unit 10 Negotiating Prices

3.4
Mr. Scott, a food importer from U.S., is negotiating with Mr. Wang, an exporter of farm produse importer, Mr. Jiang, is negotiating about prices with an American refrigerator manufacturer, Thomas.
3.3
A Listen to the dialogue and choose the right answers to the following questions. B Now listen to the dialogue again and answer the following questions.
A This negotiation plan consists of six elements as follows, but they are not in the same order as what you’ll hear in the record. Listen and rearrange them.
Unit 10
Negotiating Prices
In this unit we will talk about

preparing for the negotiation Face to face bargaining negotiating tactics
1. 2. 3.
4.
Starting-up Preparing for the negotiation Face to face bargaining Negotiating tactics
B Now listen to the negotiation plan again and decide whether the following statements are true or false by putting a tick (√) in the correct box.
C Role play: You work for a publishing company which buys some color printing machines from a foreign exporter. Your company prepares for a negotiation with the exporter for the price. Discuss within your group and make a negotiation plan according to the information in the following table and the language focus.
1
Starting-up
We all have the experience of bargaining and negotiating when we buy things. Sometimes we cut a good deal. Sometimes we get ripped off. Talk with your classmates about your experience.
3.2
Mr. Johnson, a businessman from England, is negotiating about prices with Mr. Wu, a Chinese manufacturer of roller skates(四轮旱 冰鞋).
3.2
A Listen to the first part of the negotiation and choose the right answers to the following questions. B Listen to the second part of the negotiation. Complete the chart of negotiation between Mr. Johnson and Mr. Wu with sentences from a) to f) on the right.
2 Preparing for the negotiation
2.1Basic terms
Listen to the following short passage and fill in the blanks with the exact words you hear.
2.2 Negotiation
You are going to hear a simple plan drawn up by the representative of a company who is about to enter into a negotiation with the office landlord. The building owner is proposing a 20% rental increase on all office units, which the company is not prepared to pay.
3 Face to face bargaining
3.1
A Listen to the following dialogues and fill in the blanks with the exact words you hear.
3.1
B Discuss the following question with your partner according to the above dialogues. What kind of information should be mentioned when bargaining?