I. Dr. Smith is holding a two-day seminar on negotiating techniques. At the end of the first morning he gives the group his ten rules for negotiating. Here they are

Ten rules for negotiating.

1. Find out how many points are to be negotiated.

2. Start from an extreme position.

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”

II. Read Dr. Smith’s rules and then look at the remarks in list A. These remarks are not good for negotiating. Instead, use phrase from list B.

A

a) You see? I knew I'd win!

b) I know what you want to discuss, so let's start.

c) I can reduce the price. Does that help?

d) Delivery? That's no problem; no extra charge.

e) It's against your policy to give discounts? OK.

f) What a ridiculous idea! Don't be stupid.

g) Another half per cent? Yes, that's a very generous offer you're making.

h) This is my final offer. If you refuse, I'll cancel everything.

В

1) If you increase the order, then we may be able to reduce the price.

2) Very well, but if you can't give discounts, I'm sure you can extend...

3) If you can't accept this, I may have to reconsider my position.

4) I think we can agree on these terms.

5) I'm afraid that will not be possible.

6) May we go through the points to be discussed before we begin?

7) Half a per cent is a very small amount.

8) Delivery? Well it may be possible but only if...