General English:9 intermediate

Unit 2 Laying out your opening position

Vocabulary Adjectives for computers

powerful

solid reputation

durable

state of the art

lightweight

tough

basic

enormous

flexible

JOAN
So,Nancy,as I told you in my email,over the next 12 months we need 50 computers:35 laptops and 15 desktops.

We're looking at your PF-30 laptops and the SF-36 desktops.Im uh,also gave you some prices.

NANCY
Yes,and thanks for the detailed information.I,uh,suggets that we begin by going over your needs.

But,uh,would you clarify a couple of points for me?First,how did you choose these particular computers?We,uh,sell a lot of different models.

SIMON
I chose the SF-36 because it's powerful,and it has a solid reputation for being durable.They're pretty much state of the art.

NANCY
Yes,they're great computers.

TODD
I,uh,chose the PF-30.They use them at Sunset Computers.They love them because they're lightweight and tough.

NANCY
Doesn't IXW now own Sunset?

JOAN
That's right.

NANCY
And,in your email,you said that you just need a basic laptop for your employees?

JOAN
Yes.

NANCY
So,where did you get the price of $800 for PF-30 laptop?Our lowest price for those is $900.

TODD
Umm,I'm not sure that I understand.I was told that Sunset paid 800 for them.

NANCY
Well,I'm afraid there's been a misunderstanding somewhere.We never sell them for lower than 900.

JOAN
Hmm,Thirty-five PF-30s at $900 each would be ...over $30000.That would be an enormous problem for our budget.

And,um,we were expecting a lower price because we're buying so many computers.


NANCY
Well,you have to understand,I have some limitations.

JOAN
So there's really no way you can go below 900?

NANCY
No,I'm afraid not.But I am confident we can work something out.We just have to be a little more flexible.

I have to say, I'm not very happy with the purchase I made. I bought a very basic laptop computer. 
I wanted something that I could use outdoors, like when I go camping. 
The company has a solid reputation, and the price was very reasonable .
The advertisement said the machine was tough and durable for the outdoors. 
The first time I dropped it, it broke. I'm going to try to negotiate a refund with the company.

Expressions Stating your position

Over the next 12 months, we need ...

We never sell them for lower than 900.

That would be an enormous problem.

We were expecting a lower price.

You have to understand ...

I have some limitations.

be a little more flexible

Stating your position

At the start of a negotiation, it's important to state clearly your opening position. Use expressions like these:

Let me begin by saying we need 75 machines over the next six months.

To begin with, you have to understand we have tough budget limitations.

I'm confident that we can work something out.

We were expecting a better offer from you.

We have certain limitations, but we'll try to be flexible.

Expressions Clarifying

Would you clarify a couple of points?

Doesn't IXW now own Sunset?

I'm not sure that I understand.

There's been a misunderstanding.

You have to understand ...

So there's really no way ...

Your goal in a negotiation is to get what you want. During the negotiation, clarify your position as many times as necessary in pursuit of your goal.

Use these questions to get clarification:

Could you clarify a point for me?

I'm not sure I fully understand your point.

What exactly do you mean by discount?

Could you be more specific?

So what you're saying is, there's no way you can deliver immediately?

Use these statements to give clarification:

So, just to clarify, we cannot go that low.

So, to put it another way, the more you buy, the less you pay.

What I'm saying is, we can offer you a small discount.

To be more specific, we can discount the price by 10 percent.

What we mean is, that won't be possible.

So, just to clarify , we cannot give any more discount.

So, to put it another way, a 20% discount.

What I'm saying is, the price is too high.

Could you clarify a point for me?

What exactly do you mean by that?

Could you be more specific ?

That's just not going to work for us.

Final Task Laying out your opening position