Read what Don Corleone actually says in the script below

DON CORLEONE I said that I would see you because I heard you were the serious man, to be treated with respect. But must say no to you and I’ll give you my reasons. It’s true I have a lot of friends in politics, but they wouldn’t be friendly very long if they knew my business were drugs and not gambling – which they consider as a harmless vice. But drugs is a dirty business…

SOLLAZO Don Corleone…

DON CORLEONE It doesn’t make a difference to me what a man does for a living, you understand. But your business is a little dangerous.

Underline the phrases that he uses to refuse the offer.

3 How does he ‘soften’ this refusal? Find at least two ways.

Saying yes.

1 Some negotiators say that you should never accept the other person’s first offer? Discuss. Why do you think they give this advice? Do you agree?

2 Here are four ways of accepting a proposal. Which ones are unconditional acceptances and which allow space for a negotiation to develop?

1 I like the sound of the idea.

2 I think we have the basis of an understanding.

3 That seems like a reasonable offer.

4 OK, it’s a deal.

READING

I

Geeks

Although they live hundreds miles apart, Steven Jobs and William Gates have much in common. Both were born in 1956. Both were pioneers in the personal computer industry. And both became multi-millionaires when they were still in their 20’s.

The earliest computers were highly technical machines, understandable only to scientists. Steven Jobs thought that if computers were easier to use and less expensive, the public would buy them. He was right. With $ 1300 (most of which came from the sale of his second-hand Volkswagen van), Jobs produced what he called the Apple I computer. The success of the Apple I gave him the money to finance the design of new and improved personal computers.

Bill Gates started in the computer industry when he was at school and has become the world’s youngest billionaire by the age of 31. A combination of technical brilliance and competitive business tactics quickly made him the most powerful man in Silicon Valley. He was intrigued by the success of the new personal computers coming into the market in the 1970’s. Gates realized that the success of personal computers would depend on the “user-friendly” (easy-to-use) software. In 1975 he co-founded Microsoft Corporation which designed the basic operating software for all IBM and IBM-compatible personal computers.

Today Microsoft Corporation is the largest software company. But Bill Gates wants his company Microsoft to be more than just a software house and in recent years it has diversified into many new fields.

II