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Unit 1

Discount

Park: O.K. We have decided to accept your proposals since this is our first time to do business
with you. I hope you understand that this means a lot, Mr. Johnson. We don’t give discounts to
all our clients. You are a special client. That’s why you’re getting this privilege.
Johnson: Thank you very much! I truly appreciate it. However, before finalizing the deal, would
you be willing to make a concession of at least 15% off the total amount?
Park: What!? You mean a 15% discount off the total amount of the products. That is almost un-
heard of in this business. Actually, I am not authorized to offer any discounts, especially of this
magnitude. I could negotiate something smaller, but 15% is out of my league.

Johnson: As I explained, we have agreed to make quite a substantial order with you. 1,000 units
is a lot, so, it would be in your best interest to offer a discount. I hope that you will give this a
lot of thought. This is our last request.
Park: I understand your situation, Mr. Johnson. However, I have to make you wait. I have to
consult the higher ups about this discount. Give me around a week, and I’ll get back to you
for this request.
Johnson: Sure. Thank you so much for considering this.

1. In your line of business, why are requests for discounts accommodated?

Sample answer:
We want to maintain a good relationship with our partners, especially the new ones.
It’s so hard to decline and make them feel bad. However, as business people, we also
check if our profits will still look good despite the discount given.

2. What tips or strategies often work when you request for a discount?

Sample answer:
That depends on the people and the company I want to ask for a discount from. I think
a business works through a give and take relationship. I feel confident to ask for a dis-
count if I have offered something to the client.

3. What is a good discount percentage to ask for? Why?

Sample answer:

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