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1. You say no to a compromise offer. Give the following reasons.

a. delivery period requested is not possible at this time
b. probable losses due to big discount request

Sample answer:
We have been trying to close this deal for two months now and yet we still don’t see any head-
way in our negotiations. Perhaps, the time is not right for both of us. We cannot reach a com-
promise on the delivery period for this business. We also disagree on the discount involved in
the deal. Perhaps, we can move on and consider other business partners that can work for our
deals. This does not seem to be a good time for us to work together. We are not closing our
doors though, and we still hope that we can work in the future.

2. You say yes to a compromise offer of a client. Review what’s in the compro-
mise to your staff.

a. Delivery days reduced from 5 to 3 days
b. Discount raised from 5% to 8%
c. Ordered units increased from 10,000 units to 30,000 units

Sample answer:
We have finally reached a compromise with Pentagon Ltd. We can now work on the details
of the contract. Here are the modifications that resulted from the compromise. Both parties
have agreed to shorten the delivery period from five to three days. Aside from that, a bigger
discount has been granted. We will now enjoy an 8% discount, from the original 5%. Due to the
following favorable changes, we have decided to increase our ordered units from 10,000 units
to 30,000 units. I hope that all these revisions will be accommodated in the contract. Please
review it carefully.

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