Brims Jim English For Negotiating Book B

y
ENGLISH
for
NEGOTIATING
• •
n
Jim Brims
Digitized by the Internet Archive
in 2012
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PERGAMON INSTITUTE OF ENGLISH (OXFORD)
English for Negotiating
BOOKB
1-12-5, [Idabaa
Chiyoda-ku, Tokyo
by Jim Brims
PERGAMON PRESS
OXFORD •
NEW YORK • TORONTO •
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U.K. Pergamon Press Ltd.,Headington Hill Hall,
Oxford 0X3 OBW, England
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FEDERAL REPUBLIC Pergamon Press GmbH, Hammerweg 6,

OF GERMANY D-6242 Kronberg-Taunus, Federal Republic of Germany
Copyright © 1982 E. J. Arnold & Son Ltd
All Rights Reserved. No part of this publication may be

reproduced, stored in a retrieval system or transmitted in any
form or by any means: electronic, electrostatic, magnetic
tape, mechanical, photocopying, recording or otherwise,
without permission in writing from the copyright holders.
First published by E. J. Arnold& Son Ltd. 1982

This edition published by Pergamon Press Ltd 1984
For Alexander
Printed in Great Britain by A. Wheaton & Co. Ltd., Exeter

ISBN 0-08-030471-0
Contents
Teacher's Notes
The Takeover Bid
Industrial Relations
..miuc JAP AM
TEACHERS' ROOM
Oil 1-12-5, Iidabn3hi
An Environmental Problem
The Bank Loan
The Computer Expert
Transport
Key to vocabulary exercises

Teacher's Notes
IMPORTANT: English for Negotiating consists of two books, A and B,

each of which designed for use by one of a pair of
is
students. Book A contains information not included in Book

B and vice versa; both sets of information are required for
the purpose of working through the units. If a class contains
an odd number of students, two will have to share one book
and therefore one role.
1 Aims of the units

These units aim to provide practice mainly in spontaneous self-
expression. The students are put under a certain amount of pressure
through the method, by which they have to exchange, understand, and
negotiate on the basis of, certain information. Input is provided for each
unit in the form of a short text; a cloze-type exercise; vocabulary,
function and structure exercises; and a dialogue, also with exercises.
There is also visual stimulus material as a basis for discussion.
In each unit, the student is expected to refer to his own knowledge of
the situation, and may fill out his role details with any additional
expertise he may have, provided this supplementary data does not
conflict with that which he already has.
The central points of the units are, first, the Information Sharing
sessions, during which students exchange information in pairs; the
faction meetings, in which students meet in two groups to discuss this
information; and the final Negotiating session. During these activities, it
is intended that the student should be put under sufficient pressure to
communicate, so that he will grasp the new language that is being

offered him, and develop his existing skills enough to make good
progress in the English he needs for his career.
The central aims are, therefore, the improvement of the following skills:
spoken fluency and accuracy, listening fluency and accuracy, reading
fluency and accuracy, development of vocabulary, and use of idioms
and useful phrases relevant to negotiating and general business. There
are writing exercises included mainly as an option, and also structure
practice of important idiomatic expressions. The primary object of the
exercises, however, is not to teach written English or English grammar,
except through diagnosis.
2 Level
Intermediate plus. Someone who has just finished a course with Kernel
Plus or a similar textbook containing oral exercises would be in a good
position to start this book.
3 Time
Variable, but about four hours is recommended for each unit; this
includes around one hour allowed for the feedback session, which may
be done as a separate lesson.
4 Methodology
It is probably advisable to stick to this suggested outline the first time
you use the activities. If, however, you feel quite at home with the
method, then add, subtract or amend activities as you see fit. The
sequence of activities (see diagram below) should not be changed, as
they reveal information bit by bit, building up to an overall picture of the
situation.
(i) Each unit has an easily recognisable theme, for example transport
or pollution. Ask the class what knowledge or experience they
have of this. Has there been anything in the papers about it
recently? What is going to happen in the future? (5-10 min.)
(ii) Go through the initial outline of the situation. This is deliberately

written in such a way that the students can understand it easily,
(max. 5 min.)
(iii) Discuss any supplementary written or visual material,

(max. 5 min.)
(iv) Go through the exercises. The functions do not necessarily relate

exclusively to the particular unit, but may be
repeated from an
earlier one. The vocabulary exercises are intended to practise or
introduce words which will be useful later in the unit. Not all the
items are found in the introductory passages, and students may
require some help in identifying suitable words. A key to this
exercise can be found at the back of each book. (c. 20 min.)
(v) two groups, As and Bs, depending on which

Divide the class into
books they are using. Get them to read their
of the pair of
respective passages for the Information Sharing exercise. Walk
around giving advice on language points. Allow As to confer only
with As and Bs only with Bs. (5 min.)
(vi) The activities then proceed according to the diagram below. This
plan should be explained to the students and either given to them
or copied onto the board. The time for beginning and ending each
activityshould be written up, with allowance for breaks. This plan
is can be used with any
for a class of twelve, but the activity
number of students. If there is an odd number of students, then
two will have to double on one role.
TIME
(ab) (ab) (ab)
Information Sharing session: ^-^ ^-^ ^-^ Start:
each A meets with B

K^ty V J
B
a B K^ J Finish
Faction meeting (consultation): AA BB Start:
As and Bs meet together to compare the AA BB Finish:

information they have received AA BB
Dialogue and dialogue exercises
Faction meeting (policy-making): Start:
As and Bs meet together to decide upper AA BB Finish:

and lower limits v55/
Final Negotiating session: Start:
each A meets with a B to try to make AB AB) (AB Finish:

a deal
Feedback session @@ @
(vii) For the information Sharing session, pair each A off with a B at a
is not a bargaining session, but that
similar level. Stress that this
the object is to provide and get information. Tape-record or video
as much of the paired interviews as you can, for correction during
the feedback session. It is not usually a good idea to correct
students during the discussion, as it is designed as a self-access
activity,with language input provided by the exercises and the
role descriptions. However, you should jump on students asking
questions like, 'Is it possible ?' (10-15 min.)
. . .
(viii) The diagram below is a suggestion as to how to record these

sessions. Probably about two minutes' recording per pair is
enough, as this will outline mistakes that are typical of each

student. These two minutes per pair can be played back and
corrected during the feedback session, or directly after the
activity.
If possible, use a microphone with a long lead. Put the tape-
recorder in the centre of the room. Have the students in pairs
around the room, as far away from each other as possible. Move
the microphone from one pair to another every two minutes.
©
nnn
o o
Do not allow the session to go on too long. It is better to stop too

soon than too late, possibly when the first pair has finished,
provided that you are satisfied that they have the information they
need. Any information they have not received, they can get in the
consultation session.
(ix) In the consultation session, the As meet in one half and the Bs in
the other half of the room. If another room is available, send one
group to meet there. The object of this session is for students to ,
compare the information they have received, and come to a

consensus as to what is actually the correct information. It is often
surprising how the versions that students bring to this session
conflict. However, through the process of group discussion, they
should arrive at the right conclusion. (10-15 min.)
(x) Read through the Dialogue as often as is necessary for

understanding. The dialogue contains a slightly different slant on
the situation, such as some new information or a new character.
Pair each A off with a different B so that they can practise the
dialogue together and do the exercises, (c. 30 min.)
(xi) Bring As and Bs back together into their groups, As together and
Bs together, for the policy-making session. They now discuss their
'Brief for Negotiating' and decide what the upper and lower limits
are for the demands they are going to make on the other group.
(10 min.)
(xii) Negotiating session: each A

then meets with a B, and in the light
on all the points and try to
of their revised brief, they negotiate
make a deal. Again, tape-record or video as much as possible.
(10-15 min.)
(xiii) (Optional) The whole class meets for a round-table negotiating

session where both groups hammer
the issue out together. The
time should be strictly observed. If, at the end
limit for this activity
of this period, no agreement has been reached, there is no deal.
(10 min., or longer if you think fit)
(xiv) De-briefing: a plenary session, where each member has the

opportunity to discuss the problems he had personally in the
activity, and to find out what was on his opposite number's pages.
(xv) Feedback: although this is the most important part, it is probably

best left to the following lesson. Meanwhile, go through all
recorded or written material and write lists of corrections for the

students. In the lesson, play back selected parts and discuss
mistakes.
(xvi) Some Don'ts
— Don't pounce on small errors during group or pair work.

— Don't allow sessions to drag on. Keep it fast and lively.
— Don't allow individuals to dominate their groups.
The Takeover Bid
Cecil Parkes Clothes Limited, a company who manufacture exclusive

women's clothes of very high quality and at very high prices, have
established that woollen clothes will remain fashionable for a long time.
They are already manufacturing several lines in woollen clothes, and now
feel thatit would be worth their while to buy their own woollen mill to
ensure their supply of high quality Shetland wool.
They have previously been supplied by Highland Wool, a company which

owns a woollen mill on the Scottish mainland. Because they have always
been very satisfied with the quality of the wool they have received, they
have decided to find out whether Highland Wool's business is available to
buy.
Photograph courtesy of Wool Industries Research Associ;

1 Complete the words in the right-hand column:
to produce manufacture
expensive and produced in limited numbers e
to find out, make sure of e
one of a firm's products I
made of wool w
something that can be obtained is a
2 Fill each gap in the following passage with an appropriate word:

Cecil Parkes Limited, a company who manufacture exclusive
clothes of very high and at very high prices,
established that woollen clothes will fashionable for
a long time. are already manufacturing several lines
woollen clothes, and now feel it would be worth their
to buy their own woollen to ensure their supply of
quality Shetland wool.
They have been supplied by Highland Wool,
company which owns a woollen on the Scottish mainland.
they have always been very with the quality of the
they have received, they have to find out whether

Highland Wool's business is available buy.
3 Match the expressions with the functions:

Function Expression
asking for information I really can't agree to that . . .
starting an interview yr | think that would be satisfactory,
interrupting / Could you tell me a bit about. . . ?
disagreement Sorry to butt in, but . . .
agreement Shall we get straight down to business?
4 Cecil Parkes want to buy a mill. They feel this would be cheaper
for them.
Cecil Parkes feel it would be cheaper for them to buy a mill.
Rewrite these pairs of sentences in the same way:

RSA want to employ a computer expert. They feel he could be
helpful to them.
Ducann wants to consult a lawyer. He feels this might be a
Fred
worthwhile precaution.
The managing director wants to visit Highland Wool. He feels this
would be interesting.
Haulage International want to buy new lorries. They feel this would be a
good investment.
WOOL The modern woman knows

that woolhere to stay.
is
That only wool can provide
her with the combination of
elegance and practicality
she needs to look her best
at all times.
We at Cecil Parkes know
this too. That'swhy we are
continuing with our lines in
wool. That's why we will
always make woollen
clothes. Because we also
know that wool is a unique
material. That only wool has
the softness and strength to
make excellent clothes.
And that's why we only take
the best wool for our
clothes. Wool from
Scotland. Wool from the
Shetland Islands and the
Scottish mainland.
We have our own suppliers
of wool. And we only take
the best.
Come to one of our shops.
Anytime. Try some of our
lines in woollen clothes.
Our staff are always glad to
help and advise you.
cecil parkes ltd.

10
Information Sharing
You are: David Barkworth, Deputy Managing Director of Cecil Parkes Ltd.
Details of Cecil Parkes' needs
Cecil Parkes already have several woollen clothes. They are now
lines in
thinking of establishing certain lines the 'classic' style on a permanent
in
basis. This means that a regular supply of wool would be necessary.

Because of the present irregular method of supply from various
companies, they want to establish a definite provision of wool on a
permanent basis, in order to ensure this regular output of woollen clothes.
This output depends almost entirely on the amount of wool available, as
there is a steady market for this kind of product.
Because of Cecil Parkes' good reputation for high quality, only the best
types of wool would be suitable. They are particularly interested in wool
produced in the Shetland Isles. They are also interested in wool that is
milled with great expertise and on top-quality machinery. The personnel of
the mill would therefore have to be skilled and experienced operators using
modern machinery. The management of the mill would also have to be
extremely expert, using the most modern methods of line management
and personnel management. There would also have to be an efficient
transport system available to bring the wool to the factory in London.
Instructions
Find out from Jonathan Snodgrass (the representative from Highland

Wool) all you can about the following:
the mill's staff
the management
the method of supply
the transport
the value of the company

the machinery
the quality of the wool they produce
This is not a bargaining session. Your object is to find out and give
information, and then report back to your group.
11
Dialogue
Janet Smith, Managing Director of Cecil Parkes Ltd., is talking to Donald
Macgregor of Highland Wool on the telephone.
JS: Mr Macgregor?
DM: Yes.
JS: Ah, I'm so glad could get hold of you, Mr Macgregor. I'm calling
I
you from London, so shall we get straight down to business?

DM: Certainly.
JS: Now, as you know, our company is interested in buying Highland

Wool, and was wondering how you feel about that.
I
DM: Well, in principle the mill is available to buy. However, I've had to
make certain promises to my workers. There are certain conditions
you would have to fulfil if you wanted to take over the mill.
JS: Yes. I see. Er . . . could you tell me a bit about these conditions,
Mr Macgregor?
DM: Well, I've had to promise that there will be no redundancies as a
result of the takeover.
JS: Yes, I think we can agree to that.
DM: . . . and that each employee is able to retain his position in the
firm. We have a very small, isolated community here, and . . .
JS: Sorry to butt in, Mr Macgregor, but do you mean that each
employee would be able to retain his position for life?
DM: That's more or less the strength of it, yes.
JS: Well, see but don't think we'll be able to agree to that
I . . . I . . .
Perhaps we can work this out later on Could we talk about the . . .
price perhaps?
DM: Yes, certainly. Our accountant estimated the value of the firm at
£2,000,000 in the last audit.
JS: So this is the sum you are asking for?
DM: Yes. If this is the value of the firm, I think it's appropriate if you
pay this price, don't you?
JS: Well, of course, this is something we'll have to go into with our
own accountants.
DM: Certainly.
JS: Well, I can't see any insuperable obstacles. David Barkworth is

coming up to Scotland to talk to your representative, and hope I
we'll be able to work out a satisfactory deal together.

DM: Good. Fine.
JS: Well, it's been nice talking to you, Mr Macgregor. I hope we'll
12
arrive at a satisfactory arrangement.
DM: Fine. Thankyou for calling. Goodbye.

JS: Goodbye.
Practise the dialogue in pairs.
Find an expression in the dialogue that is used for each of the

following:
a asking for information

b interrupting
c disagreeing
d evasion.
Fill in the missing words. Don't look at the text.
a I don't see any obstacles.
b There are certain conditions you would have to if you

wanted to take over the mill.
c Do you mean that each employee would be able to his

position for life?
d This is something we'll have to with our

accountants.
e I hope we'll arrive at a satisfactory .
4 Discussion:
Think of three adjectives to describe Donald Macgregor, and three to

describe Janet Smith. Discuss your choice of adjectives with the class.
5 Negotiating:
In order to make compromises, it is useful to know how to use

'provided' and 'providing', which both mean the same thing. These
simply express a condition, and can be used in other contexts, for
example:
'Providing (that) it doesn't rain, we can have dinner outside.' This is
usually used as an answer in the following way:
A: Well, think we can have dinner outside tonight.

I
B: Yes, providing (that) it doesn't rain.
13
:
6 Find a suitable answer from List 2 for each of the sentences in List 1
So the company is available Yes, provided (that) it's top

to buy? quality.
Do the employees want to stay Yes, provided (that) they're

at Highland Wool? skilled operators.
So you need a lot of wool? Yes, providing (that) you buy it
from the Wool Board.

Do you want to keep our present
personnel? Yes, providing (that) we get a
good price for it.
Will we be able to buy wool?
Yes, providing (that) they can
retain their position for life.
Photograph courtesy of British Wool Marketing Board.
14
Brief for Negotiating
You are: David Barkworth.
Cecil Parkes Ltd. have done a certain amount of research into Highland
Wool Ltd.,and have decided that the mill is ideal for their purposes. The
size of the mill can remain the same, but there will be a lot of modernising
and general 'streamlining' necessary to bring it up to the highly efficient
standards that Cecil Parkes expect from all their enterprises. One of the
objects of this 'streamlining' is to reduce staff eventually, while maintaining
the same output.
As representative for Cecil Parkes Ltd., you have to negotiate on the

following points:
1 You want to buy the company.

2 Your accountants have established that the mill and the lorries are in
fact worth more to you than their accountant's estimate of £2,000,000.
However, Highland Wool don't seem to know this, so you might as
well try to get it for a little less if you can.
3 You want to take over the mill with all its present staff of skilled
workers. You are not prepared to raise their wages, but you will
continue to employ them on the same conditions as before.
4 You are planning to reduce staff eventually, so you are not prepared to
make any guarantees about the security of jobs in the future. (This is,
of course, a very delicate issue, and you will have to be very careful
when talking about it.)
5 You want the firm to be run according to the most modern

management methods. You will therefore appoint your own manager.
There is no Donald Macgregor,
possibility of who is very
old-fashioned, staying on as manager.
You will have to negotiate on all these points. First, get together with all
the other Cecil Parkes representatives, decide how far you are prepared to
compromise on all these issues, and decide what your upper and lower
Then meet with Jonathan S nodgrass and try to make a deal.
limits are.
15
Industrial Relations
Chemco is a large manufacturer of chemical products, employing about

10,000 workers. The workers are nearly all members of UCW, the Union of
Chemical Workers, which negotiates terms and conditions of employment
on their behalf. There is normally an annual bargaining session, where pay,
holidays, hours of work and other terms of employment are ironed out.
This year there has been a sudden increase in Euro's inflation rate. Inflation
in Euro usually runs at 10%, but for various reasons it has been running at
18% over the past three months. For this reason, Bob Newstein, the
President of UCW, has arranged a meeting with Paul Scott, the Personnel
Manager of Chemco Ltd., in order to put the employees' claim for a higher
basic rate of pay.
Relations between the Union and the managementat Chemco are good.
However, at a recent union meeting, the workers voted in favour of a
demand for a 20% pay increase. Newstein, therefore, has the
responsibility to put this demand to the Chemco management.
16
something which is manufactured p
negotiations over pay b
to settle or solve (a problem) i o
the amount of inflation inflation r
something asked; a demand c
work done after normal working hours o
to make smaller or shorter r
the time worked in a week w w

wages looked at in terms of their
actual buying power are wages in r
150% of normal pay time-
Fill each gap in the following passage with an appropriate word:

Chemco is a manufacturer of chemical products, employing
10,000 workers. The workers are all members of
UCW, the of Chemical Workers, which negotiates

and conditions of employment on behalf. There is normally
an bargaining session, where pay, holidays, of
work and other terms employment are ironed .
This year there has been sudden increase in Euro's inflation
. Inflation in Euro usually runs 10%, but for various
reasons has been running at 18% the past three
months. For reason, Bob Newstein, the President
UCW, has arranged a meeting Paul Scott, the Personnel
Manager Chemco Ltd., in order to the employees'
claim for a basic rate of pay.
Relations the Union and the management Chemco

are good. However, at recent union meeting, the workers
in favour of a demand a 20% pay increase.

Newstein, , has the responsibility to put demand to
the Chemco management.
17
. .

Expression Function
Now, I think you'll agree that
I feel I ought to say that . . .
One important point is . . . persuasion (6)
Well, you must realise that . . .
Well, you have to admit that
I think we have to consider . . .
Yes, but you do realise . . .
I would like to say here . . . introducing a point (4)
Yes, but don't forget that . . .
I think I should say that . . .
4 In your first meeting with your opposite number, you will have to provide
him with some information. On the left is a list of the points you want to
introduce, and on the right is a list of openers you can use to introduce
these points.
Choose one of the openers for each of the points:
Points Openers
Inflation is running at 18%. I would like to say that . . .
Relations between the Union and I think we have to consider

the management are very good. that . . .
Inflation in Euro usually runs I would like to say here that . . .
at 10%.
One important point is . . .
Chemco employs about 10,000

You should know that . . .
workers.
The workers are demanding a

20% pay increase.
Complete this dialogue by writing in a suitable expression:

A- (asking for information) ... the workers' demands?
B: (introducing a point) . . . they have voted in favour of a 20% pay
increase.
A: (introducing a point) . . . that inflation is only 18% at the moment.

B: (persuasion) . . . that the increase should be higher than the inflation
rate because ...
A: (interrupting) . . ., (persuasion) ... the company cannot afford this
kind of increase.
18
Information Sharing
You are: Paul Scott, the Chemco Personnel Manager. You are going to a
meeting with Bob Newstein, the President of the Union of
Chemical Workers, in order to find out what the demands of
the workers at Chemco are. To do this, you will have to listen
carefully to what he has to say. You will also have to provide
him with the following information:
You are prepared to offer the following:
1 An increase of 8% in the basic rate. Because of inflation, the company is

having to pay higher prices for its raw materials. There is, therefore, less
money available for wage increases.
2 You are not prepared to offer any extra days' holiday. Chemco has
accepted a big contract, and will have to use all its capacity for the next
few months.
3 You are prepared to reduce the working week from 40 to 39 hours,
provided that the workers guarantee to work overtime on the new
contract.
4 You are prepared to review the workers' pay every three months, but you
cannot guarantee that wages will be increased by the same amount as the
inflation rate.
Instructions
Find out all you can about the following:

1 how much extra pay the workers want
2 whether they want any extra holiday
3 if they will accept a reduction of one hour in the working week
4 whether they are prepared to work overtime
5 whether they will accept your offer to review pay every three months.
This not a bargaining session. Your object is to find out and give
is
information. You should find out as much as you can from Bob Newstein,
and then report back to your colleagues. You should not try to reach an
agreement until after you have discussed the situation with your
colleagues.
19
Dialogue
Bob Coles, a Chemco worker, is talking to Fred Smith, a foreman, about
the situation at Chemco.
Bob : Morning, Fred.
Fred : Morning.
Bob : What's this about the management only offering us 8%?

Fred : Well, don't know much about it
I
but you do realise that's . . .
probably all you're going to get, don't you?
Bob : Well, I think if we don't get more than that, there'll probably be a
strike.
Fred : Well, don't forget that you're asking for more than just the 20%
increase —
you're asking for a shorter working week and more
holidays as well.
Bob : Yes, but if we got our 20% we probably wouldn't want so much
extra holiday . . .
Fred : I we have to consider the company's position at the moment

think
. we've just taken on a new contract and we won't be able to
. .
meet it if everyone gets a shorter working week.

Bob : If we got a shorter working week, then we'd be prepared to work
more overtime.
Fred : Well,if you can do more overtime, you don't need a shorter week,
do you?
Bob : Well, look, that really is nonsense. At least you have to admit that
we need more money — don't forget that inflation is running at
18% at the moment ... I think you'll agree that our wages are
going to go down in real terms if we don't get an increase.
Fred : Yes, but one important point is the company's position at the
moment. If the company has to pay higher prices because of
inflation, and has to pay higher wages as well, then we're all going
to be in trouble.
Bob : Well, I suppose we'll have to see what happens at the next
meeting.
Fred : Aye.
1 Practise the dialogue in pairs.
2 Find as many expressions as you can in the dialogue that can be used
for the following:
a introducing a point
b persuasion
c interrupting.
20
3 Fill in the missing words. Don't look at the text.
a You do realise that's probably all you're going to , don't

you?
b You're asking for a shorter week and more holidays as
well.
c I think we have to consider the company's _ at the

moment.
d Well, look, that really is .
e Inflation is at 18% at the moment.
4 Writing:
Write a report of your meeting with your opposite number, setting out
your respective proposals.
5 Compromising:
It is often necessary to use 'if sentences in order to make a
compromise. On the left are a number of 'if sentences (conditions)

and on the right are a number of consequences. Match the conditions
with the consequences in a sensible way.
If you agree to work overtime . . . Our wages would go down in
real terms.
If the workers went on
strike . . . Then we'd all lose our jobs.
If we agreed to an increase We'd be prepared to work

of 8% . . . more overtime.
If the company went bankrupt . . . The company will have to
pay higher prices.
If we lose the new contract . . .
Then we'll agree to an

If we had a shorter working
extra day's holiday.
week . . .
If you agree to a 35-hour week . . .

We'll agree to a 15%
increase.
If you want us to work
You'll have to offer us
overtime . . .
time-and-a-half.
If we agreed to a 20%
The company would go
increase . . .
bankrupt.
If you don't agree to the
The company would lose its
overtime . . .
new order.
If inflation continues . . .
The company will be in
trouble.
Then we can't afford more

than 10%.
21
You are: Paul Scott. You are now going to your final meeting with Bob
Newstein, where you will have to negotiate an agreement. You
will have to make some kind of compromise in order to avoid a
strike, and you should decide with your colleagues before the
meeting what your upper and lower limits are for this
compromise. The Union may threaten a strike or a go-slow if
their demands are not met. You should try to avoid a strike at
all costs. Your new contract is very important and you will lose
it if the products are not ready in time.
You are now prepared to offer the following:
1 A 12% increase in wages, provided the workers agree to work

overtime during the period of the new contract. Overtime will be paid
at time-and-a-quarter.
2 No increase in holidays, but workers can have one free day a month if
they work an extra hour a day for 8 days in the month at the basic rate
of pay.
3 You are still only prepared to reduce the working week from 40 to 39
hours.
4 You are not prepared to adjust wages to the rate of inflation.

However, you can offer a review of wages every two months.
You will have to negotiate on all these points. First, get together with the
other Personnel Managers, and decide what your upper and lower limits
are. Then, meet with Bob Newstein and try to get a good deal for the
company. Remember, you should at all costs try to avoid a strike!
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i. J* ut al-qiiip cck .io nuiui p' ii'vr. a" a
Chemco talks — X
Vi result today ('J

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*
n. Talks aimed at averting the threatened .eni
industrialaction at Chemco resume this hoc
- i morning after a promise by both co- :
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22
Oil
The Eurovan government want to make a contract with Achmed Onasti, a

foreign magnate, for 10m barrels of crude oil. This oil is to be used to
oil
provide power for essential industries such as the country's electricity

supply. Onasti owns the world's biggest fleet of oil tankers, as well as
dozens of other highly profitable industries. He also owns an airline that
uses the main Eurovan airport in Capital City a great deal.
Onasti buys most of his oil in the Middle East and then transports it all over
the world with his fleet of tankers. This, as well as his other lucrative
interests, has brought him from the back streets of Cairo to become one of
the world's richest men.
ZfjZ^t/Z+u*
23
)
a rich person who buys and sells m

a ship that transports oil t
a large number of ships f
something that makes a lot of money is I
absolutely necessary e
a lower price r
a serious or dangerous situation e
to seem likely to harm t
a formal expression of something s
The Eurovan want to make a with Achmed Onasti,
a foreign magnate, for 10m barrels of oil. This oil is
to used to provide power for industries such as the
country's supply. Onasti owns the world's biggest
of oil tankers, as well dozens of other highly profitable

. He also owns an airline uses the main Eurovan
airport Capital City a great .
Onasti buys most of his in the Middle East and
transports it all over the with his fleet of tankers.
as well as his other interests, has brought him from
back streets of Cairo to one of the world's richest
Provide, supply and deliver
'Provide', 'supply' and 'deliver' have similar meanings:

provide
We can supply > all the oil you need,
deliver )
We can p >you with

. all the oil y you need,
supply j
NOT We can deliver you with all the oil you need.
Note also: Our company supplies your company (with oil),
We delivered the oil to Amsterdam
on the 20th,
24
Fill in the gaps with 'provide', 'supply' or 'deliver':
1 A woollen mill will us with the wool we need.
2 Onasti a lot of European countries with oil.
3 The oil will be on March 15th.
4 Can you us with enough furniture for our office?
5 Haulage Ltd. are RSA with lorry transport.
6 Haulage the typewriters to Eastern Europe.
7 The oil the energy for Euro's electricity supply.
8 The money will us with more computers.

9 The raw materials were to us by an American
transport firm.
10 We hope that you can the materials before next

week.
Prepositions
Fill in the gaps with the prepositions on, at, in, with, to or for:
The Eurovan government is hoping that Onasti will supply Euro
oil. They are also hoping for a reduction the
normal price. The oil is to be used to provide energy
Euro's electricity supply. Onasti delivers oil a lot of
European countries. He will probably ask for an increase
the price before he will provide Euro any oil at all. The oil
should be delivered March 15th. It will probably be
delivered Amsterdam and then Capital City.
Match the expressions with the functions:

Could you come down a bit on the price?
Any chance of a lower price from you?
I'll have to ask my colleagues about that point.
Bargaining (6) What would be your lowest price for ... ?
Evasion (3) I'm afraid I can't say that at the moment.

Asking for Would you accept less than that?
.information (1)
I can't give the answer to that at the moment.
Are you prepared to accept . . . ?
What is your top price?
Could I ask you about . . . ?
25
6 They are going to use the oil. It will provide power for essential
industries.
This oil is to be used to provide power for essential industries.

1 We are going to use the lorries. They will take supplies from
Scotland to London.
2 They are going to use the building. They will store raw
materials in it.
3 We are going to use the money. It will provide us with more

computers.
7 Asking for information

In the information sharing session, you willhave to ask your partner
for information. This exercise will provide you with some suitable
openers which you can use to ask questions.
Match each opener with a suitable second part to make

sentences:
openers second parts
What would I like to ask is . . . the price of the oil.
I wonder if I could ask you . . . how much oil you need.

Could you tell me . . . when you can deliver.
What need I to know is . . . whether you will give us a

reduction.
I'm afraid I have to know . . .
how much you are prepared to

pay.
Paired practice
Get together with a partner, and use the openers to ask him as
many questions as you can on any subject. Your partner will also
ask you questions, which you should answer.
26
Information Sharing
You are: Victor Kane, Eurovan Government Secretary. It is your
responsibility to find out allyou can from the representative of
Onasti Oilabout the oil you want to buy. You have not bought
any oil from them before, but Mr Onasti is well known to you,
as his airline uses Capital City airport. You are going to a

meeting with Mohammed Kaftar, the representative from
Onasti Oil, in order to get the information you need. Euro very
badly needs oil for its essential industries. You should therefore
listen very carefully to what he has to say and also provide him
with the following information:
Details of your requirements
1 You want to buy 10m barrels of crude oil. Oil is very scarce at the
moment, and some buyers are offering very high prices. However,
you want the oil at the standard price of $50 a barrel.
2 The oil must be delivered regularly. You expect a delivery of 1m
barrels a month over the next ten months.
3 You will pay for the oil after each delivery.
4 If you get the oil at the price you want, and if all the deliveries come
on time, you will allow a reduction of 10% in the taxes on all the
income of Onasti Airlines from Capital City airport.
Instructions
Find out all you can about the following:

1 whether Onasti can sell you all the oil you need
2 the price of the oil
3 when they can deliver
4 when they want payment for the oil.
This not a bargaining session. Your object is to find out and give
is
information. You should therefore listen very carefully to what the
representative of Onasti Oil has to say, so that you can report back to the
other Government Secretaries later.
27
Dialogue
This 'dialogue' takes the form of a news report read by Robin Snow.
Good morning. The recent political problems in the Middle East are
threatening the supply of oil to Euro. Mr Paul de Veres, the Economics
Minister, made an official government statement on the problem last night.

Speaking at the Parliament Building in Capital City, Mr de Veres said: 'It is
possible that the new oil crisis will lead to a state of emergency in Euro. At
the moment we do not have enough oil for essential services such as the
country's electricity supply.'
When asked about the price Euro would have to pay for oil supplies, Mr de
Veres went on to say: 'Oil has been a scarce commodity for some time.
The price last week was $50 a barrel, and even then it was difficult to get.
This crisis could even mean that the price will double. We are hoping,
however, to secure a contract that will provide us with oil at the old price.'
Mr de Veres went on to say that the Eurovan government was negotiating
a contract with Onasti Oil for 10 million barrels of Onasti is well
oil. Mr
known to the Eurovan government because Onasti Airlines,
his airline,
uses the airport at Capital City a great deal. Onasti also owns the world's
largest fleet of oil tankers, as well as dozens of other highly profitable
industries. Onasti buys most of his oil in the Middle East, and transports it
all over the world with his fleet of tankers. This, as well as his other
lucrative interests, has brought him from the back streets of Cairo to
become one of the world's richest men.
It would seem that Mr de Veres is extremely optimistic when he says that
Onasti will sell oil to Euro at the old price of $50. In many people's opinion,
Euro will probably find that he does not want to sell us any oil at all. There
willbe an emergency Cabinet meeting in the Parliament Building tonight to
discuss the problem.
Here is the rest of the news . . .
28
1 Comprehension:
Only one of the four possibilities is true. Underline the sentence you
think is correct:
a i) There is plenty of oil available.

ii) Euro is going to have problems getting oil.
iii) There have been recent political problems in Euro,
iv) Political problems in the Middle East mean that Euro wil get
more oil.
b i) There is a state of emergency in Euro.

ii) There may be a state of emergency in Euro,
iii) There will be a state of emergency in Euro,
iv) There has been a state of emergency in Euro.
c Euro will probably have to pay ) $50 a barrel for oil.
i) $60
ii) $100
v) $20
) The government has already made a contract with Onasti.

i) The government cannot make a contract with Onasti.
ii) The government has stopped negotiating with Onasti.
v) The government is discussing a contract with Onasti.
Robin Snow thinks:
) Onasti will sell oil to Euro at $50 a barrel.
i) Onasti will not to Euro at all.
sell oil
ii) Onasti will sell Euro oil at $100 a barrel.
v) Onasti will go to the emergency Cabinet meeting.
Fill in the missing words:
a Political problems in the Middle East are the supply of

oil to Euro.
The oil crisis wil to a state of emergency in Euro.
We are hoping to make a contract that will us with

oil.
Mr de Veres is extremely when he says Onasti will

sell us oil at the old price.
Discussion:
Make a list of as many points as you can remember from the news
report. Number these points in order of importance. Discuss your

order with the class.
29
It is often necessary to use 'if sentences when negotiating. Match
the two parts of each sentence together. Pay attention to grammar
and sense.
If you don't accept our price we will agree to sell you
some oil.
If you agree to a reduction in
taxes we'd lose millions of

dollars.
If you sell us 5m barrels
Euro is going to have
If the oil doesn't come on time
trouble getting oil.
If we couldn't use the airport

we'd be prepared to sell
If the oil crisis continues you more oil.
If we don't get a better price we'll sell the oil to other
countries.
If you made us a better offer
If you stop our planes landing we won't sell you any oil
at all.
If we sell you any oil at all
we'll reduce your airport
taxes.
we want a reduction in
airport taxes.
we won't have enough for

our essential services.
we'll lose a lot of money.
at<\?<xSw
Photograph by British Petroleum
30
You are: Victor Kane. There has been an emergency meeting of the
Cabinet because of the new oil crisis. The government has
decided that it is absolutely essential to buy oil from Onasti. You
must therefore go to another meeting with the representative of
Onasti Oil. You will probably find that he does not want to sell
you any oil at all. However, the government has decided that if
Onasti refuses to sell Euro oil, they will stop his airline from using
Capital City airport.
Your wants are basically these:

1 You are prepared to accept Onasti's price of $60 a barrel.
2 You want as much oil as you can get. The minimum would be the 5m
barrels that Onasti offered you before.
3 You are prepared to offer Onasti a 20% reduction in taxes if he sells
this amount of oil at this price. .
4 If Onasti refuses to sell you oil, or will not sell you the amount you
want, you will
a) increase, perhaps double his taxes

or
b) stop some or all of his planes using Capital City airport.
You will have to negotiate on all these points. Remember, you are only
asking for what Onasti has already offered you. You do not feel that he
should raise his price or refuse to sell you oil just because of the new crisis.
Get together with the representative of Onasti Oil and try to make a deal.
31
RSA, a major international company, have several plants in Euro which
produce conventional typewriters. They now wish to build a plant that will
produce micro-writers, as they believe these are the future for their
company. The model for the micro-writers, which was developed from
micro-chip technology, was produced by RSA's Research and
Development Department.
RSA are interested in building the new
in Victoria Department in the
plant
West of Euro. The plant would beand would produce the plastic
small,
casings for the micro-writers as well as the mechanisms. The finished
products would then be brought to RSA's headquarters in Capital City.
Victoria Department an almost totally undeveloped part of Euro. Its

is
industries are mainly farming, woodcutting and tourism. The area where
RSA want to build is in the Victorian Forest, near the A1 motorway and
the River Victoria. This would provide RSA with the essential water
supply, and excellent transport facilities to Capital City. Other incentives to
build the factory in Victoria are:
1 Paul de Veres, the Eurovan Minister for Economics, is offering tax

reductions of 40% to firms which move their plants to Victoria
Department.
2 There is high unemployment in the area, and wages are much lower
than in Capital City.
RSA are hoping that production costs for each micro-writer will be 20%
lower in However, they have to reckon with Euro's environmental
Victoria.
protection laws, and with Eva Moreno, Euro's tough Minister for the
Environment.
EURO
32
VICTORIA Department, one of the most beautiful and unspoilt areas of
natural beauty in the world, is situated in the west of Euro.
The River Victoria, which runs through the Victorian Forest, is world-
famous for its shining waters and remarkable vegetation.
The Victorian Forest, where woodcutting and carving are still practised
inthe traditional way, still has its population of artists, farmers and shep-
herds. Famous for their hospitality and friendliness, these people are
ready to welcome you to Victoria at any time.
Victoria contains some of the best walking country in the world.
Come and enjoy the views of the Forest and the mountains, magnificent
both in summer and in winter. Victoria is a paradise for sportsmen. You
can swim or ski, ride or shoot, fish or hunt all the year round.
Because Victoria Department is by law a protected area, it still contains

forms of wild life, flora and fauna, that have totally disappeared in other
areas. Many famous naturalists have lived in Victoria to study uniquely
interesting examples.
There's something for everyone — so
VACATION IN VICTORIA!
33
usual, normal c
the department of a company that designs

new products R &D
the outside of a machine c
the workings of a machine m

absolutely necessary e
an attraction, motivation to do something i
hard, difficult to deal with t
to give a lower price is to make a r
poisonous or dangerous to health t
material that must be thrown away w

to throw away this material d
to let out (e.g. gas) e

RSA, a major international company, have plants in Euro
which produce typewriters. They now wish to a
plant that will produce , as they believe these are
future for their company. The for the micro-writers, which

developed from micro-chip technology, was by
RSA's Research and Department.
RSA are interested in the new plant in Victoria in
the West of Euro. plant would be small, and

produce the plastic casings for micro-writers as well as the
. The finished products would then brought to

RSA's headquarters Capital City.
Victoria Department is almost totally undeveloped part

Euro. Its industries are mainly , woodcutting and
tourism. The area RSA want to build is the
Victorian Forest, near the motorway and the River Victoria.
would provide RSA with the _ water supply, and
excellent transport to Capital City. Other to build
the factory in are:
1 Paul de Veres, the Eurovan for Economics, is offering tax

of 40% to firms which their plants to Victoria
Department.
34
.
2 There is unemployment in the area, and are
much lower than in City.
RSA are hoping that costs for each micro-writer will
20% lower in Victoria. However, have to reckon

with Euro's protection laws, and with Eva , Euro's
tough Minister for the
Sometimes it is necessary to provide information about what is

allowed and what is not. In this case we want to get away from the
expression Is it possible?', as this is not normally used by English
people in this way, and therefore is not idiomatic English.
On the right are a list of 'openers' you can use for providing
information about regulations, and on the left are a list of points you
want to make.
Match each point with an opener and form a sentence.
Points Openers
dumping waste in the Victoria The regulations do not permit
River
I'm afraid it's against the
build in a protected area regulations to . . .
burn poison waste It is not allowed to . . .
employ foreign labour I'm afraid you can't . . .
building a garage There is no chance of . . .
borrow all your capital You would not be allowed to . .
build over a certain height You couldn't . . .
let off toxic gases You wouldn't be able to . . .
In the same way, you will sometimes want to ask people about
regulations. Here again, we want to get away from 'Is it possible?'
Do these examples in the same way:

Would we be able to. . .? burn poison waste.
What are our chances of . . .< build in the Victorian Forest.
Could we. . .? employ workers from Capital City.
Would we be allowed to. . .? let off toxic gases.
Can we. . .? dump waste in the River Victoria.
Is there any way we could. . building a larger factory.
Would we be in a position to. leave our waste in Victoria.
35
Information Sharing
You are: Howard Friend ofRSA. As Planning Manager you are
responsible for this project.You are going to a meeting with
Nora Berger, a Government Secretary, in order to find out what
restrictionswould apply to your proposed factory in Victoria
Department. You are hoping for a 20% reduction in costs. You
will only have this if you can fulfil all the following points.
Otherwise your savings will be less.
The details of the proposed factory are as follows:

1 You want to employ local labour in order to save costs. However, you
want to employ managers and skilled workers from Capital City.
2 Size: for maximum efficiency, the factory should be 20 metres high
(excluding chimneys).
3 The plant should cover an area of 10,000 square metres. (Each metre
under 20 metres high, and each 1000 square metres under 10,000 in
area, would add 1 %
to your costs for each micro-writer.)
4 You want to dump your waste in the Victoria River. (Transporting the
waste out of Victoria Department would add 5% to your production
costs.)
5 You want to use a certain kind of hardening agent for the plastic you
use for the casings. This agent, when mixed with the vinyl, gives off a
toxic gas. Normally this gas is emitted through chimneys 100 metres
high which contain filters that absorb all the poison in the gases. You
have budgeted for this kind of chimney for the plant, and you hope
that this will be enough.
Instructions
Try to find out all you can about the regulations regarding:
the employment of local labour
the heights of buildings
the size of the area a building can cover
toxic gases
waste materials.
This is not a bargaining session. Your object is to find out all you can from
Nora Berger about these things, and to inform her about your plans.
36
Dialogue
Howard Friend, Planning Manager at RSA, has managed to get through to

Eva Moreno on the phone.
HF : Ms Moreno? This is Howard Friend of RSA. It's very kind of you

to talk to me. I know you must be very busy.
EM : Yes?
HF : Er, well, believe you know we're planning to

I build a plant in
Victoria Department?
EM : Yes, one of my Secretaries told me about it.
HF : Er, yes, Nora Berger. I talked to her yesterday.
EM : Yes. What exactly can I do for you, Mr Friend?
HF : Well, from the information received from Ms Berger, have I I
calculated that would be uneconomical for us to build our plant

it
in Victoria Department if the present regulations are applied, and I
was hoping. . .
EM : Sorry to interrupt you, Mr Friend, but I thought that Ms Berger

explained all that to you yesterday?
HF : Er, yes. . . well. . . she did, yes. But the point is that we were
planning to build in Victoria in order to help the unemployment
problem there and. . .
EM : And on the other hand to take advantage of the tax reductions

and the cheap labour in the area.
HF : Well, that as well, of course. But you mustn't forget that a plant
built by RSA would be of great benefit to the area. . .
EM : Could you be a little more specific?
HF : Er, yes, of course. mean, we mustn't forget that the

. . Er,. . . I
Victorian economy
low point because of the high is at a
unemployment, and also because there is very little industry. Now,
a plant built by RSA would provide jobs for the unemployed,
would provide money for the economy and so on.
EM : I appreciate your point of view, Mr Friend, but you want to build a
factory that will produce a lot of industrial waste, as well as toxic
gases.
HF : Well, the waste wouldn't be very much, really. . .
EM : And also you were planning to build above the regulation height,
and over the regulation size. Now you must realise that the kind of
plant you propose would not be acceptable. The regulations are
there to protect the environment. I'm afraid we can't allow. . .
HF : Sorry to butt in, Ms Moreno, but that's actually what wanted to I
talk toyou about. Now, understand that you have full authority I
37
over these regulations. I was hoping that we might get together
and talk about them.
EM : Well, I don't see that it would make much difference, Mr Friend.

The important point is that the environment is protected. Unless
you plan your factory differently, I don't think permission will be
granted.
HF : I see. Well, could I come and see you, Ms Moreno?

EM : Yes, perhaps you'd better. Would Thursday at three o'clock be all
right?
HF : Oh, yes, certainly.
EM : Come to the Parliament Building and the porter will take you to my
office. You won't be late, will you? have several appointments
I
that afternoon.
HF : No, no, I won't be late. Thank you very much, Ms Moreno.

EM : See you on Thursday, then. Goodbye.
1 Get together with another student and practise the dialogue. Change
rolesand practise it a second time.
2 In order to make a point, it is useful to have a suitable 'opener' with

which to introduce it. Notice the expressions that Howard Friend and
Eva Moreno use:
I believe you know that . . .
The point is that . . .
But you mustn't forget that . . .
We mustn't forget that . . .
You must realise that . . .
The important point is that . . .
Use one of these openers to make a point for each of the following
arguments:
{Example:
The plant would produce a lot a lot of unemployment in the area

of industrial waste.
Yes, but you mustn't forget that there is a lot of unemployment in the
area.)
It would be uneconomical for the environment must be

us with these regulations. protected
The regulations are there to the economy is weak
protect the environment.
Our plant would provide jobs in the plant would produce toxic
an area of high unemployment. gases
38
Building the plant in Victoria the environmental protection
would provide us with 20% tax laws are very tough
reductions.
It is unlikely that Eva Moreno we have the support of

will agree to the plant. Paul de Veres
RSA want to build above the a plant built by RSA would be of

regulation height. great benefit to the area
The plant would emit toxic gases. the plant would provide
jobs for the unemployed
We have the support of Paul Eva Moreno is against the plant

de Veres.
The kind of plant you propose Eva Moreno has full authority
would be against the regulations. over these regulations
3 Find an expression in the dialogue that you can use for each of the
following. There may be more than one expression for each.
1 starting a conversation politely

2 interrupting politely
3 making a point
4 disagreeing
5 asking for an appointment.
4 Mr Smith and Mr Brown are two businessmen who have to conduct

their business in English. Unfortunately, they have not read English for
Negotiating, so they are not very good at it. Can you help them to
improve this dialogue?
Mr Brown : It's me.

Mr Smith: What do you want?
Mr Brown : Is it possible to leave our cars in your car park?
Mr Smith : No, it isn't possible.
Mr Brown : Well, look, it isn't possible to leave our cars in the street,
and we all come to work by car, so. . .
Mr Smith : Shut up. It isn't possible to leave your cars in our car park.
Mr Brown : Well, you've got the only car park in town. . .
Mr Smith : I don't care. Put your bloody cars somewhere else.
Mr Brown : I'm coming to your office today.
Mr Smith : You're wasting your time. You can come on Thursday if
you want.
Mr Brown : Right.
Mr Smith : Right. (end of conversation)

(You can find expressions in the Dialogue and the other exercises that
willhelp you improve this dialogue.)
39
Negotiating
The next activity is the negotiating session. In order to negotiate, you

will have to make conditions. It will help you to make conditions if you
can use 'unless'. Notice that Eva Moreno says, 'Unless you plan your
factory differently, don't think permission will be granted.' 'Unless'
I
always expresses a negative condition. Here it means the same as 'if

you don't'.
Put the two halves of each sentence together correctly:
The buildings won't be high unless you plan the factory

enough differently
We'll have 5% extra production unless they allow us more

costs than 5000 sq. m.
Permission will not be granted unless we can dump waste

in the river
The factory will be too small
unless we employ local
We won't get the tax reductions
labour
unless we build over 10m.
40
You are: Howard Friend. You should by now have discovered that the
regulations regarding industry in Victoria mean, if applied
strictly, that your costs for the production of micro-writers
would not be reduced at all. In that case it would not be worth
your while to build a plant so far away from your base. Your
conversation with Eva Moreno does not seem to have been
very profitable, either. In fact your chances of making a deal
seem rather poor. At the same time, you are under a lot of
pressure from Claude Schmidt, your Managing Director, to get
permission to build the factory in Victoria. The one bright spot
is that Eva Moreno did agree to see you. It is rather unusual for
her to give interviews to people in industry. Maybe there is

some hope after all, as she has full authority to relax the
regulations if she wants to (or if you can persuade her to). You
already have all the information you need, so get together with
the other Planning Managers and decide:
1 how far you can compromise and still have a reasonable deal
2 what your upper and lower limits are.
Don't forget that it is very important to you to make a sensible deal. Maybe
your job depends on it! After you have seen the other Planning Managers,
get together with Eva Moreno.
Reproduced by permission of 'Punch' magazine.
41
The Bank Loan
It now seems likely that the giant RSA

multinational will soon begin the
manufacture of micro-writers, having just received planning permission for
a new plant. In order to finance their new plant in Victoria Department,
RSA must raise the necessary capital. To do this, they could:
1 sell more shares

2 apply to an industrial consortium for p loan
3 apply to the Eurovan State Bank for a loan.
The State Bank applies special conditions to Eurovan-owned companies

that want to develop inside Euro. Also, RSA feel that they are doing a
public service by investing in a high unemployment area like Victoria. They
also have the support of Paul de Veres, the Eurovan Economics Minister.
For these reasons, RSA are hoping for a loan from the State Bank on very
favourable terms.
RSA's Finance Manager, Eugene Leclerque, is going to a meeting with the

Eurovan Credit Manager of the State Bank to find out what kind of loan he
could expect.
Our
business is
helping your business.
The Eurovan State Bank has the most beautiful

banking premises world. It also has thousands
in the
of millions of dollars. Dollars your company might
be able to put to good use. Whatever the size of your
business, from one-man-band to multinational
combine, the Eurovan State Bank can help you with
finance.
Come and tell us about your needs. We consider
every case, from a new company car to a multi-
million-dollar plant. We can offer medium or long-
term loans, overdraft, leasing and hire purchase
facilities —
whatever is best for your company. Get
in touch with our Credit Manager now. He can
advise you on all the services we offer.
42
Complete the words in the right-hand column:
an association of several companies c
terms that favour the customer are f
ready and able to function o
the money paid on a loan, usually

expressed as a percentage i
a judgement of numbers or amount e
to keep to an agreement a to
one repayment on a loan i
very large h
fair and sensible r
RSA have just received planning for a new plant. In
to finance their new plant Victoria Department,
RSA must the necessary capital. do this, they

could:
1 sell more
2 apply to an industrial for a loan
3 apply to Eurovan State Bank for a .
The State Bank applies special to Eurovan-owned companies

that to develop inside Euro. Also, RSA that they
are doing a service by investing in a unemployment

area like Victoria. They have the support of Paul de Veres,
Eurovan Economics Minister. For these , RSA are
hoping for a from the State Bank very favourable
terms.
RSA's Finance , Eugene Leclerque, is going to

meeting with the Eurovan Credit Manager the State Bank to
find what kind of loan he expect.
43
.

I'm afraid I can't say that at the moment,
interrupting (3) Excuse me for interrupting you. . .
But that really isn't quite right.
I don't see how it's possible to say that.
I really can't give the answer to that at the

evasion (4) moment.
But on the other hand. . .
Sorry to butt in. . .
That's something we'll have to go into later

contradiction (3) on.
Could we talk about that later?
Do you mind if I say something here?
Asking for information

Inorder to receive information from your opposite number, you will
have to ask some questions. On the right is a list of openers you can
use to begin your questions, and on the left is a list of subjects you
want to ask about.
Choose one of the openers for each subject, and ask a question,
Subjects Openers
the regulations regarding Could you tell me about . . .?
loans
Could I ask you about . . .?
RSA's profitability
I was wondering about . . .
the Bank Rate

I would like to know more
the interest on a medium-term about . .
loan
Could we talk about . . .?
the cost of the plant
I'm interested in . . .
the nature of the product

What interests me is . . .
the repayments on the loan

What I really want to know
how much of our own money about is . . .
we would have to invest

any reductions in the
interest rates
5 Complete this dialogue by writing in a suitable expression:

A: Good morning, (asking for information) . . . your prices?
B: Certainly. We have several lines in woollen clothes.
44
I was told that you do cotton clothes as well.
Excuse me, (contradicting). We only do woollen clothes.
I see. Well, (asking for information) . . . your prices?

Well, (evasion) . . . but I can show you our products.
(persuasion) ... I can't buy anything unless I know the price.
(evasion). But do let me show you our products.
Mr Smith and Mr Brown are two businessmen who conduct their

business together in English. Unfortunately, they have not read
English for Negotiating, and they don't always use the right
expressions when speaking to each other.
Re-write this dialogue for them, using the expressions you have
learned:
Mr Brown: How much do you want for your product?
(Example : his expression is too direct, and can sound rude in English.
An improvement is:'Could ask you about your prices?')
I
Mr Smith: £100.
Mr Brown: That's too much. I want it cheaper.
Mr Smith: Well, you can't have it cheaper. We have a very good

product, and . . .
Mr Brown: Shut up. When can you deliver?

Mr Smith: I'm not going to tell you.
45
.
Information Sharing
You are: Oscar Angulo, the Eurovan Credit Manager of the State Bank,
and you are responsible for all loans to industry for the whole of
Euro. You know that RSA want to build a new plant in Euro,
and that they are hoping to get a loan from the State Bank. It
will be your job to approve the conditions for this loan, so at
your meeting with Eugene Leclerque, you should try to find out
all you can about RSA's plans. At the same time, he will want
to know what kind of loan he can expect from you, so you

should provide him with the following information:
Regulations regarding loans to industry

1 A medium-term loan can be provided to companies which invest in
VictoriaDepartment at a rate of 11%. (The normal rate is 13%.) This
loan must be repaid over a minimum period of 2 years or a maximum
period of 7 years.
2 A long-term loan can be provided at the Eurovan State Bank Rate.

This is at present 10%, but can vary by up to 1 every year. %
3 With both of these loans, the period must be agreed in advance.
Normally the Bank makes an estimate of the company's future
income, and advises the company as to how long it would take them
to repay it. Once the period for the loan has been agreed, it must be
adhered to — that is, the company cannot complete the repayments
before or after the agreed term. The loan must be repaid in equal
instalments.
4 Loans of over $1 m qualify for a further reduction of 1 %

5 The normal position of the Bank is that it will only lend a maximum of
half themoney for any one project. Also, the Bank will only provide as
much as the company invests of its own capital, so, for example, if the
company borrows 30% elsewhere, the company must invest 35% of
its own money, and the Bank will then provide a maximum of 35%.
This is normal practice, but it is not a regulation. It depends on the
financial position and general profitability of the company, and also on

the kind of project it is undertaking. It is therefore open to negotiation.
Instructions
Find out as much as you can about the following:
1 how long RSA will need the loan for

2 how much they will need
3 how much of their own money they are prepared to invest
4 whether they are trying to get finance elsewhere

5 how much profit they expect to make from the new plant.
It is also important that you think that Mr Leclerque is the right person to
46
deal with a loan from the State Bank. Make sure you form an impression
of him, and decide whether you think he is suitable to handle the loan.
Discuss this with your colleagues.
This is not a bargaining session. Your object is to provide and receive

information that you can discuss with your colleagues afterwards.
Dialogue
This dialogue takes the form of a television programme on Victorian local
television. Robin Snow is talking to Paul de Veres, the Eurovan Minister for
Economics, about RSA's plans to build a factory in Euro.
RS: Good evening, ladies and gentlemen. Tonight, we have with us in

thenewsroom Mr Paul de Veres, the Minister for Economics, who
has been involved recently in the proposal by the giant typewriter
firm, RSA, to build a new factory in Victoria. Good evening,
Minister.
PV: Good evening.
RS: Mr de Veres, we've been hearing a lot recently about RSA's plans
to build a new factory in Victoria. Do you think this factory would
really benefit the Victorian people?
PV: My answer to that question would be a definite yes. A factory of

the kind proposed by RSA would provide jobs in an area of high
unemployment; would provide money income that is badly —
needed — at a time when the Victorian economy is at its lowest
point; would give. . .
RS: Excuse me for interrupting you, Minister, but isn't there another
side to this question? mean, we've been hearing about the
I
pollution this factory would cause and the huge profits that RSA
would make, that would all go into their main plant in Capital
City. . .
PV: Excuse me, but that really isn't quite right. There is no question of
huge profits. RSA is a normal firm making normal profits. Now
. er
. . it'll probably be twenty years before this project in Euro
. . .
shows any extra profit at all. After that time, we'll see whether the
47
profits stay in Victoria to develop the plant even further, or go to
the main plant in Capital City. We've gone into this very carefully
with the State Bank, and we're satisfied that RSA will only be
making reasonable profits in Euro. Profits that are normal for any
business of this size.
RS: On the subject of business, Minister, is it true that RSA are being
provided with public money for their factory?
PV: Ah, no, I'm sorry, but this really is nonsense. There is no public
money at all going into RSA. None whatsoever.
RS: But they are getting a loan from the State Bank?
PV: They are getting a loan from the State Bank. Again this is quite
normal — all companies that wish to develop can apply to the
State Bank for a loan.
RS: At the normal rate of interest?
PV: I'm afraid I can't say that at the moment.

RS: But are they getting favourable interest rates?
PV: I really can't give the answer to that at the moment. The
conditions for the loan are the responsibility of the Director of the
State Bank. He will have to consider all the factors connected with
this loan. The important point for Victoria Department is not that
RSA is building factories on public money, but that they are
providing jobs at a time when they are badly needed. This is the
main point to consider now.
RS: Mr de Veres, thank you very much.
PV: Thank you.
48
You are: Oscar Angulo. You have just had a meeting with the Director of
the State Bank. He is under a lot of pressure from Paul de
Veres, the Minister for Economics, to provide a favourable deal
for RSA's loan. It seems de Veres cannot provide RSA with
government money directly, so he wants the State Bank to
give them a cheap loan, and the Bank's lower income from the
lower interest rate be made up with public money. You are
will
therefore in on loans. At the
a position to relax the regulations
same time, the Director is against the idea personally, and he
wants you to get a reasonable deal from RSA without them
going elsewhere for credit. He has told you that you will be
promoted if you can keep RSA within the following limits.
However, there will be a lot of trouble if they refuse the terms
of the loan, so you will not be able to insist on any of these
points. All these limits can be negotiated.
As Credit Manager you will have to negotiate on the following points:

1 You are prepared to offer RSA a very long-term loan at 8 Vi % interest.
This interest will not vary with the Bank Rate.
2 You are prepared to make the loan interest-free for the first year.
3 The Bank will provide 60% ($1 .2m) of the money, provided that RSA
do not go elsewhere for finance, and make up the other 40%
($800,000) themselves.
4 RSA can make the first repayment after two years. Don't forget to
point out that you are making some very generous offers, and that
RSA should not expect too much from the State Bank as RSA is, after
all, a commercial organisation that wants to make profits.
You will have to negotiate on all these points. First get together with your
colleagues in the Bank, and decide what your upper and lower limits are.
Then meet with Eugene Leclerque and try to get a good deal for the Bank.
49
The Computer Expert
RSA, while being based in Euro, have outlets all over the
Typewriter giants
world, serviced by computer. Because of the recent expansion of their
all
computer department, and because of new kinds of technology which

have been introduced into the world of computers, they are looking for an
expert to run the computer department and provide advice on the latest
kinds of hardware and software.
Because computer science courses were introduced into Eurovan

universities at such a late stage, all the highly qualified computer experts in
Euro are recent graduates. None of these has the experience or maturity to
run a large department. The firm have therefore been forced to look
outside Euro for their candidates. The personnel department has recently
come up with an American computer expert named Jim Davies, who is at
present working in Germany. The question is whether Davies can be
persuaded to take the job on the terms RSA want to offer him.
"Send someone a bill for a million pounds.

They'll think we've got a computer."

part of a firm separate from its central office
an agent or seller a firm uses to sell its products

an increase in size
materials used for programming computers

the computers themselves
a person being considered for a job
50
Because of recent expansion of RSA's
department, and because of new of technology that have
bee.n into the world of computers, they looking for
an expert to the computer department and provide
on the latest kinds of and software.

Because computer science courses introduced into Eurovan
universities at a late stage, all the qualified
computer experts in Euro recent graduates. None of these
the experience or maturity run a large department.
The have therefore been forced to outside Euro for
their candidates. The department has recently come up

an American computer expert Jim Davies, who is
at present in Germany. The question is Davies can
be persuaded to accept the on the terms RSA want to

him.

Now, how do you feel in principle
about. . .?
There are certain points that I'll have to

asking for information consider very carefully.
arranging a meeting Excuse me for interrupting you, but . . .
interrupting I'll ask him to get in touch with you.

hesitating Can you come and see us?
Are there any other points that are
bothering you?
4 The firm have found a computer expert. His name is Jim Davies.
The firm have come up with a computer expert named Jim Davies.

RSA have invented a new typewriter. It is called the GLTX.
Highland Wool have developed a new system. It is called Super-Spin.
Brims has written a new book. It is called English for Negotiating.
51
Information Sharing
You are: Jim Davies, an American computer analyst. You have received
an invitation from Fred du Pont of RSA Ltd., asking you to
come to Euro to see him. You are therefore going to the
meeting with du Pont to find out more about the job he has
available.
Details of your background

1 You have a degree in English Literature from the University of Harvard.
You have no further academic qualifications.
2 You spent the first five years of your working life in the computer
department of Onasti Oil, where you went through an intensive
training course on all the various kinds of computer hardware and
software, and you are now an expert in these subjects, and in several
computer languages. You then spent ten years as a consultant for
large firms in New York, where you gained wide practical experience
of all the factors involved in computer language and technology. You
are now managing a large computer department in an American firm's
European department in Frankfurt, West Germany, where you have
learned fluent German.
3 Your conditions of work are the following:
Salary : $60,000 per year
Hours of work : 8.00-16.30

4 Benefits: Free luxury house. Free education for your children at the
International School.Annual plane fares for the whole family to the
United States. Luxurious office, secretary, business travel by company
plane.
5 You have to pay 10% of your salary in American income taxes. (This
would also apply if you went to Euro.) You also pay $14,000 in German
taxes.
6 Your job in Frankfurt is very hard, with lots of problems and unpaid
overtime. You are interested in the more relaxed working environment
in Euro.
Instructions
Find out from Fred du Pont all you can about the following:
1 the responsibilities of the job
2 the hours of work and holidays

3 the working conditions
4 housing and schools
5 salary and 'extras' for the job, such as transfer expenses

6 taxation on the salary for a married man with three children.
52
Dialogue
Jim Davies has visited Fred du Pont in Euro. Du Pont has given Claude
Schmidt, Managing Director of RSA, a very good report on Davies.
Schmidt is now phoning Davies in Frankfurt to arrange another meeting.
CS : Good morning Mr Davies, this is Claude Schmidt, RSA Euro.
JD Ah yes. How are you, Mr Schmidt?

CS Very well, thankyou. believe you've been to see Fred du Pont
I
about coming to work with us?

JD : Yes.
CS : Well,Mr Davies, Mr du Pont has a very high opinion of you. Now,

how do you feel in principle about coming to RSA?
JD Well, I'm interested, certainly. But there are certain points about it
that I'll have to consider very carefully. was reckoning on a I
higher salary . . .
CS : Excuse me for interrupting you, Mr Davies - Er, if you are still
interested in principle, I'm sure we can iron out these details with
further discussion.
JD Well, I hope so, but understand from Mr du Pont that he's

I
limited by his budget as to the amount of salary he can offer.

CS : Well, I think we can discuss all these things together. I'm happy to
know that you're basically interested in the job. Are there any
other points that are bothering you?
JD Well, there's the problem that I don't speak any Eurovan . . .
CS : Yes, I've talked about that with Fred du Pont. He says we can lay
on an intensive language course for you for your first month
with us.
JD Oh, I see, for a whole month?

CS : Oh yes. It's very important to us that you learn as much Eurovan
as possible. Most of our staff don't speak any English, you see.
JD Hmm ... Well, we're going a bit fast for me at the moment, Mr
Schmidt. After all, we haven't really come to any agreement yet.
CS : Of course, of course. Well, I'm glad to hear that you're thinking

about it, anyway. Can you come and see us again?
JD Yes. I think that'd be best.
CS Good, I'll ask Fred to get in touch with you.

JD That'd be fine.
CS Goodbye then.
JD Goodbye, thankyou for calling. I'll look forward to seeing you in
Euro.
53
1 Listen to the dialogue and then practise it in pairs.
2 Find an expression in the dialogue that is used for each of the

following:
a negotiation
b conciliation
c interrupting
d hesitation
e evasion.
How do you feel in about coming to RSA?

I was on a higher salary
I'm sure we can out these details.
He says we can on an intensive language course.
4 Discussion:
Make a list of the positive and negative points if Jim Davies goes to
work at RSA
a from the point of view of Jim Davies
b from the point of view of RSA.
Discuss your lists with the rest of the class.
EDITORIAL
TECHNOLOGY FOR EURO?
Every thinking Eurovan knows that tech- highly specialised knowledge upon which
nology is here to stay. We can look we are so dependent? There are only a few
around us here in Euro and see our train highly trained experts in Euro who are
lines and level crossings controlled by conversant with electronic and computer
radar, automatic vending machines, our systems. The more technology we intro-
electronic means of communication. We duce, the more our society will become de-
all know that this modern technology is a pendent on this tiny minority. And be-
valuable means of providing extra safety cause most of these people come from
and convenience for the public. Tech- abroad, it will be difficult for us to remain
nology saves money, time and sometimes independent. If we introduce technologi-
lives. But are we getting TOO dependent cal equipment, we must introduce it with a
on the super-technology of today? Would spirit of responsibility. We must not in-
we be able to manage by ourselves if our stall foreign products, run by foreign
computers and electronic machines were experts, that we in Euro do not yet under-
taken away from us? And is it wise to in- stand. Let us, by all means, move into the
troduce so much new technology that so technological age, but let us do it by edu-
few people understand? Nowadays, cating our own experts in our own univer-
nearly all Eurovan firms use some kind of sities. The opinion of the 'Eurovan Times'
computer to store their information and is, 'Wait'. Let us wait until we are ready
to carry out their administrative tasks. for the more futuristic kinds of techno-
Most of the people who use these ma- logy, and until we are able to run it for
chines do not really understand them at ourselves.
all. So who is it that is in control of this
54
You are: Jim Davies. You have discussed the opportunity with your
wife, and she is absolutely delighted at the prospect of going to
Euro. Euro is a beautiful country with a wonderful climate,
good food and excellent schools Your wife is
for the children.
also worried about your health, as she thinks that you are
working too hard, that your hours are too long, and that your
holidays are too short, in your present job. You also feel you
would be happier with RSA. You want a job with less pressure,
longer holidays, and more security. If you go to Euro, you want
to stay long enough for your children (2, 4 and 7) to be able to
go to Eurovan schools and grow up in Euro. The main problem,
however, is that it seems that RSA are not offering you enough
money. You want to feel that you are going forward in your
career, so you want to improve your present salary if you can.
You therefore want to negotiate on the following points:

1 All your transfer expenses from Germany to Euro should be paid by
RSA, regardless of the amount.
2 A net salary higher than your present salary. You should ask for about
$70,000.
3 As much annual holiday as you can get, so that you can spend time
with your children while they grow up. (Decide how much you want.)
4 You are not worried about any 'extras', as you know that schools are
free and housing is cheap. However, you would like the opportunity to
learn the Eurovan language.
You have to negotiate on all these points. First, get together with all
will
the othercomputer experts and decide how far you are prepared to
compromise on all these issues, and what your upper and lower limits are.
Then get together with Fred du Pont of RSA and try to make a deal.
55
Further Exercises
1 Jim accepts a contract for two years with RSA at $60,000 per annum
gross. At the end of this two-year period, he is faced with the
following choices:
a To sign another contract with RSA on the same terms and with
the same salary.
b To accept a job as a computer programmer with the American

army in Dallas, USA. The job provides security and a pension.
Working conditions are generally good, although there is
something of a military attitude in the way the managers treat their
colleagues. The salary is $24,000 per annum.
c To go back to his previous position in Frankfurt at the previous

salary.
d To accept a job with an international oil company in the Middle

East. Working conditions are terrible, and the political situation in
the country is very unstable. There is no security in the job. Salary
is $100,000 per annum.
Instructions
Get together with a partner, and one of you take the role of Jim, and
the other the role of Jim's wife. Decide together which job Jim should
take. Then discuss your decision with the rest of the class, giving your
reasons.
2 Writing Exercise
Write a memo from Fred du Pont, the Personnel Manager, to Claude

Schmidt, the Managing Director, informing him of the proceedings of
the final meeting with Jim Davies, and what agreement, if any, was
reached.
56
Transport
RSA's which they manufacture have recently been

sales of the typewriters
suffering, as they have been having considerable problems with their
transport firm, Briggs and Co., who have let them down over deliveries.
RSA are coming to the end of their contract with Briggs, and are looking
for another transport firm to take over from them.
A firm with a high reputation in this field is Haulage International, a

company based Holland but with a large depot in Euro. Haulage
in
International specialise in the transportation of delicate equipment such as

computers, and are probably the largest and most experienced firm for this
kind of work. RSA are therefore going to approach Haulage to find out if
they can do business together.
Biggest in Europe
Photo Library International - Leeds
57
Complete the words in the right-hand column:
to make or produce m
an agreement c
headquarters or store-house d
central or head office b
a person you can trust is r
doing good work; economical e
goods that are damaged or destroyed b
RSA have having considerable problems with
transport firm, Briggs & Co., have let them down over
. RSA are coming to the of their contract with
Briggs, and looking for another transport firm take
over from them. A with a high reputation in field is
Haulage International, a based in Holland but with
large depot in Euro. Haulage International in the
transportation of delicate such as computers, and are

the largest and most experienced for this kind of
work. are therefore going to approach Haulage
find out if they can business together.

Could I ask you about . . . ?
interrupting I'm afraid that wouldn't be possible.
asking for information I wonder if I could come in here?
bargaining I'm sorry to interrupt you, but . . .
disagreeing (refusing I wonder if I could ask you about . . .?
That's a little high for us. What would

your lowest price be for ... ?
We really couldn't accept that.
Briggs & Co. have let them down over deliveries.
'Let down' — if you let someone down, you don't do what you
promise.
58
Briggs & Co. promised to deliver. They didn't deliver.
Briggs & Co. let them down by not delivering.

1 You promised to provide me with a car. You didn't provide me
with a car.
2 They promised to give us a good contract. They didn't give us a

good contract.
We can also say: You've promised to (make) deliver(ies). You will
(make) deliver(ies), won't you?
This is better expressed by: You won't let me down over deliveries,
will you?

3 You've promised to pay me. You will make payments, won't you?
4 You've promised to do the work. You will do the work, won't you?
Smash the next lamp on the left. flat ten the pavement by the pub. nudge the sweet shop.
"
scrape the Market Cross, then just follow the skid marks to London.
59
Information Sharing
You are: Lawrence Van der Valk, Managing Director of Haulage
Haulage is one of the biggest transport firms
International. in
Europe, and you already have contracts with several

international firms. You are very interested in providing
transport for RSA, so you are going to a meeting with Pierre
Constanze, their Transport Manager, to find out how much
business he can offer you, and to provide him with information
about your company.
Details of your company

1 Your normal charge for lorry transport is $8000 per 1000 km. You
estimate that you could get about 1500 RSA typewriters into one of
your lorries, as you use much larger lorries than other European firms.
You might be able to lower the price if RSA give you a lot of business.
2 Your lorries already deliver all oyer Europe, including Eastern Europe
and the Soviet Union. You would be able to do this for RSA as well.
3 You have the capacity to do as much business as RSA can offer you.
Your company wants to expand and you welcome the extra business.
4 Your drivers are the best in Europe because they are much better paid
than in They all have good qualifications, and are always
other firms.
reliable and punctual. They have a reputation for efficiency and careful
handling of goods. You can provide references from other major firms
who are very pleased with your services. Normally, however, you
expect the client to arrange insurance himself for the goods you
transport, as you are not responsible for breakages.
Instructions
At your meeting with Pierre Constanze, RSA's Transport Manager, try to

find outall you can about the following points:
1 the price they normally pay
2 which countries they want to deliver to
3 how much business they can offer you
4 what they expect from a transport company.
This is not a bargaining session. Your object is to provide and receive

information.
60
Dialogue
Claude Schmidt, the Managing Director of RSA, is talking to Lawrence
Van der Valk, Managing Director of Haulage International, about the
possibility of Haulage transporting RSA's typewriters.
CS Good morning, Mr Van der Valk. I wonder if I could talk to you

about our transport.
LVV Yes, of course. I suppose you know I've been talking to Mr
Constanze?
CS Yes, yes. Now, could ask you about your

I prices?
LVV Our prices are fairly standard for all our deliveries. Our normal
charge for lorry transport is $8,000 per 1000 kilometres, and we've
estimated that we could get about 1 ,500 of your typewriters into
one of our lorries.
CS Well, look, I'm rather worried about this question of cost - it
seems this would put our transport costs up by one third and I'm
afraid that wouldn't be possible.
LVV Well, we could probably lower the price for you. This would
depend on the amount of business, which is er . . . . . .
CS Iwonder if could come I in here, Mr Van der Valk . . . What would

your lowest price be for, let's say, one million typewriters for
export?
LVV Well, of course, this would depend on the contract, but would I
say, for that amount of business ... we could probably lower the
price about 10%.
CS Ten per cent?
LVV Yes.
CS Ten per cent ... so you'd be asking $7,200 per 1000

kilometres . . .
LVV Yes.
CS . . . and that would be for 1,500 typewriters each time?

LVV Yes.
CS Hmm That's still a little high for us

. . . Would you then be . . .
prepared to accept responsibility for breakages?
LVV Our normal costs do not include breakages. The client is always
responsible for the insurance of goods in transit.
CS I see . . . well ... no ... we really couldn't accept that. Is there

any possibility of a lower price from you?
LVV This might also be possible, but again, of course, it would depend
on the amount of business.
CS I see. Well, perhaps we can still come to an agreement, Mr Van
61
der Valk. Can arrange another appointment
I
for you with Pierre
Constanze?
LVV Certainly.
CS Next Tuesday, perhaps?
LVV That would be fine.
CS Good. Goodbye, then.

LVV Goodbye.
1 Practise the dialogue in pairs.
2 Find an expression in the dialogue that is used for each of the

following:
a asking for information

b interrupting
c bargaining
d making an offer
e disagreeing.
a I'm rather worried about this of cost.
b This would on the amount of business.

c I would say, for that of business . . .
d Would you be prepared to accept for breakages?
e The client is responsible for the insurance of goods in
4 Discussion:
Write down three things you have learned about RSA, and three
things you have learned about Haulage International. Discuss these
points with the class.
5 Problem:
What price would Haulage have to offer if RSA's increase in costs

were to be kept down to 10%?
62
You are: Lawrence Van der Valk. Since your conversation with Claude
Schmidt, Managing Director of RSA, you have learned that
RSA's production of typewriters for export is 2m per year. RSA
have only talked about your company transporting 1m
typewriters a year, but you would be very interested in getting
all of this business. You have already offered to lower the price
by 10% (from $8000 per 1000 km per 1500 typewriters to

$7200).
Your wants now are basically these:
1 You are prepared to lower your price further, but only if RSA give you
more business. Your minimum price would be $6600 but only if RSA
offer you all the business they have (2m typewriters a year). If they
offer you between 1m and 2m, your price would be between $6600
and $7200.
2 There no question of your being responsible for damage to goods
is in
Your company always insists that the client takes out

transit.
insurance to cover loss, theft or damage. (You could, however, use
this as a bargaining point.)
You will to negotiate on all these points. First, get together with all
have
the otherManaging Directors of Haulage International and decide what
your upper and lower limits are. Then meet with the Transport Manager of
RSA and try to make a deal.
63
Key to vocabulary exercises
The Takeover Bid The Bank Loan
manufacture consortium
exclusive favourable
establish operational
line interest
woollen estimate
available adhere to
instalment
Industrial Relations huge
reasonable
product
bargaining
The Computer Expert
iron out
inflation rate branch
claim outlet
overtime expansion
reduce software
working week hardware
real terms candidate
time-and-a-half
Transport
Oil
manufacture
magnate contract
tanker depot
fleet base
lucrative reliable
essential efficient
reduction breakages
emergency
threaten
statement
conventional
Research & Development
casing
mechanism
essential
incentive
tough
reduction
toxic
waste
dump
emit
64
'he two books which make up English for
Negotiating 3te designed to provide practice in
spoken English skills for students at intermediate an
advanced levels. The books, A and B, should be used
together as each contains information not contained
in the other; students are expected to discover thi
through pair and group work.
The focal points of each of the seven units are the
information sharing and negotiating sessions where
students are expected to use the language and
information which Is systematically introduced in the
course of that unit. Thus the books provide a balance
of controlled, methodical language practice and
stimulating, imaginative exercises in spontaneous and
open-ended self -expression.
English for Negotiating is particularly relevant for
students requiring English for professional purposes.
The topics are also sufficiently general to prove
suitable for communicative language practice with a
wider range of students on general English courses.
Jim Brims is currently engaged in materials

production with the British Council in Kuwait
ISBN 08 030471

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y

English for Negotiating

Oxford 0X3 OBW, England

U.S.A. Pergamon Press Inc., Maxwell House, Fairview Park,

CANADA Pergamon Press Canada Ltd., Suite 104,

AUSTRALIA Pergamon Press (Aust.) Pty. Ltd., P.O. Box 544,

FRANCE Pergamon Press SARL, 24 rue des Ecoles,

FEDERAL REPUBLIC Pergamon Press GmbH, Hammerweg 6,

Copyright © 1982 E. J. Arnold & Son Ltd

All Rights Reserved. No part of this publication may be

First published by E. J. Arnold& Son Ltd. 1982

Printed in Great Britain by A. Wheaton & Co. Ltd., Exeter

The Takeover Bid

The Bank Loan

The Computer Expert

Key to vocabulary exercises

IMPORTANT: English for Negotiating consists of two books, A and B,

students. Book A contains information not included in Book

1 Aims of the units

communicate, so that he will grasp the new language that is being

(ii) Go through the initial outline of the situation. This is deliberately

(iii) Discuss any supplementary written or visual material,

(iv) Go through the exercises. The functions do not necessarily relate

(v) two groups, As and Bs, depending on which

each A meets with B

As and Bs meet together to compare the AA BB Finish:

Faction meeting (policy-making): Start:

As and Bs meet together to decide upper AA BB Finish:

each A meets with a B to try to make AB AB) (AB Finish:

(viii) The diagram below is a suggestion as to how to record these

enough, as this will outline mistakes that are typical of each

Do not allow the session to go on too long. It is better to stop too

compare the information they have received, and come to a

(x) Read through the Dialogue as often as is necessary for

(xii) Negotiating session: each A

(xiii) (Optional) The whole class meets for a round-table negotiating

(xiv) De-briefing: a plenary session, where each member has the

(xv) Feedback: although this is the most important part, it is probably

recorded or written material and write lists of corrections for the

(xvi) Some Don'ts

— Don't pounce on small errors during group or pair work.

Cecil Parkes Clothes Limited, a company who manufacture exclusive

They have previously been supplied by Highland Wool, a company which

Photograph courtesy of Wool Industries Research Associ;

to find out, make sure of e

one of a firm's products I

2 Fill each gap in the following passage with an appropriate word:

clothes of very high and at very high prices,

established that woollen clothes will fashionable for

a long time. are already manufacturing several lines

woollen clothes, and now feel it would be worth their

to buy their own woollen to ensure their supply of

quality Shetland wool.

They have been supplied by Highland Wool,

company which owns a woollen on the Scottish mainland.

they have always been very with the quality of the

they have received, they have to find out whether

3 Match the expressions with the functions: