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Advancement; critical to; competitive; acumen; clear; negotiating; pressure; rapidly; to be capable of; package; fuels.

 

1. We deliver bunker _______ to ports worldwide, ________ the sales of many millions of barrels of fuel each year.

2. Our team is __________ __ profitability.

3. It calls for _______ head and keen commercial ______.

4. Since you'll be working under __________ and in ________changing conditions, you'll need ________________ rapid decision-making.

5. For the right individual we offer a _______salary and an attractive benefits ________, which includes a share option scheme as well as the prospect for career _______within this world leading oil company.

 

 

LISTENING

 

I. In this interview, you will hear Siobhan Quinn, Sales Manager at Texaco, talking about negotiating. Listen and check whether the following statements accurately reflect what she says.

 

1. Siobhan Quinn's full title is Manager, Bulk Sales, Texaco fuel and Marine Marketing Department.

2. Negotiators are born not made. Siobhan Quinn's full title is Manager, Bulk Sales, Texaco fuel and Marine Marketing Department.

3. It is important for both parties to achieve something in a negotiation.

4. Some 40% of Texaco's business is with non-native speakers of English.

5. Language affects negotiating strategy more than cultural considerations.

6. Personality influences negotiating strategy.

7. PLAS is a financial magazine.

8. Negotiating is a bit like dancing and boxing.

 

II. Listen again, and make notes under the following headings and subheadings.

 

1) personality

a) buyer 1, and how to deal with him;

b) buyer 2, and how to deal with him.

2) feedback

a) how negotiating works;

b) negotiating without feedback.

3) advice

a) knowledge;

b) skill.

 

speaking

I. Speak out:

Study the hints on negotiating and decide how appropriate the following advice is. Rank each suggestion on a scale from 110 (1=essential, 10=unhelpful) to indicate your opinion.

How to be a good negotiator

try to get on well with your opposite number
use emphatic language
show respect for your opposite number
make suggestions to resolve disagreement
have clear objectives
be determined to win
say "I don't understand", if that is the case
listen carefully
always compromise
discuss areas of conflict

 

II. Role-play: Negotiation

Work in pairs, one of you playing the Sales Director from Island Silks, the other playing the Chief Buyer from Trendsetters Inc. Study your role-card, and prepare for the negotiation carefully. When you have finished negotiating, use the chart to provide constructive feedback on your opposite number's performance.

 

Role-card for Sales Director, Island Silks

Island Silks, a medium-sized clothing company based in Hong Kong, operates in a highly competitive environment and is in danger of losing market share to Thai silk manufacturers. As Sales Director, you are delighted, therefore, to have the chance of a contract with Trendsetters Inc., a major American clothing retail chain, based in New York. Trendsetters is interested in buying 50,000 silk scarves from your new 'Miriam Designer Collection' at a unit price of $US50, including the cost of insurance and shipping to the US.



You have some temporary cash flow problems at the moment. It is November 1, and you really need a deal which will bring in some money quickly. You know that Trendsetters will require the scarves as soon as possible as the company is approaching its peak selling period (the six weeks before Christmas), Despite your cash flow problems, however, you would prefer not to deliver before early December, as you are behind schedule with your orders and must give priority to existing customers. Also, you know Trendsetters will expect a wide range of colours and patterns, and, although your factory can cope with this, it will cost more and mean employing extra staff.

Your objective is to negotiate a satisfactory deal for your company. Use the following points system as a guide to your priorities. You should try to score as many points as possible, and will need to decide your objectives, negating limits and strategy accordingly...

 

Decisions Points Decisions Points
Delivery Date   Terms of Payment  
Nov. 15 By irrevocable letter of credits  
Nov. 30 90 days presentation
Nov. 7 60 days presentation
Different Patterns   30 days presentation
at sight
Discount  
4%
Colours   3%
2%
1%

 

Role-card for Chief Buyer, Trendsetters Inc.

Trendsetters Inc. is a major American clothing retail chain, based In New York. As Chief Buyer, you have not previously done business with Island Silks, a medium-sized clothing manufacturer based in Hong Kong, but you were very impressed with the silk scarves in their new 'Miriam Designer Collection' on show at last month's Hong Kong Clothing Fair. You have been quoted a unit price of $US50, including the cost of insurance, and shipping, and are keen to place in order for 50,000 scarves from the collection.

It is now November 1 and you need the goods quickly as you are approaching your peak selling period the six weeks before Christmas. The scarves should sell well if they hit the shelves at the right time and mid-November would be ideal. Your customers like bright colours and intricate patterns, and expert to be able to choose from a wide range of designs.

Your objective is to negotiate a satisfactory deal, making as few concessions as possible the retail clothing market in the US is highly competitive. Use the following points system as a guide to your priorities. You should try to score as many points as possible, and you will need to decide your objectives, negotiating limits and strategy accordingly.

 

Decisions Points Decisions Points
Delivery Date   Terms of Payment  
Nov. 15 By irrevocable letter of credits  
Nov. 30 90 days presentation
Nov. 7 60 days presentation
Different Patterns   30 days presentation
at sight
Discount  
4%
Colours   3%
2%
1%

 

 

Name of negotiator: ..
Aspects Points to consider Grade (15)*
Planning was well-prepared  
Objectives took a long term view; had a range of objectives; wanted to achieve a win-win outcome  
Rapport established a good rapport  
Parameters identified areas of conflict / common ground early on  
Listening listened well
Attitude was constructive not destructive; showed respect, tact and sensitivity; tried to avoid conflict  
Approach stayed cool-headed stuck to a minimum number of arguments  
Flexibility considered alternatives; made creative suggestions; was willing to compromise  
Language used language effectively; was fluent, articulate and persuasive  
Overall competent? effective? skilful? successful?  
Other comments

 

*Grade scale: 1 = unacceptable;

2 = poor;

3 = average;

4 = good;

5 = excellent (i.e. could not do better in the circumstances).

 

WRITING

I. As Sales Director at Island Silks, write a follow-up letter to the Chief Buyer at Trendsetters Inc. to confirm the points agreed in your negotiation.

Take the opportunity to forward details of a new range of silk garment designs which you will be able to offer shortly and suggest Trendsetters might like to consider an order for these too.

II. As Chief Buyer at Trendsetters Inc., write a follow-up letter to the Sales Director at Island Silks to confirm the points agreed in your negotiation, and ask to be kept up to date on future additions to the company's range of silk garment designs.

III. As Chief Buyer at Trendsetters Inc., you are anxious to cash in on the latest fashion for silk designer shirts. Write a fax to Thai Silks in Bangkok requesting some samples as soon as possible and asking for a quote (CIF New York) for supplying 5,000 shirts. Ask whether you could expect delivery within four weeks of placing an order and request full details of the company's payment terms.

 

Unit 8


Date: 2015-01-02; view: 674


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