First, we will check the points in this lesson. Please repeat after me.
|1.||Successful negotiation requires the ability to ask, listen to, and affirm what the other side is saying.|
|2.||Listen to the proposal and identify the problem. Use expressions like, “What’s your policy on…?” and “How did you arrive at that?”|
|3.||It’s important to listen to and confirm what the other side is saying. Be sure to fully comprehend the area of disagreement by saying, “The area where we disagree is…”|
We will read aloud the dialogue below. Once we are done, we will switch roles and read aloud the dialogue again. I will check your pronunciation and intonation.
(Please send the mispronounced words and expressions to your student.)
|A:||What’s your policy on cost for large orders?|
|B:||Our policy for large orders doesn’t differ from our policy on smaller orders.|
|A:||I see. How did you arrive at that?|
|B:||Cost is based on each individual unit sold.|
|A:||So the area we disagree on is your policy on discounts?|
|B:||It appears so. How many units are you interested in purchasing?|
|A:||We are interested in 100 units to begin with, but of course it depends on price.|
|A:||Okay, I think I understand where you’re coming from.|
Now, let’s review some words and expressions from part B_2.
(Please review the mispronounced words and expressions from part B_2.)
Now, please answer the following questions. I will check if your sentences are complete and if the grammar is correct.
|1.||Think of a time when you had to work out a disagreement. Were you able to listen to the other side?|
|2.||Do you consider yourself a good listener?|
|3.||Are you able to listen objectively?|
Now, let’s review your answers.
(Please review your student’s answers by sending the correct answers in complete sentences. After that, ask your student to read aloud his or her corrected answers.)
Let’s do a role play with the given situations.
You are a representative of the purchaser. You need to clarify the supplier’s side and confirm your understanding of the situation.
(Your tutor will pretend to be the representative of the supplier.)
– What’s your policy on…
– The area where we disagree is…