so, but in this case it's a bit different A: You are talking about quite a lot of marketing, dealing with customers and so on.

5. M: Yeah, I can see that. But, we'd have to discuss it with head office first. T: Yes, we could phone them this afternoon, to discuss it with our boss? A: Fine, and perhaps we can meet again to discuss it tomorrow? M: Fine. Good idea.

6. Conversation : Bad day (T = Tony, M = May, W = Wayne) (Part 1) T: Well, thank you for coming, Wayne. As you know, we're looking for an agent in Britain to help us to sell our holidays. Perhaps we should start by telling you what we need in Britain, then you can tell us what you think. Is that OK? W: Yeah, fine. Yeah. M: Well, Mr. Harvey. We're looking for an agent here who could help us with marketing.

7. T: We need a company which has experience of working in other countries. M: Do you have partners in other countries? W: Well, not exactly. We're quite new, you see, so we are just starting to make contacts. T: Where do you work mainly? W: Well, we send tourists mainly to France and sometimes Spain.

8. M: And do you have partner companies there? W: Well, not yet, we're quite new you see. (Part 2) T: Well, perhaps we should talk about payment. If you worked with us, how much commission would you expect? W: Well, we're thinking about 25 percent, something like that. M: Mmm, we usually pay around 8 percent, I think. Isn't that right Tony? W: Yeah, but…

9. T: Er, excuse me, Wayne... your tie is in my coffee... W: Oh, sorry mate, yeah. Well, perhaps we could talk about 20 percent. M: Mr. Harvey, we will need to talk to head office about that, I'm afraid. We can't make that decision ourselves. T: Yes, I think our boss will need to think about it. M: Perhaps we can phone her this afternoon and we'll contact you again. T: Thank you for coming Mr. Harvey. W: Sure, OK. Cheers.

10. Analysis : What should do ? Well preparing : Well preparing : 1.Gets much information as possible about the situation. 1.Gets much information as possible about the situation. 2.Work out your initial bargaining position. 2.Work out your initial bargaining position. 3.Try to estimate the needs and objectives of the other side. 3.Try to estimate the needs and objectives of the other side. 4.Prepare a fallback position. 4.Prepare a fallback position. Define the basic rule Define the basic rule Appreciating the differ of the culture Appreciating the differ of the culture

11. Try to create a relaxed atmosphere Try to create a relaxed atmosphere Have a clear agenda and a timetable Have a clear agenda and a timetable Give a background to the negotiation Give a background to the negotiation

12. Unprepared Unprepared Impolite behaviors Impolite behaviors Breaking the basic rules Breaking the basic rules Don’t understand the culture of the other side. Don’t understand the culture of the other side. Creating a over-strung atmosphere Creating a over-strung atmosphere What shouldn’t do?

13. Have no agenda and timetable or not clear Have no agenda and timetable or not clear Don’t give a background to each other Don’t give a background to each other

14. Useful Vocabularies & Glossaries commission commission money paid to someone who sells something for you. money paid to someone who sells something for you. to 'close' a deal to 'close' a deal to complete a business agreement to complete a business agreement to 'deal with' to 'deal with' to take control of something and fix it to take control of something and fix it to 'promote' to 'promote' to advertise something so that people know about it to advertise something so that people know about it

15. queries queries questions or problems questions or problems To promote the company This also means to tell lots of people something about a company To promote the company This also means to tell lots of people something about a company