Warmer: When do you negotiate？
- When I‘m buying goods at a shop
- When I buy something...
Intro task: What are the different stages of a negotiation?
- Judge the quality of the goods.
- Compare goods and prices
- If I buy a car, I
Vocabulary: Look at the stages of negotiation. Are there any steps missing?
- Collect information about the market price.
- Present your position to the other party.
- Listen to the other party's postion.
- Make a counteroffer.
- Agree on a sale.
- Confirm terms and conditions.
Practice: Listen to the negotiation.
- What is on sale?
- What price do they agree on?
Final task: Look at the items for sale. Negotiate with your partner.
- Student A: You are selling the item pictured. Negotiate with Student B to agree on a price.
- Student B: You are buying the item. You will negotiate with Student A to agree on a price.
- A: I was thinking of a tarting price of $5.
- B: $3. Take it or leave it.
Summary: Today we ...
- discussed the stages of negotiation.
- Listened to a negotiation between a flexible negotiator and a tough negotiator.
- negotiated with our classmates.
Before you go ...
- Describe a time when you think you got a really good deal. How did you negotiate?
- In what situations are you not willing to negotiate?
Audio script
- A: So, how much for the Ferrari?
- B: Well, I was thinking of a starting price of around $500,000?
- A: OK, I'll tell you my position: $300,000, take it or leave it.
- B: Hmmm. Perhaps we could agree on a price in the middle.
- A: You can either accept my offer, or you can find another buyer. I can give you the money today.
- B: OK, I appreciate that the price is very important to you, but if you look at the market price for this model ...
- A: Let me be clear. This is my final offer: $300,000. I have the cash here to give you right now if we can agree on $300,000.
- B: OK, how about if we give you some extras with it? Like free insurance for the first year? Maybe we could meet at $400,000?
- A: $350,000, and it's a deal.
- B: Let's say we split the difference? $375,000?
- A: No deal.
- B: Sir ... (footsteps walking away) ... Sir?
