Менеджеры и менеджмент (Executives and Management) - 80 стр.

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254
A: Go ahead.
B: Well, would you be willing to accept a compromise?
A: That depends on what kind of compromise you had in mind.
B: Well, what if we offered you an alternative? What if you paid us two million in advance, two million
mid-contract, and another 3.2 million on completion.
A: On schedule?
B: On schedule. 18 months ... . Or thereabouts.
A: Hm. So that's 7.2 million euros in all.
B: Correct.
A: And what if you run over schedule?
B: Then there would be a penalty. Let's say 25 thousand euros for each week we ran over schedule.
A: Hm. I'm afraid this doesn't really solve our problem. What we need from you is a guarantee that the pro-
ject will be finished on time.
B: And, as you know, I can only give you that guarantee by brining in more outside contractors.
A: Which ups the price to your original bid of 7.8 million euros?
B: Yes.
A: At this moment we do not see this as a viable option.
B: 7.8 million really is my best price on that.
A: Well, in that case, I think that's about as far as we can go at this stage.
B: Now, wait a minute. We're not going to lose this deal for 600.000 euros, surely ... . How about this ... ?
Extract 2
A: Right. We seem to be nearing agreement. But, erm, before we finalise things, can we just run through
the main points once more?
B: Sure.
A: Now, you'll provide a series of eight two-day in-company seminars for our telesales team over the six
months. You yourself will be conducting most of the sessions with two other trainers, using materials specially
designed to meet our specific needs and approved by us four weeks prior to the first seminar?
B: That's correct.
A: And, er, let me get this quite clear, each seminar is to have no more than 16 participants, is that right?
B: Yes. We find the seminars are much more effective with smaller groups.
A: Hm, I suppose you're right. It does also mean running more courses, but OK. Now, since we are book-
ing eight seminars, we'll obviously expect a reasonable discount on your usual free.
B: Erm, yes. Could you give us an idea of what you're looking for? Because with this particular course ... .
A: I would have thought a 15 % discount was fair. So that's eight times 3,000 is 24,000 minus 15 %, which
is, erm, 3,600. And that would come to a total fee of 20,400. And you'd invoice us on completion of the whole
series of seminars. Are these terms broadly acceptable?
B: Er, well, just a moment. We haven't actually agreed on the discount yet. As I was about to say, with this
particular course there wouldn't normally be such a large discount. We offer 10 % on five or more of our stan-
dard seminars, but this is a specially designed course for your personnel only. Obviously, we have to cover our
development costs.
A: I should think you could cover them quite easily on just over 20,000, Mr Smart. No, my mind's made
up. 15 % – take it or leave it.
B: Well, now, I'm afraid we could only accept this on one condition.
A: Which is?
B: Erm, we'd want a 25 % non-refundable deposit in advance ... .
A: Done.
B: You see, ... erm, sorry?
A: 25 % deposit – no problem. I'll get accounts to make you out a cheque for, let me see, 5,100 ... . Well,
that's it. I think we've earned ourselves a drink!
B: Erm, well, yes. Nice doing business with you.
T a s k 31. Add the missing words to the puzzle:

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