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Unit4

Break business negotiation

Kim: If you really insist on an 8% discount off the invoice amount, we will have to break our
business negotiation. This is disappointing, but we have to make this decision or else we won’t
make any profit in this deal.
Richard: Well, we truly want a bigger discount, but we also want to continue with this deal. This is
a tough decision. Well, let’s see. If you can assure us that shipment definitely won’t be delayed,
then we will accept this deal.
Kim: That’s good to hear, Mr. Kim. This deal has a chance to prosper. All right, we can guarantee
on-time delivery. You can take my word for it.
Richard: And, of course, I trust that you will provide a full warranty service. We need to be pro-
tected too, you know. This is not to say that we’re not confident in this deal. This is just our
standard operating procedure.
Kim: Needless to say, you can be assured of that. We don’t mind providing assurances, Mr. Richard.
We’re aware that this is part of our job. Oh, there is one more thing that I want to say to you
regarding the deal.
Richard: OK. Shoot.

1. How do you maintain good business relations?

Sample answer:
Well, I always stay true to my word. I fulfill all promises I make and I honor all contracts I enter.
The reputation of our company is very important to me. Living up to our good name is one way
of maintaining good business relations. Aside from that, I’m always honest with my partners.
I don’t give them false hopes. That is also another reason why I have good business relations
with my partners.

2. Have you ever had a bad business negotiation?

Sample answer:
No, I never had a bad business negotiation. I see to it that it doesn’t reach that stage. I do my
best to remedy bad situations. In our company, I’m also the one assigned to do damage control
in almost hopeless deals. I’m proud to say that I always get to solve negotiation problems.

3. Did you ever have to break or end a business relationship prematurely?
Why?

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