| Getting information ACTIVITY Groupwork and paiework: speaking AIM To negotiate a price by telephone. GRAMMAR AND FUNCTIONS ‘Talking about money Questions: First conditional VOCABULARY rates, turnaround, negotiable, mininum charge, supplement, WP (Word Processing), format PREPARATION Make one copy of the worksheet foreach pair of students and ‘eu it in two as indicated. TIME 5-10 minutes PROCEDURE 41. Tel the students they are going to practise asking for and “obtaining information by phone, 2. Divide the clas into two groups: Customers and AsiaGloss representatives 3) Give out the appropriate sections of the worksheet 4. Brief the ewo groups. The customers must decide what ‘questions they will ask. The AsiaGloss representatives must read theie information, Allow 23 minutes, ‘5 Put the students in pars: customer and an AsiaGloss representative in each pair. Ask them to sit back to buck if YOU like, to make it more like @ phone call, 6 Thecustomer ings upto get telephone quotation from the company, FOLLOW-UP AsiaGloss representatives write faxes summarising the information. Customers write faxes checking the information.—-—— ‘oBenSuvy 10d OS 113 “(X81 AOS) Sp1oMm QOO'T 10d HY, uo saidoo v, so/pute sweULIOJ AA ISOW UF {SIP UO pazaAzlap 9q Wed IxA1 [UL mM SLBSIS 0s'6013 0s'6013 wearoy SLBTIS ssauedey (1x93 Ysysug) spsom QOO'T 49d Sayer yst[dug woay uoH BA NOLLVISNVY], SSOTDVISY AULA Yoowsayto hoy hg savdoo wyepercoad an} — 2524) myopwoy puv WvaNo)| ‘asawnouzalA aur yesodard ysom ooo'g uy jo Won) : gor SSO) wis’ : suis M090 UDLOWADTM 406 : Ounuow vpeany,20a. Peasants 1000.AD Overview Tn pairs, students practise the language and skills of negotiating inthe role of a medieval peasant Preparation ‘One copy of the worksheet for each pair. Cut the worksheet into wo. Procedure 41 Write peasanton the board and elict the meaning (a person, especially in the past, who works on a stall piece of land growing food and keeping animals to feed the family) Tel students that they are going to be ‘medieval peasants, and that they are going to practise negotiating 2 Aske students how their own real-life negotiations usually begin, and elicit the importance of relationship building, lic, e.g. greeting, offering a drink, small tale about the journey to the meeting, weather, ec. 8 Ask students what relationship building willbe lke between the peasants 4 Divide the class into two groups: A and B. Give out the ‘correct half ofthe worksheet to each student. Give ‘students time to ead the instructions and to check any. unfamiliar vocabulary. 5 Groups spend a few minutes preparing ideas together. 8 Ask each student from Group A to work with a student from Group B, 10 form pairs of neighbours. Start the activity, circulate and make a note of good/inapproprate language use to go over atthe end. 7 Ask students, in their pais, to discuss how effective they ‘were at negotiating, Have a short class feedback session to discuss any points that arise.Peasan Peasant A ‘You are a medieval peasant. You and your family live a simple, honest life. ‘You grow food and keep animals on a small piece of land. You are friendly with your neighbour. What youhave What youneedfor What you have after ts 1000 AD 1 Sudy the table. The inyour fermnow your family the negotiation second column shows peigioes Or os items that you have Caobages 01g BOS aoe ‘now, and the third Beans None 30g ne column shows what Ghiggeng BQ _ you need (in total, not Figg on a in addition). Note that = 6 there are some items ome «0 ves where you have more ae SF than you need, but 40boties 70 bates other items that you 30 bundies ‘Woundles _ will have to get from your neighbour. You are going to negotiate and exchange items. You may not get a good deal for them. What are your priorities? ‘Your cows won a prize, so insist on a very good deal for them, 2 Prepare your ideas, then meet your neighbour. There are no rules for how much anything is worth ~ itis up to ‘you to get the best deal you can through discussion and negotiation, Before you begin negotiating, talk litle about the weather, life in the village, the quality of your products, etc. cot anne een Peasant B ‘You are a medieval peasant. You and your family live a simple, honest life You grow food and keep animals on a small piece of land. You are friendly with your neighbour. 1 Study the table. The What youhave Whatyouneedfor What you have after second column shows inyour farmnow your family the negotiation items that you have hiss ee now, and the third Ee column shows what a you need (in total, not Peaas——_ $k inaddition), Note that oes there are some items $ 2 Seas ‘where you have more =e than you need, but other items that you Rone vill have to get from aie Sst 10 Dottcs RRS bundles SO bundles your neighbour. You ‘are going to negotiate and exchange items. You may not get 2 good deal for them. What are your priorities? ‘Your pigs won a prize, so insist on a very good deal for them. 2 Prepare your ideas, then meet your neighbour. There are no rules for how much anything is worth — it is up to ‘you to get the best deal you can through discussion and negotiation. Before you begin negotiating, talk a litle about the weather, life in the village, the quality of your products, etc.20b Mini-negotiations « ~ Overview ‘Students participate in evo mini-negotiations using the language of negotiation presented in Unit 20 of the Student's Book. Preparation ‘One copy of the worksheet for each student. Cut the worksheet into two, Procedure 1. Torroduce the subject of working time by asking students about working hours in their country (for managers and ‘workers). Check/Pre-teach: to do overtime, haste salary, concession. 2 Hand out copies of the fist half of the worksheet anc ask students o read the text and make notes on the position ‘of each side in the negotiation in the spaces provided in the table, Divide the class into two groups: managers and union representatives. Give groups a few minutes to decide at least ro concessions they will allow, and write notes on regotiation strategy, bargaining points, etc. in the second section of he table. 4 Pucstudenss into pairs of one manager and one union ‘representative and give them time to negotiate. As they negotiate they fil in the final boxes —the terms of the productivity deal. 5 Have a feedback session to find out how the negotiating. ended up. 8 Forthe Businessworks negotiation, follow the same steps as before, but open the subject of sales by asking sradents about targets thar they have been see for this year, Check’Pre-teach: fo seta target, to achiev a target, a budget 7 Students plan in two groups: sales directors and area sales managers. Give them a few minutes to prepare. Tell them that they can be creative in developing concessions toachieve an agreement 8 Purstudents into pairs and allow sime for negotiations before having a final feedback session to discuss ‘he outcome.Mini-negotiations Jason Electrics: Negotiating a reduction in working time 1. Read the text and complete the first section ofthe table with noes, You are going to roleplay a negotiation with another student. fa First decide which of you is going to be the Manager and which is going to be the Union Representative ‘Think of two concessions you would make in the negotiation and write notes in the second section of the table. b As you negotiate, complete the third section of the table, You work for Jason Electrics, @ company that manufactures electrical cable, It employs 95 people and is based in an industrial park near Swindon, England. The regular working week for production staff is 39 hours, compared with a maximum of 37 hours in other, similar companies on the estate. The union would like to negotiate a reduction in working hours to 37, without any reduction in basic salary. They realise that in return for this they will probably have to increase productivity. The management is happy to consider a reduction in hours if it can win ‘greater productivity and flexibility in working time. (It often needs to ask staff to do overtime for special orders.) Management ‘What they want What they can offer Concessions ! ! 2 2 Productivity deal Businessworks: Negotiating the allocation of extra resources 1 Read the text and complete the first section of the table with notes. 2 You are going to roleplay a negotiation with another student, First decide which of you is going to be the Sales Director and which is going to be the Area Sales Manager. ‘Think of two concessions you would make in the egotiation and write notes in the second section of the table. b As you negotiate, complete the third section of the table. You work for the sales department of 2 company which makes accounting software. There are four export sales ‘managers, each responsible for a different areain Europe. The manager responsible for Scandinavia feels that he is overworked and that without extra staff he cannot achieve the targets he has been set. He thinks that with extra sales staff and a bigger budget he can increase the sales potential. The sales director would like proof that sales can be increased before providing extra staff and resources. She is prepared to risk employing extra staff for the area if the manager will share some of the risk also Sales Director Area Sales Manager What they want ‘What they can offer Concessions 1 ; Risk-sharing deal| Negotiation ACTIVITY Pairwork and proupwork: reading, speaking AIM To simute a negotiation berween a clothes designer anda ‘hatin of shops, GRAMMAR AND FUNCTIONS Negotiating Proposing conditions VOCABULARY fo announce plans, to launch, louspriced, to malee economies top of the range model, to retail, expansion, fo ga for (= accept enthusiastically), delivery time, place of delivery, warrehouse, minimum order, payment terms, refunds, free of charge, labeling returns, Dante transfer, 10 credit an acconent PREPARATION Make one copy of Worksheet (2b for each student, Make half as many copies of Worksheet 12c as there are students inthe ‘lass, and the same number of Worksheet 12, TIME $050 minutes PROCEDURE 1 Tell the students they are going to practise negotiating 2 Write these questions on the boar: Who ts Paul ones? What do LeGrand sel? Where are LeGrand's central offices? What are Paul Jones's business plans? 3 Give out the copies of Worksheet 12b andl ask the students to find the answers tothe questions. 4 When they have answered the questions (a tap English clothes designer, men’s clothes, in Paris to start selling a low-priced range of suits and to open offices in Paris), ask afew more questions, How much does a Paul Jones suit normally cost? (£800) How much will the new suits cost? (£209) Wil he be successful in France? (Only time will tell) 5 Set up the situation, LeGrand isa chain of boutiques. They ‘watt 10 sell Paul Jones clothes in their shops. They have about 50 outlets in France and a reputation for style and quality. Representatives of Paul Jones and LeGrand are going to meet to discuss a deal. 6 Go through the agenda one point ata time. Ask what they {ink is meant by each topic and elicit examples of how the two companies are likely to disagree. This may seem heavy going, buc its essential chat everyone understands this document 7 “Tell them they are going 10 act ont the negotiation. 8 Divide the class into two groups of equal numbers: eran al Pau Jones. 9. Divide the groups into pars (or groups of thre), 10 Give ou Worksheets 12eand 124, being ex them to the approprace pais togive 11 Explain that there isa points system to assess how well they do in the negotiation. Draw their attention to the scoring system in the right hand column of the table. They re to use this to plan strategy and assess their results. Daring the negotiation they may not show the other side their briefing sheet or tell hem anything about their points scoring stem, 12 Tell sudents that their aim iso set up a longterm trading ‘relationship, and not simply to score as many points as. ‘possible. Ideally, both sides shou be able to score highly. A high score is over 25. good score is from 20-25, 13 Give the pairs 10:15 minutes co go through their ‘heyotiating briefs, discussing them and deciding on objectives and strategies. AS you go ronnd monitoring, make sure that each pair realises thatthe objective isto makea good deal, not simply to beat the opposing team. 414 Put the pairs into negotiating groups (a Pau) Jones pair with a LeGrand pair) and ask them t0 act out the negotiation, 15 Ask each group their score. Find out: 1m Which pair scored highest 1m Which par scored lowest Which group produced the highest total points oth pairs combined) 18 Which produced the highest average points for the two pairs FOLLOW-UP Each team writes a letter tothe other team confirming the agreement.| Negotiation Background information LE GRAND PRET A PORTER Paul Jones MASCULINE Desicwn WooroR Mew 8 eaten Street London Tel. 0171 457 8354 Fax: 0171 457 7644 . 23 rue Montreal 75001 PARIS Tel: 1 4657 8 9585 Fax: 14657 8 6767 PAUL JONES INTRODUCES BUDGET RANGE Paul Jones has announced plans to launch a low-priced range of suits in the autumn, The suits are in the same fabrics and made to the same standards as his top of the range models, though economies have been made on detailing, They should retail at about £200, as opposed to £800. At the same time, Paul Jones continued his expansion into Europe with the opening of offices in Paris. Will the French go for this very English designer? Only time will tell. Delivery time LE | | AGENDA 1 time between receiving the order and despatch 2. Place of delivery PRET A PORTER MASCULINE At LeGrand shops 0 in France), at the Clothes for Men central warehouse in Paris, or at arehouses in Paris, Lyon and Marseitle Minimum delivery a) 4 Price 5 Payment terms 6 Fabrics and colours 7 Labelling company names to appear on the label standard or custom 8 Returns returns may be made | 1 time: maximum after the order that 2 condition of the goods at the time of return method of payment for refundsPaul Jones's negotiating position Conditions Delivery time less than 24 hours after receiving the order 24-72 hours after receiving the order 1-5 days after receiving the order Place of delivery Delivery to any of LeGrand's 50 shops in France free of charge. .... seen Delivery to LeGrand’s warehouses in Paris, Lyon and Marseille tree of charge. Other locations charged extra. .. Delivery to LeGrand’s warehouse in Paris free of charge Other locations charged extra. .. Minimum delivery 5 suits Score Ys point per suit above 5 Lose ‘z point per suit below 5 Price £83.00... Lose 5 points per £ below £83.00 Score 1 point per £ above £83.00 ‘Score 2 points per £ above £87.00 Payment terms Fabrics and colours 60 days after delivery ... 30 days after delivery 7 days after delivery .. ‘Standard fabrics and colours from the catalogue. ... LeGrand specifies fabrics and materials at similar prices to the catalogue. Note: Paul Jones has a ‘company policy of no returns on custom orders... Labelling LeGrand labets only . Paul Jones label only LeGrand plus Paul Jones names on the label ........ Returns 1 Returns on unsold suits up to one year after the order date. ...... : 7 Returns on unsold suits within six months of the order date. Returns on unsold suits within three months of the order date, Returns 2 * condi Retums accepted on uns: condition they are in. ... Retuins only accepted on suits in good condition. ..... Returns 3 * payment Refunds by bank transfer within 30 days of return, No refunds ~ price to be credited to the customer's account. — E fLeGrand’s negotiating position Conditions Delivery time Place of delivery more than 3 days 48-72 hours fess than 48 hours ........ Delivery to any of LeGrand’s 50 shops in France free of charge. Delivery to LeGrand’s warehouses in Paris, Lyon and Marseille free of charge. Other locations, charged extra, : . 7 Delivery to LeGrand’s warehouse in Paris free of charge. Other locations charged extra. .... 0 Minimum delivery 1 suit 40 2 suits 5 Lose '» point per suit above 2 Price $89.00 oo ceconnnn Lose 3 points per £ above £89.00 Score 1 point per £ below £89.00 Score 2 points per £ below £83.00 Payment terms 7 days alter delivery .... 80 days after delivery ... 60 days atter delivery .. Fabrics and colours Standard fabrics and colours from the Paul Jones catalogue. .. nn) LeGrand specifies fabrics and materials at simil prices to the catalogue. This does not affect the right to return unsold suits. Labelling LeGrand labels only . Paul Jones label only Label reading ‘Designed by Paul Jones for LeGrand’ Returns 1 Relurns on unsold suits within three months of the *time order date. Returns on unsold suits within six months of the Order date, . 3 Returns on unsold suils up to one year after the OFdEF dE, res ss 6 Returns 2 Returns only accepted on suits in good condition. ......... we O acorn Returns eccopted on unsold sults iespecive of the condition they aF@ if. ssacssnmsonnnnsn 3 Returns 3 No refunds ~ price to be credited to the customer's * payment ACCOUN, ssn se Refunds by bank transfer within 30 days of return.iene | Virus worksheets Le ACTIVITY, PROCEDURE GGroupyvork ant parvo: sean peaking 11 Baintona as many words posible shout computer in 5 minus tnd wee then lon the boar Aim eeepc 2. Te the sts they are going to ook ata station ni ncpoation based on a compl {involving a computer virus. Ask them what they know GRAMMAR AND FUNCTIONS shou vines Neoiating 3. Give out copies of Worksheet 180 VOCABULARY 4 low abou 5 minute for reading and then a some {0 instal, local area network (LAN), soflecare. to go down (of, «4 computer), hard dls, to trush information, to back ip, 0 disinfect a system, virus, operating system. utility, IT information technology), to hack into a system, screen message, industrial sabotage, guarantee, defect, admission of abiity to bi someone, a discount, unethical, conserative estimate, to process an order, iuventory contro, VAT, invoice PREPARATION Make one copy of Worksheet 13b foreach student. Make one copy of Worksheet 13¢ for each pair of stadens and cuttin 0 as indicated TIME 30-40 minutes ‘comprehension questions, For example: What are the names of the trey companies? How many PCs did Gomtech install in Rapidfire? What does Rapidfire nse the PGs for? What ata it cost? When was the invoice paid? What was the problem? Why is December an especially ‘bad time for Rapidsire to have problems? 5 Divide dhe cass into two equal sized groups: Repidfire and Comtech 6 Give out the appropriate memos from Worksheet I3e. ‘Allow afew minutes for reading and discussion ofthe situation. 8 Askcthe students to work in pac, a Rapidfre anda (Comtech representative in each, 1 act out the meeting 9 When the mectings are finished (10415 minutes) compare notes about what happened. FOLLOW-UP 4 Students write memos to thelr bosses (sce original memos) summarising the meeting. FOLLOW-UP 2 ‘Students write letters to summarise theie postions and make proposals irom one company to another.| Virus Letter RapPIDFIRE Toys & GIFTS Rapidtire House, The Causeway, London E17 9HE ‘apidfire Tel: 0181-957 8787 Fax: 0181 957 9310 Attn: Teresa Landers Customer Services M Comtech Ltd 11-13 St Stephen's Business Park. Oxford OX2.61T ager Ref: 1/8 1312 13 December Dear Ms Landers, Following our telephone call yesterday, I am writing, to you to expiain ia fall my complaint. ‘On 5th October one of your engineers installed 25 personal computers in our company. The machines were on a local area network: connected to each other and to 50 other computers in the company. You installed RF Stock, the software you designed for our offices in Stuttgart. The network was intended for processing orders and inventory control We turned the computers on to find that everything seemed to be working perfectly. That is untit yesterday, 2th December, at 12 noon. At that moment all 75, computers went down together. Our If manager could not find the cause oF the problem and ring your customer services department. But within 15 minutes the computers came back on, Each had a message on the screen reading ‘Merry Christmas’ and all the infornvation on th hard disks had been trashed, We were the victims of « computer virus We back up at the end of every working day, so only four hours information was lost. However, at this time of year four hours work can represent a tot of money. We do 75% of all our business for the year in the eight weeks leading up to Christmas. In addition, the whole company was down for the rest of the day and the following morning while the system was disinfected and the software was reinstalled. (1 would like to thank you for your prompt attention in respect of this service.) Comtech Lrp 11-19 St Stephen's Busi ‘Oxtord 0x2, on oe VAT number: To: Rapidire Toys & Gifts Invoice: 112/A0 4558 Date: 7 October aeSeiigg Peseription "Fo Pay 25 Banshee personal coniputers as Per attached specifications sheet 19,975.00 Sottware as agreed (LAN, operating systoms, ‘AF Stock’ & utiles) 3,126.00 $ebour (12 hours at £26 per how) 312,00 Toll Ba VAT at 17.5% ee Total to pay In the opinion of our 1f manager the virus can only have ‘come from the software you installed. We are not linked to any network outside the company and the machines have & security system (recommended and installed by your company) which prevents any alien software being instatled. 1 would appreciate a meeting with you at the earliest possible date. Yours sincerely, £0 eo Larry Burgoyne, Managing DirectorComtech Memo From: T. Landers, Service Manager To: P. Hasse, Deputy Service Manager Re: Rapidfire Virus Date: 18 December ‘As you know, Rapidfire are upset. They want to meet this week, but unfortunately I have to go to Cairo to see our Egyptian clients. I'm sorry to give you such an awful job, but could you have the first meeting with them? It's tomorrow at 2pm in their offices with the IT Manager whose name is Sanchez. Apoiogise for my absence and give them a chance to express their feelings. Sympathise but do not admit any responsibility. There are lots of possible causes: an angry employee who hacked into the system, industrial sabotage... The technician we sont to disinfect the system and reinstall the software says it was a common virus. Anybody could get hold of a copy and add their own screen message. We guarantee the machines and software for 12 months against defects, but | don't believe this was a defect in our work, | ‘Once again, sorry. Verte LeMeny Teresa Landers From: L Burgoyne, General Manager ‘Tor F Sanchez, IT Manager ‘apidfire Re: Comtech Virus | Date: 18 December Dear F, “The first meeting with Comtech is tomorrow at 2pm. They're coming to us, Can you represent Rapidfire? I feel that as IT Manager you will give us more authority. We probably won't get an offer of compensation tomorrow, but it is essential that we get something from them thar can be construed as an admission of liability. For example, they sent a technician to disinfect the system and reinstall the software. If they agree not to bill us for this service it would imply that they were making good their own work. Another possibility would be a large discount on the original work - say 25%. Please don't feel that I'm asking you to do anything unethical, 1 am sincerely convinced that the virus came in with their software. This has cost us, ata conservative estimate, £45,000. Best regards, Lavy 0 Larry Burgoyne