Free Meetings in English by Lisa Foerster, Annette Joyce Page B

up for on a regular basis.
    A: Sure, but I would really need to hear a basic price from you first: I need to see if we are thinking along the same lines.
    B: Okay, as you may remember from our written proposal we were thinking about 350 dollars per shipping unit.
    A: 350 dollars! Are you kidding? I could get each pineapple wrapped in gold foil from the Ivory Coast at that price! And they would arrive in Europe much earlier, too!
    B: But you know how the market is at the moment. Supply is at a premium. We have reserved 300 units for you because you are one of our long-standing customers. Otherwise we could have sold them already, and for a much higher price than that.
    A: Okay, well, I will have to contact head office about that.
    B: Certainly, there's no hurry, but don't forget our quality and reliability when it comes to delivery. Our fruit has always been good value for money.
    A: I know, Will, I know. But what if the fruit goes bad during transit or if a container gets damaged? We would require insurance covering such events.
    B: Of course we would grant you compensation, no question about that. The sum of the actual damage would have to be determined by an independent expert, however, at your expense.
    A: If you don't mind, we'd better discuss this point next time. We can't move on this right now. And I feel quite tired after the long flight. I guess we should call it a day.
    B: You're right. I want to see you in good shape tomorrow for the tour of the plantation.
    A: So, before we meet next time, I'll find out about order quantities and you look into the point about shipping.
    B: Right, and the insurance matter and the other outstanding issues as well.
    A: Fine, so that's it then. Where are we going for dinner, Will?
    Right contact and enough time
    On an international level, it is important to invite or to send the right person to a negotiation. In Japan, a young manager might not be accepted, even if he or she has decision-making powers. Also bear in mind that other cultures need more time for decision-making and attach more importance to establishing a good relationship first. Some will also only do business with a person they trust.
    Useful phrases
Establishing common ground and reformulating
You know, the plot of land is worth a million right now.
The track record of your module is really impressive.
Let me check if I understood you correctly. You said you were looking for a long-term supplier?
Exploring positions
Could I ask you how much you had in mind?
When exactly do you need the material?
Can you tell us what your standard terms are?
Making suggestions
If you place an order for more than 5,000 units by the end of the month, we will ship them free of charge.
We may agree to your terms, provided that you'll give us more leeway with regard to delivery times.
It depends on how much you would be prepared to pay for our service.
I'm afraid we can't accept that unless you offer us a three-year warranty.
How about 50 pieces?
Well, actually, 55 would be better.
Why don't we try a more middle-of-the-road approach?
Alternatively, we could offer you a discount.
Let's think about preferred supplier status first.
What if we offered you five per cent?
That might/may/would/could/can be an option!
    Modal verbs are indispensable in negotiations. You can use them to vary the degree of certainty of your statements, i.e. you make what you say more or less probable.
We can guarantee you delivery in five days. [Fact]
We could deliver next week. [Real possibility]
We would guarantee delivery ex works. [Possible, but under certain conditions]
We may guarantee delivery to Bremen. [Maybe]
We might deliver to the Arab Emirates. [Faint possibility]
Softening disagreement
I'm afraid we really can't agree to five per cent.
Unfortunately, that's not really the way we see it.
Pushing for a decision
    Soft-sell approach
We would need to see some movement on price.
    Hard-sell approach
Take it or leave it!
This is our final offer!
We'll have to call