2. Setting conditions

Possible answers:

1. Provided you let me know ...

2. Unless you lower the price, the deal is off.

3. If you don't need it immediately, I'd rather ...

4. If you extend the warranty, we will increase ...

5. Unless I can discuss it with her, I won't be able to let you know by the end of the day.

3. Stress and pronunciation

 debit, decrease, defect, detail, discount, distant

 debit, defect, detail (columns 1 and 2);

disease, dissolve (columns 3 and 4)

4. Negotiating jargon

1. h 2. d

3. i 4. b

5. f 6. c

7. j 8. a

9. e 10. g

6. Test your negotiating power

All true (at least in America!), apart from:

3. It's much more important, in terms of satisfaction after a deal, how a price is reached than exactly what that price is. How the price is reached will affect any future relationships between the two parties.

5. The ones who aimed for $7.50 got about that, those who aimed for $2.50 got about that - the more you ask for, the more you get.

7. The opposite is often true. Many buyers deal with many products, many technologies. They cannot possibly keep up with them all.

14. Trade

1. Letter-writing

 General comments: It is now customary in the UK and USA to align all parts of the letter to the left, to use minimal punctuation in addresses, and to make dates as simple to read as possible. On a business letter, the sender's address will usually be in the form of a pre-printed letterhead, which could be anywhere at the top of the page but will always come before the receiver's address.

Suggested corrections:

Meta 4 PLC 10 Downing Street Manchester M16 ONZ Receiver’s address 2 December 2107 Re: request for quotation Dear Ms Green Further to your letter of 10 November 2107 we have got pleasure in enclosing a quotation for the following items: FaseOut 2110 $10m FaseOut Turbo Expander $100,000 Please, do not hesitate to contact us should you need any further information. We look forward to hearing from you in the near future. Yours sincerely Alexander Moronovic

3. Spot the odd word out

1. badge; the others all refer to areas of an exhibition centre

2. menu; the only one specifically about food

3. salesman; the only job

4. sponsor; the others are all sellers

5. host; the others are all involved in producing and selling goods

6. jammed; the only one which isn't damaged

7. surplus; the others refer to money which is owed

8. careless; can't be used for equipment, only people

9. infrastructure; the others are types of meetings

10. substandard; the rest are positive qualities