Page 6 - Business-11

Unit 2

The opposite offer

Yoon: From our point of view, this sort of discount is quite unusual. It is rare for us to offer 5% off
the Super Computer, JS 4020. I hope you understand our situation, Mr. Smith. This is really a
reasonable price for something that is considered the best in the market.

Smith: Well, I know what you mean. However, due to our financial situation, 5% is not sufficient.
In fact, your proposed price is really an impossible figure for us to accept on this transaction.
We’re planning to order a big number of units if you can give us the discount we’re asking for.
Yoon: This is the best offer that we can make; we can’t go beyond that.
Smith: Yes, but your competitors have offered lower discounts for the same case. Am I to assume
that there is, therefore, no way that you can improve your pricing? Is this really your final of-
fer?
Yoon: Well, I really don’t see how we can do that for you, Mr. Smith.
Smith: Frankly speaking, we both lose. I had thought that your company was suitable for us, but
with the prices as they are, I just don’t see how we can do business. However, I’ll give you time
to think about our request. Can we meet again two weeks from now? Who knows, you might
change your mind.

1. How do you settle conflicts in business negotiations?

Sample answer:
We try to be as diplomatic as possible. We try to settle everything through talk. Moreover, even
if we don’t reach an agreement after the negotiation, we still maintain a good relationship. We
don’t dismiss the fact that there’s still a possibility for us to do business in the future.

2. How do you assess opposite offers made by your business partners?

Sample answer:
We consider their points for their opposite offer. We’re always open to everything. We always
have to keep an open mind in business. Listening to clients always leads to something good.

3. How do you regard opposite offers? Are they always good for both parties?

Sample answer:

6