Negotiation Positions
Joana Sousa 
Negotiation Positions
Which situations can you find in each dialogue? More than one answer is possible.
A: Our standard price is $50/unit.
B: Fine. Can you deliver within 30 days?
A: Sure, no problem.
Make a concession
Reach an agreement
Accept a proposal
Reject a proposal
Reach a compromise
A: We would like to order 1000 units.
B: I’m afraid it’s too low. Our minimum order is 2000 units.
A: Ok, we will be prepared to order 2000 if you give us a small
discount.
B: We could offer you $2.50 per unit. How does that sound?
Make a concession
Reach an agreement
Accept a proposal
Reject a proposal
Reach a compromise
A: What are your terms of payment?
B: 20 days after delivery.
A: That is too strict for us. Other suppliers have offered us
30 days. Can you be more flexible?
B: OK, you can have 30 days.
Make a concession
Reach an agreement
Accept a proposal
Reject a proposal
Reach a compromise
A: What is your standard delivery time?
B: About 3 weeks.
A: That’s quite long. We would need about 2 weeks.
B: I’m afraid that’s too short for us.
Make a concession
Reach an agreement
Accept a proposal
Reject a proposal
Reach a compromise
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