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Introduction
Quite often in business, a deal can be concluded without having a face-to-face business meeting. Where the terms of a deal are not so complex, or a deal has already been partially reached, much of the final negotiation can be done over the phone. In more complex situations, however, face-to-face negotiations are usually necessary.
If you would like to change the terms of an existing agreement, before you make your call to finalize the agreement, you should be clear about your starting and finishing positions. Do the calculations in advance and work out what a satisfactory outcome to the negotiations would be for you. Be aware of all the factors that have an impact on the deal; in most cases there will be some flexibility with these factors.
Situation
Jenny Bond of United Wholesalers in London has just received the following fax from Bernard Chan of NEG in Hong Kong. NEG supplies fork-lift trucks.
FAX
Re: Special Order of 20 Fork-lift Trucks
Dear Jenny
We regret that our standard vehicles are not suitable for your purpose, but confirm that we can manufacture to the specifications you have forwarded.
Unless you can increase your order from 20 vehicles, however, there will be a substantial charge for this service.
Please let us know if you would like to pursue the matter further.
Yours sincerely
International Sales Director
Bernard Chan
Jenny then telephones Bernard to see if he will accept an order of 25 trucks so they can finalise an agreement. Let’s listen in on their conversation.
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2. it is important to say "good morning" and your name when i speak in the telephone on behalf of the cpmpaney.
3. this is .... spesking
4. i'm calling about
5. if you could make the changes at no extra charge.
6. do you think that would be acceptable.
7. what would be exta cost
8. use could and would instead of