Unit 19 :
The Art of Negotiations



To know the importance of negotiating.

What qualities does a person need in order to be a good negotiator?

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Repeat these words/ phrases after your teacher and use it in a sentence.

  • win-win (adj)
  • bargain (n)
  • close a deal (phr)
  • evaluate (v)
  • work something out (phr)
  • registered (v)
  • supplier (n)
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Dialogue 1

Read the dialogue aloud with your teacher.



How much does this car cost?

Well, come on in and we’ll sit down and discuss that right now. How much do you want to pay?

I really was just wondering what the price is.

Well, figuring in tax, license, dealer prep, and registration, I can let this car go for fifteen thousand dollars.

I was thinking a little lower than that.

Whoa! Let’s keep talking here. I am sure we can work something out. What price are you thinking is fair?

I was thinking more like thirteen thousand dollars.

You know, you look like you are a sweet kid. I’ll give it to you for fourteen thousand dollars.

That would be a good price if the car was in great shape, but it is registered as having been in an accident.

OK, thirteen thousand seven hundred and fifty, and that’s my final offer.

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Let’s practice

Answer the following questions.

  1. What is the final price of the car?
  2. How much is the original price of the car?
  3. Has the car been in an accident before?
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Dialogue 2

Role-play Dialogue 2  with your teacher.



Thank you for coming to talk to me today, Ms. Jackson. Let’s not waste each other’s time and let’s go straight to the topic.

I agree, Mr. Smith. What can I do for you?

I would like to suggest a deal. What I have in mind is, I believe, a win-win situation for both of us.

Please, do go on, Mr. Smith. You have my full attention.

We are establishing a new office in Tokyo, and we are interested in purchasing a large amount of goods from your company. Of course, provided that you give us a good offer.

What amount approximately are we talking about?

We would need around 500 tables and twice that of chairs, as well as some other office furniture. We will decide on the exact numbers no later than next Thursday.

I see. We could definitely offer a discount for such an amount of goods. And what about the delivery? When would you want the order to be shipped?

We would like the goods delivered by the end of the month.

That is quite soon, Mr. Smith, it will be tight. I am afraid we would not be able to offer a big discount in that case. Would it be possible to have the order shipped at a later date?

I’m afraid that is not an option for us. We need to get the office ready, so we can start working from the beginning of next month.

I see.

So, how much of a discount would you be willing to offer? I know that this is on short notice, but I’d like to add that we are on the hunt for a longtime partner.

Well, with that mentioned, I could offer about 5% off for the upcoming purchase and maybe a little bit more after the contract for a longer term relationship is signed.

I am afraid that might not be enough to close the deal. We are evaluating offers from other suppliers, too.

You drive a hard bargain! I guess competition is fierce these days. What about a fixed rate of 7% discount? That is my last word.

Okay, deal! Thank you very much. It is always a pleasure doing business with you, Ms. Jackson.

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Let’s practice

Answer the following questions.

  1. What conditions did Ms. Jackson initially offer?
  2. What did Mr. Smith say in order to get more benefits from the deal?
  3. What conditions did Ms. Jackson offer in the end?
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Share your idea with your teacher. Try to make sentences.

  1. Do you think business negotiations are difficult? Why? Why not?
  2. Have you ever taken part in negotiations? If so, how did they go?
  3. How well do you negotiate? Why?