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WorksheetC130 minsNew. New: checked automatically for level, grammar, facts and originality; a teacher's review is still to come. Spotted a mistake? Tell us.
Closing the Deal: Negotiation role cards
Students negotiate three business deals diplomatically, using softening, proposals and conditions to reach an agreement both sides can accept.
Business · Negotiating · Role play · Speaking · Pair work
This worksheet and its PDFs are free.
Work in pairs with the two cards with the same number. Keep your bottom line secret. Step 1: the buyer opens. Step 2: each side makes a proposal with a condition. Step 3: confirm the deal and write down the terms.
1 · Buyer (events company)
You need 2,000 programmes for a conference on 10 June. Bottom line: £1.50 each (secret). Plan: open at £1.20. If the seller won't move, offer to order for next year's conference too.
- Open: We were hoping for something closer to…
- Propose: Would you be prepared to…?
- Confirm: So, just to confirm, …
1 · Seller (print company)
Your price: £1.80 a programme. Bottom line: £1.40 (secret). Plan: say that 10 June is tight. Lower the price only if they order this week or sign for two years.
- Reply: I'm afraid that might be a little difficult.
- Condition: We could agree to that, provided that…
- Confirm: So, just to confirm, …
2 · Buyer (language school)
You need 50 software licences for a year. Bottom line: £38 each (secret). Plan: open at £30. Your sticking point is training for your teachers: you want it free.
- Open: The sticking point for us is…
- Propose: What if we were to…?
- Confirm: So, just to confirm, …
2 · Seller (software company)
Your price: £45 a licence. Bottom line: £35 (secret). Plan: training usually costs £500. Offer it free only for a three-year contract.
- Reply: In principle, we'd be happy to…
- Condition: As long as…, we could…
- Confirm: So, just to confirm, …
3 · Buyer (tech start-up)
You need office cleaning five days a week from 1 March. Bottom line: £2,600 a month (secret). Plan: open at £2,000. If needed, offer to pay three months in advance.
- Open: I'm not sure we could justify…
- Propose: It might be worth considering…
- Confirm: So, just to confirm, …
3 · Seller (cleaning company)
Your price: £3,000 a month. Bottom line: £2,400 (secret). Plan: lower the price only for payment in advance or for cleaning four days a week.
- Reply: That's as far as we can go, I'm afraid.
- Condition: We could do that, provided that…
- Confirm: So, just to confirm, …
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