Английский язык. Иваненко Т.И. - 53 стр.

    3. Assume the other person owes you a concession.
    4. Don’t concede without exchange.
    5. Don’t give what you can sell.
    6. Exaggerate the value of your concessions; minimize the
value of the other person’s.
    7. If they insist on ‘principle’, expect a concession in return.
    8. Only threaten what you are prepared to carry out.
    9. Don’t show disrespect to the other person.
    10. If you’re happy with the result, don’t shout «I’ve won!»

    Read Dr Zap’s rules and then look at the remarks in a list A.
These remarks are not good for negotiating. Instead, use phrases
from list B. Which one would you use in each case?
    Example Instead of You see? I knew I’d win! Say I think we
can agree on these terms.

a) You see? I knew I’d win!       1) If you increase the order,
                                  then we may be able to reduce
                                  the price.
b) I know what you want to        2) very well, but if you can’t
discuss, so let’s start.          give discounts,
                                  I’m sure you can extend …
c) I can reduce the price. Does   3) If you can’t accept this, I
that help?                        may have to reconsider my po-
                                  sition.
d) Delivery? That’s no prob-      4) I think we can agree on these
lem; no extra charge.             terms.
e) It’s against your policy to    5) I’m afraid that will not be
give discounts?                   possible
OK.
f) What a ridiculous idea! Don’t 6) May we go through the
be stupid.                        points to be discussed before
                                  we begin?
g) Another half per cent? Yes, 7) Half a per cent is very small
that’s a very generous offer amount.
you’re making.
h) This is my final offer. If you 8) Delivery? Well it may be

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