Activitats

Establir relacions I

L’objectiu d’aquesta activitat és treballar com afalagar l’altra part i crear una atmosfera favorable per aproximar-s’hi a l’hora d’establir relacions.

Marc Pujol és a Copenhaguen per tal de negociar la venda de material de construcció. Aquí teniu un extracte de la seva conversa amb Allan Brown, director de la companyia a la qual vol vendre els materials:

Allan: Hello, Mr. Pujol. I’m Allan, Allan Brown.

Marc: Good to meet you at last, Allan, after all those emails. And please, call me Marc.

Allan: OK, welcome to Copenhaguen, Marc.

Marc: I was just admiring your brochure. It’s really impressive.

Allan: Thanks. Yes, well, we’ve got a great sales team, and we really go for quality in a big way here.

Marc: Well, it certainly seems to be an effective strategy.

Allan: Thank you. Yes, they’re very positive, aren’t they? We’ve also heard some great things about your company. I was looking at your website yesterday, and I thought it was really interesting. I loved the story about how your founder started the business from nothing. Fascinating.

Marc: Yes, it’s amazing, isn’t it? I’m glad you read that, it means you’ve got a better idea about our approach to business.

Responeu a les següents preguntes:

  1. Com s’afalaguen en el contacte inicial Marc i Allan?
  2. Quins adjectius utilitzen?
  3. Com responen a les complaences mútues que es fan?

  1. Com es valoren i afalaguen en el contacte inicial Marc i Allan? Utilitzen la informació que tenen a la seva disposició per tal de posar de manifest les bondats de l’altra part o organització, de manera que aquesta última se senti valorada. Les frases concretes en el diàleg són:
    • Marc: I was just admiring your brochure. It’s really impressive.
    • Marc: Well, it certainly seems to be an effective strategy.
    • Allan: We’ve also heard some great things about your company. I was looking at your website yesterday, and I thought it was really interesting. I loved the story about how your founder started the business from nothing. Fascinating.
  2. Quins adjectius utilitzen? S’utilitzen adjectius qualificatius com ara: Impressive, great, interesting, fascinating.
  3. Com responen a les complaences mútues que es fan? Les respostes inclouen donar les gràcies, reconèixer el mèrit a l’organització i no a determinades persones i reflecteixen i agraeixen el fet que la part que afalaga hagi fet un esforç per tal de conèixer l’altre o la seva companyia i com aquest fet pot millorar el resultat de la relació:
    • Allan: Thanks. Yes, well, we’ve got a great sales team, and we really go for quality in a big way here.
    • Allan: Thank you. Yes, they’re very positive, aren’t they?
    • Marc: Yes, it’s amazing, isn’t it? I’m glad you read that, it means you’ve got a better idea about our approach to business.

Establir relacions II

L’objectiu d’aquesta activitat és treballar com trobar vincles en comú i mostrar generositat amb l’altra part a l’hora d’establir relacions.

Aina Esteve és a Washington per tal de negociar la venda de productes químics. Aquí teniu un extracte de la seva conversa amb Jacks Thomson, comercial de la companyia a la qual vol vendre els seus productes:

Jacks: So, is this your first time in Washington, Aina?

Aina: Well, yes and no. I came with my family when I was about 8, but that was a very long time ago. I don’t remember much about it, just museums.

Jacks: Wow. That’s really interesting! Did you travel a lot with your parents while you where a kid?

Aina: Yes, we got to see lots of interesting places.

Jacks: I also like to travel with my kids around the world.

Aina: That’s really nice! How many kids you have?

Jacks: Three: two girls and a boy. They’re growing up fast. My eldest daughter is at university already.

Aina: Really? You must be very proud. My kids are still very small, so I’ve got all that to look forward to. What does your daughter study?

Jacks: Russian, would you believe? She wants to study in Moscow next year.

Aina: Moscow? That’s interesting. My sister studied there. She had a wonderful time. It’s a really nice city. I could ask her if he’s got any advice, you know, where to go, where to avoid.

Jacks: Well, that would be excellent. I’d really appreciate that. You know what it’s like to be a parent, you never stop worrying about your kids.

Aina: Absolutely. My son’s going on football camp next week, his first time away from mum and dad, and I’m really stressed about it. He’s only nine.

Jacks: Football camp? Sounds interesting. I used to do a bit of football myself, many years ago. Is he good at it?

Responeu a les següents preguntes sobre el diàleg anterior:

  1. Quines coses han trobat en comú?
  2. Quines frases utilitzen per mostrar interès?
  3. Quins exemples de generositat trobeu?

  1. Quines coses han trobat en comú? Els viatges i els fills.
  2. Quines frases utilitzen per mostrar interès? S’utilitzen frases mostrant sorpresa, proximitat, afinitat i fent preguntes per tal que es desenvolupi amb més profunditat el tema exposat.
    • Jacks: Wow. That’s really interesting!
    • Aina: That’s really nice!
    • Aina: Really? You must be very proud
    • Aina: Moscow? That’s interesting
    • Jacks: Football camp? Sounds interesting. I used to do a bit of football myself, many years ago. Is he good at it?
  3. Quins exemples de generositat trobeu? Quan Aina s’ofereix a preguntar-li a la seva germana sobre a quins llocs anar i a quins no a Moscou per donar-li consells per al fill de Jacks.

Establir relacions III

L’objectiu d’aquesta activitat és treballar en com mostrar generositat, gratitud i el toc personal amb l’altra part a l’hora d’establir relacions.

Carles Broc té una reunió amb Franc Morrison, el comercial de la companyia finesa Arcus, LTD. Durant la reunió té lloc la següent conversa:

Franc: So I thought we’d start with a tour of our factory, so you get a really good sense of what we do here and what we need. I’d also like to introduce you to a few of our key people here, if that’s OK.

Carles: That’s great. It all helps me to get a better picture of how we can help you.

Franc: That’s what I thought. And then for lunch, I’d like to take you to one of my favourite restaurant, it’s a short drive out of the city.

Carles: Oh… that would be lovely, but please don’t go to any trouble. I’d be happy with a sandwich!

Franc: No, I wouldn’t dream of it. This project is very important to us, so we want to treat you well! It’s a lovely restaurant, and I’ve booked my favourite table. So I hope you’re hungry!

Carles: Well, that’s very kind of you. In that case, you must let me return the favour if ever you visit our factory in Edinburgh.

Franc: OK, that sounds nice. Thank you.

Responeu a les següents preguntes:

  1. Quin és el principal exemple de generositat a la conversa?
  2. Com aporta Franc el seu toc personal?
  3. Com mostra Carles la seva gratitud?

  1. Quin és el principal exemple de generositat en la conversa? Quan Franc s’ofereix a portar Carles al seu restaurant favorit, encara que s’ha de sortir de la ciutat.
  2. Com aporta Franc el seu toc personal? Reservant la seva taula favorita.
  3. Com mostra Carles la seva gratitud? Expressant la seva voluntat de retornar-li l’experiència en el futur Carles: Well, that’s very kind of you. In that case, you must let me return the favour if ever you visit our factory in Edinburgh.

Establir un procediment

L’objectiu d’aquesta activitat és treballar amb expressions angleses útils a l’hora d’establir un procediment en la negociació internacional.

A continuació teniu una sèrie de frases amb buits que heu de completar amb les parelles de paraules que teniu en negreta:

seem + agreement, begin + procedure, allocate + mater, negotiate + terms, look + meeting, fit + plans, establish + basis, look + question, start + positions, add + agenda, move + details, decide + order.

  1. We ——— forward to what we hope will be a very productive ———.
  2. May I ——— by suggesting a ——— for this morning’s session?
  3. Our main objective today is to ——— the ——— of a licensing agreement.
  4. In particular, what we’d like to ——— is a strong ——— for moving our collaboration forward.
  5. How does that ——— in with your own ———?
  6. Perhaps we could also ——— more closely at the ——— of exclusivity.
  7. I’ll ——— that to the ———.
  8. Well, we ——— to be in ——— on our objectives.
  9. So, I think we shold now ——— the ——— in which we’d like to discuss the main issues.
  10. Perhaps we could ——— off by outlining our respective ———.
  11. If that’s OK with you, we could then ——— on to the ——— of the agreement itself.
  12. Could i also suggest we ——— some time to the ——— of remuneration method?

  1. We look forward to what we hope will be a very productive meeting.
  2. May I begin by suggesting a procedure for this morning’s session?
  3. Our main objective today is to negotiate the terms of a licensing agreement.
  4. In particular, what we’d like to establish is a strong basis for moving our collaboation forward.
  5. How does that fit in with your own plans?
  6. Perhaps we could also look more closely at the question of exclusivity.
  7. I’ll add that to the agenda.
  8. Well, we seem to be in agreement on our objectives.
  9. So, I think we shold now decide the order in which we’d like to discuss the main issues.
  10. Perhaps we could start off by outlining our respective positions.
  11. If that’s OK with you, we could then move on to the details of the agreement itself.
  12. Could i also suggest we allocate some time to the matter of remuneration method?

Fase de propostes

L’objectiu d’aquetsa activitat és treballar amb expressions angleses útils a l’hora de fer propostes en la negociació internacional.

A continuació teniu una sèrie de frases amb buits que heu de completar amb les paraules que teniu en negreta:

subject, see, know, negotiable, separately, resolve, guarantee, insist, policy, worried, aware, expect, help, dicussion, promise, issue, need, priority, understand, conducted, happy, would, expectation, accept.

  • Per tal d’introduir la llista de variables:
    1. As we ——– if, there are four main issues that we need to ——–.
    2. We have indentified three points for ——–, and these mostly correspond with your own list.
  • Per tal d’introduir una variable:
    1. On the ——– of…
    2. With regard to the ——– of…
  • Per indicar el trasfons d’una variable:
    1. We’re ——– that…
    2. We ——–…
    3. As you ——–…
  • Per tal d’insistir-hi:
    1. What we ——– is a strong ——– of…
    2. We ——– have to ——– that…
    3. I’m afraid this is not ——–.
  • Per tal de fer demandes:
    1. We’d have to ——– a ——– of…
    2. Our ——– is something in the region of…
  • Per tal de justificar una desició:
    1. Our members are very ——– about…
    2. We have ——– research which shows that…
    3. We have a global ——– of…
    4. Our ——– has got to be…
  • Per tal de mostrar flexibilitat:
    1. We’re prepared to ——–…
    2. If you are prepare to… we will be ——– to…
    3. Of course, we will do all we can to ——–.
    4. We can discuss this ——–.

  • Per tal d’introduir la llista de variables:
    1. As we see if, there are four main issues that we need to resolve.
    2. We have indentified three points for dicussion, and these mostly correspond with your own list.
  • Per tal d’introduir una variable:
    1. On the issue of…
    2. With regard to the subject of…
  • Per indicar el trasfons d’una variable:
    1. We’re aware that…
    2. We understand
    3. As you know
  • Per tal d’insistir-hi:
    1. What we need is a strong guarantee of…
    2. We would have to insist that…
    3. I’m afraid this is not negotiable
  • Per tal de fer demandes:
    1. We’d have to expect a promise of…
    2. Our expectation is something in the region of…
  • Per tal de justificar una decisió:
    1. Our members are very worried about…
    2. We have conducted research which shows that…
    3. We have a global policy of…
    4. Our priority has got to be…
  • Per tal de mostrar flexibilitat:
    1. We’re prepared to accept
    2. If you are prepare to… we will be happy to…
    3. Of course, we will do all we can to help.
    4. We can discuss this separately.

Vocabulari de negociació

L’objectiu d’aquesta activitat és treballar en vocabulari específic de negociació internacional.

A continuació teniu un conjunt de frases que contenen conceptes en negreta. Heu de relacionar aquests conceptes amb les definicions que teniu a sota.

Frases amb conceptes en negreta:

  1. If you deviate from a procedure…
  2. If a decision is mutually-acceptable,…
  3. If you impose something on someone,…
  4. A framework is…
  5. If you set the agenda
  6. Probing questions
  7. If you have room for manoeuvre,…
  8. If you challenge a statement,…
  9. If you trade concessions,…
  10. If you back down,…
  11. If you back somebody into a corner,…
  12. If you give some ground,…
  13. A sticking point
  14. If you take a time-out,…
  15. If you clinch the deal,…
  16. If you tie up loose ends,…

Definicions dels conceptes en negreta anteriors:

  1. … you can be flexible.
  2. … you make a concession.
  3. … you don’t give them a choice.
  4. … you have a break from the negotiation.
  5. … you give something in return for something from the other party.
  6. … you move away from it.
  7. … simpler than a structured agenda.
  8. … you make it impossible for them to find a way out.
  9. … you finalise all the remaining small details.
  10. … you force the other person to justify it.
  11. … both sides are happy with it.
  12. … is something that could cause the negotiation to fail.
  13. … are attempts to discover hidden details.
  14. … you accept that you cannot get all you want.
  15. … your actions determine how the rest of the meeting will run.
  16. … you reach an agreement.

  1. If you deviate from a procedure …-… you move away from it.
  2. If a decision is mutually-acceptable, …-… both sides are happy with it.
  3. If you impose something on someone, …-… you don’t give them a choice.
  4. A framework is …-… simpler than a structured agenda.
  5. If you set the agenda …-… your actions determine how the rest of the meeting will run.
  6. Probing questions…-… are attempts to discover hidden details.
  7. If you have room for manoeuvre, …-… you can be flexible.
  8. If you challenge a statement, …-… you force the other person to justify it.
  9. If you trade concessions, …-… you give something in return for something from the other party.
  10. If you back down, …-… you accept that you cannot get all you want.
  11. If you back somebody into a corner, … -… you make it impossible for them to find a way out.
  12. If you give some ground, …-… you make a concession.
  13. A sticking point …-… is something that could cause the negotiation to fail.
  14. If you take a time-out, …-… you have a break from the negotiation.
  15. If you clinch the deal, …-… you reach an agreement.
  16. If you tie up loose ends, …-… you finalise all the remaining small details.

Comprovar amb preguntes

L’objectiu d’aquesta activitat és treballar amb estructures del tipus What sort of.., que es poden utilitzar durant la fase de comprovar amb preguntes les posicions de l’altra part.

A continuació teniu un grup de preposicions en negreta que heu de fer servir per tal de completar les preguntes tipus que teniu a sota:

at, of, to , for, for, with, about, towards

  1. What sort of figure are you thinking ——?
  2. What sort of time-frame are you looking ——?
  3. What sort of discount were you hoping ——?
  4. What sort of delivery date are we working ——?
  5. What sort of alternatives would you be open ——?
  6. What sort of volume are we talking ——?
  7. What sort of arrangement would you be happy ——?
  8. What sort of investment have you budgeted ——?

  1. What sort of figure are you thinking of?
  2. What sort of time-frame are you looking at?
  3. What sort of discount were you hoping for?
  4. What sort of delivery date are we working towards?
  5. What sort of alternatives would you be open to?
  6. What sort of volume are we talking about?
  7. What sort of arrangement would you be happy with?
  8. What sort of investment have you budgeted for?

Correcta utilització del vocabulari de negociació

L’objectiu d’aquesta activitat és practicar la correcta utilització gramatical del vocabulari de negociació internacional.

A continuació teniu les principals variables que es poden negociar:

unit price, delivery times, business volume, after-sale service, spare parts, free maintenance, payment terms, esclusivity clause, discount price, customised packaging, repeat order, transportation costs, penalty clause, interest-free credit, guarantee, exchange rate fluctuations.

Responeu a les següents preguntes:

  1. Which of the variables above can you cover?
  2. Which of the variables above can you quote?
  3. Which of the variables above can you offer?
  4. Which of the variables above can you provide?
  5. Which of the variables above can you enforce?
  6. Which of the variables above can you require?

  1. You can cover the exchange rate fluctuations and the transportation costs.
  2. You can quote the unit price and the discount price.
  3. You can offer after-sale service, spare parts, free maintenance, payment terms and the guarantee.
  4. You can provide after-sale service, spare parts and free maintenance.
  5. You can enforce the exclusivity clause and the penalty clause.
  6. You can require after-sale service, spare parts, free maintenance, the exclusivity clause, customised packaging, interest-free credit and the guarantee.

Calcular la zona de possible acord I

L’objectiu d’aquesta activitat és calcular quina és la zona de possible acord entre dues parts en una negociació internacional.

L’empresa SAN, S.A., dedicada a la fabricació de galetes i situada a Granollers, està enmig d’una negociació amb l’empresa NESTELIS, LTD., dedicada a la distribució de productes alimentaris als països de l’Amèrica Llatina. En aquests moments es troben en la fase de negociació, i després d’haver passat per la fase d’establir les posicions i de fer preguntes, SAN, S.A. ha arribat a la següent conclusió sobre les posicions del seu client (vegeu la taula):

Taula: Posicions de SAN, S.A. i de NESTELIS, LTD.
Actor Posició d’obertura Posició objectiu Posició de reserva
Comprador 48 € 63 € 72 €
Venedor 80 € 70 € 59 €

Determineu el ZPA d’aquesta negociació.

La ZPA es troba en el rang entre les dues posicions de reserva. En aquest cas, la ZPA estaria entre 59 i 72 €.

Calcular la zona de possible acord II

L’objectiu d’aquesta activitat és calcular quina és la zona de possible acord entre dues parts en una negociació internacional.

L’empresa TOTNET, S.A., dedicada a la fabricació i distribució a nivell nacional de productes de neteja, està en plena negociació amb l’empresa alemanya CLEAN, dedicada a la distribució de productes de neteja al centre d’Europa. Concretament, estan en plena negociació del preu de les garrafes de 2 litres de lleixiu. En la taula podeu veure les posicions de cada una de les parts:

Taula: Posicions de TOTNET, S.A. i de CLEAN
Actor Posició d’obertura Posició objectiu Posició de reserva
Comprador 0,30 € 0,35 € 0,37 €
Venedor 0,42 € 0,40 € 0,39 €

Determineu el ZPA d’aquesta negociació.

En aquest cas, les posicions d’ambdues companyies són incompatibles. Per tant, amb les dades actuals no hi hauria possibilitat d’acord. Atès que no és convenient negociar punt per punt sinó de manera conjunta tots els aspectes que intervenen, es podria donar un acord a còpia d’oferir o obtenir concessions en altres punts de la negociació, com poden ser el transport, el volum de compra, la repetició d’ordres de compra…

Estructures gramaticals en anglès relacionades amb la fase de negociació

L’objectiu d’aquesta activitat és practicar les estructures condicionals en anglès per utilitzar-les en una negociació internacional.

A continuació teniu un conjunt de frases en condicional. Totes s’assemblen, però estan redactades de forma diferent.

  1. If you increase your order by 20%, we’ll give you a discount of 15%.
  2. If we give you a discount of 15%, will you increase your order by 20%?
  3. If you increased your order by 20%, we might be able to give you a discount of 15%.
  4. Supposing you increased your order by 20%, we’d be able to give you a discount of 15%.
  5. As long as you increase your order by 20%, we can give you a discount of 15%.
  6. What if we were to give you a discount of 15%? Would you be able to increase your order by 20%?

Endreceu les frases de la més directa a la més hipotètica i responeu a les preguntes següents:

  1. Fixa’t en les frases 1 i 2. Quina diferència hi trobeu? Quina és més segura?
  2. En la frase 3, quin és l’efecte de “might be able to?”?
  3. En les frases 4 i 5, quines paraules substitueixen “if”?
  4. En la frase 6, quin és l’efecte d’utilitzar dues preguntes?

De la frase més directa a la frase més hipotètica, l’ordre seria: 2, 1, 5, 4, 3 i 6.

  • If we give you a discount of 15%, will you increase your order by 20%?
  • If you increase your order by 20%, we’ll give you a discount of 15%.
  • As long as you increase your order by 20%, we can give you a discount of 15%.
  • Supposing you increased your order by 20%, we’d be able to give you a discount of 15%.
  • If you increased your order by 20%, we might be able to give you a discount of 15%.
  • What if we were to give you a discount of 15%? Would you be able to increase your order by 20%?

Respostes de les preguntes:

  1. El seu significat és pràcticament el mateix. Però les frases que comencen amb “if we”“ (frase 2) sonen com una oferta. En canvi, les frases que comencen per ”if you“ deixen clar que el resultat depèn del que faci l’altra part. Per tant, les frases que comencen per ”if we“ mostren debilitat. En aquest cas, la frase 1 és més segura.
  2. Fa que la frase sigui més hipotètica, igual que si s’utilitza might consider o could.
  3. As long as“ (frase 5) significa que l’oferta es retirarà si no es compleixen les condicions demanades. En canvi, utilitzant ”suposing“ (frase 4) se li dóna a la frase un to més hipotètic.
  4. Utilitzant dues preguntes es posa més de manifest la naturalesa hipotètica de la frase.

Comunicació indirecta per resoldre desacords

L’objectiu d’aquesta activitat és aprendre a utilitzar models de comunicació indirecta que ajuden a suavitzar el llenguatge i faciliten la resolució de desacords.

A continuació teniu una sèrie de frases redactades d’una forma directa. Reescriviu-les utilitzant les paraules que teniu entre parèntesis per tal que siguin més indirectes.

Exemple: We have a problem with that. (might, slight) Solució: We might have a slight problem with that.

  1. This is still out of our price range. (would, a little)
  2. That would be difficult to get approval for. (may, rather)
  3. This is unhelpful. (with respect, not very)
  4. This is not what we’re looking for. (unfortunately, not exactly)
  5. It looks like we can’t reach agreement. (unable to, at this stage)
  6. Sorry, but we can’t compromise on that. (not in a position to, at the moment)
  7. We assumed this would be acceptable to you. (were)
  8. We planned to finalise things this morning. (had been)
  9. I’m sorry, but you don’t understand. (seem)
  10. We’re not making much progress, are we? (appear)

  1. This is still out of our price range. (would, a little) - This would be a little out of our price range.
  2. That would be difficult to get approval for. (may, rather) - That may be rather difficult to get approval for.
  3. This is unhelpful. (with respect, not very) - With respect, this is not very helpful.
  4. This is not what we’re looking for. (unfortunately, not exactly) - Unfortunately, this is not exctly what we’re looking for.
  5. It looks like we can’t reach agreement. (unable to, at this stage) - It looks like we’re unable to reach agreement at this stage.
  6. Sorry, but we can’t compromise on that. (not in a position to, at the moment) - Sorry, but we’re not in a position to compromise on that at the moment.
  7. We assumed this would be acceptable to you (were) - We were assuming this would be acceptable to you.
  8. We planned to finalise things this morning. (had been) - We had been planning to finalise things this morning.
  9. I’m sorry, but you don’t understand. (seem) - I’m sorry, but you don’t seem to understand.
  10. We’re not making much progress, are we? (appear) - We don’t appear to be making much progress, do we?

Llenguatge útil en anglès per a la zona de negociació

L’objectiu d’aquesta activitat és treballar frases útils en anglès que es poden utilitzar en la zona de negociació.

Llegiu les frases següents:

  • So you said you could be flexible…
  • Well, it’s been a pleasure doing business with you. You drive a hard bargain, but I think this will be a good deal for both of us. Here’s to a successful long-term relationship!
  • But that would depend on what you could offer us in return.
  • I think we could accept that.
  • Shall we meet back here in half an hour?
  • I also want to make this work, and it would be a shame to walk away after we’ve come so close to an agreement.
  • Are you saying you’re not prepared to accept our offer? If that’s the case, it would be a shame, but it’s up to you.
  • You said you were worried about…
  • So what are you proposing?
  • How does that sound?
  • I thought we’d agreed on that.
  • Hmmm… that’s interesting. We might be able to work out something like that.
  • I think that’s fair enough.
  • Yes, that all sounds fine.
  • You said you’d accept…
  • I think the exclusion zone could be cut…
  • But we’d need something in return for…
  • Could we take a time out? I need to think about this before I make a decision.
  • I’m afraid… is totally out of the question.
  • … and you’ve got yourself a deal.
  • Yes, that’s fine.
  • Do you have a better suggestion?

Classifiqueu les frases anteriors en les següents accions:

  1. Per recordar el que l’altra part ha exposat
  2. Per mostrar acord
  3. Per demanar una concessió
  4. Per demanar un suggeriment
  5. Per demanar un acord
  6. Per donar l’acord per tancat
  7. Per debatre el trencament de la negociació
  8. Per donar confirmació
  9. Per acceptar una condició a canvi d’una demanda
  10. Per plantejar una pausa
  11. Per protestar
  12. Per refusar una proposta
  13. Per respondre positivament a una proposta sense acceptar-la
  14. Per mostrar una actitud positiva

  1. Per recordar el que l’altra part ha exposat:
    • So you said you could be flexible…
    • You said you were worried about…
    • You said you’d accept…
  2. Per mostrar acord:
    • I think we could accept that.
    • I think that’s fair enough.
  3. Per demanar una concessió:
    • I think the exclusion zone could be cut…
  4. Per demanar un suggeriment:
    • So what are you proposing?
    • Do you have a better suggestion?
  5. Per demanar un acord:
    • How does that sound?
  6. Per donar l’acord per tancat:
    • … and you’ve got yourself a deal.
    • Well, it’s been a pleasure doing business with you. You drive a hard bargain, but I think this will be a good deal for both of us. Here’s to a successful long-term relationship!
  7. Per debatre el trencament de la negociació:
    • Are you saying you’re not prepared to accept our offer? If that’s the case, it would be a shame, but it’s up to you.
  8. Per donar confirmació:
    • Yes, that’s fine.
    • Yes, that all sounds fine.
  9. Per acceptar una condició a canvi d’una demanda:
    • But that would depend on what you could offer us in return.
    • But we’d need something in return for…
  10. Per plantejar una pausa:
    • Could we take a time out? I need to think about this before I make a decision.
    • Shall we meet back here in half an hour?
  11. Per protestar:
    • I thought we’d agreed on that.
  12. Per refusar una proposta:
    • I’m afraid… is totally out of the question.
  13. Per respondre positivament a una proposta sense acceptar-la:
    • Hmmm… that’s interesting. We might be able to work out something like that.
  14. Per mostrar una actitud positiva:
    • I also want to make this work, and it would be a shame to walk away after we’ve come so close to an agreement.

Anar a la pàgina següent:
Exercicis d'autoavaluació