Менеджеры и менеджмент (Executives and Management). Коломейцева Е.М - 64 стр.

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238
f) I'm afraid this doesn't really solve our … R B M
g) We may be in a position to revise our … FF
h) I think that's about as far as we can go at this … S G
i) Are these terms broadly … CC PT ?
j) Let me just check I understand you … RR T
k) I'm afraid we could only accept this on one … ND T
l) What sort of figure are we talking … A T?
m) Could you give us an idea of what you're looking … F ?
n) What sort of time-scale are we looking … A ?
o) We'd like to see some movement on … PR C
p) Can we just run through the main points once … O E?
q) At the moment, we do not see this as a viable … O T
r) We seem to be nearing … A EE T
s) Well, that's it. I think we've earned ourselves a … D K?
T a s k B. Listen to extracts from two different negotiations and tick off the expressions in Task A as you hear
them. Which two are not used?
Extract 1
A: Now, the next thing is: we'd like to see some movement on price. We have a rather lower figure in mind than
the one you've quoted us.
B: OK. What sort of figure are we talking about?
A: Well, something nearer to seven million euros.
B: Now, let me just check I understand you correctly. You're offering us seven million for the whole construction
contract?
A: That's right.
B: And what sort of time-scale are we looking at?
A: We would expect you to complete the project within 18 months.
B: How flexible can you be on that?
A: Not very. We were hoping to have the plant fully in operation by next September.
B: I see ... . Can I make a suggestion?
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 project 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 booking eight
seminars, we'll obviously expect a reasonable discount on your usual free.

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