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Unit 2

We have a long-term relationship with this

company

Eva: Do you have the permission to handle the contract renegotiation this Monday?
Tony: The approval came last week. We are fine-tuning the contract and the presentation.
Brandon: We had to revise both the proposal and presentation several times. We want to be
prepared for the negotiations.
Eva: Aren’t we missing on some details?
Brandon: I can’t think of any at the moment? Can you?
Eva: Nope! It seems that you have the important points covered.
Tony: We were provided with information and were also given some flexibility in some areas.
Brandon: We really need those in case we have to bargain with them during the discussion
Tony: We want to be prepared and to make sure that the upcoming renegotiation does not affect
the relationship we have built up with them.
Eva: Exactly, it is hard to earn good business ties. Any negotiator should think of that all the
time.
Brandon: Well, rest assured I know that for a fact. I been there and done with that. I know how
it takes to get here.
Eva: Do you have a contingency plan in case the minimum requirements are not met?
Brandon: I’m really hoping that it would not come to that. We may have to look for a company
that will be able to meet our minimum requirements.
Tony: That is why we plan not just to be prepared but also cooperative.
Eva: We have a long-term relationship with this company, so I think the contract will push
through.
Tony: They May also consider our long-term good standing with their company during the dis-
cussion.

1. What are some qualities necessary in a good negotiator?

Sample answer:
A good negotiator should be able to keep his emotions in check and must be able to
look at things objectively. He must be sensitive, attentive and diplomatic.

2. Do you think it is an advantage for the negotiator if he has had previous ex-
perience in dealing with a similar client?

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