15 Negotiation – Closing the deal

Words and Phrases
Study the following words and expressions together with their definitions with your tutor.
Then, construct your own sentences using each word/expression on the list.
ANSWER
fail-safe
having no chance of failure
Sample Sentence:
instigate
to urge forward; to start
Sample Sentence:
hone in
to move toward or focus the attention on an objective
Sample Sentence:
hammer out
to talk over a deal, plan etc., with much effort until agreed upon
Sample Sentence:
firm up
to become more definite or to be sure
Sample Sentence:
Data Interpretation
Listen to your tutor as he/she reads the text.
Study and interpret the given data. Then, discuss with your tutor.
Question
It’s almost time for the annual year-end report. Your task is to present to the board of trustees the success and rejection rates of the car deals for the past year, and the difference we’ve made this year and the past five years.
• introduce the general idea
• enumerate main points
• make a conclusion
ANSWER
Problem-solving
Read the passage below silently. Then, discuss with your tutor.
In your discussion, talk about how you would deal with the situation.
Read the passage below silently.
Your clients called for a meeting about your recent deal. They wanted to present their demands for them to seal the deal. You need to bargain with them so that your company would also gain from the deal. How can you seal the deal and meet with the clients’ demands halfway? Refer to the information below.
discussion
discussion
Sample Answer
Expressing Opinions
Read the text silently. Express your opinion on each statement in 4-5 sentences.
ANSWER
I’d rather do paperwork in the office the whole day than go out and meet the company’s clients.
Answer:
Coming up with a solution is the best part of a meeting.
Answer:
Market research is the key to a successful company.

Answer: