1. 1 Pertemuan 5 Unit 2 – Selling Online Matakuliah: G0682 / Bahasa Inggris Ekonomi 1 Tahun: 2005 Versi: versi/revisi

2. 2 Learning Outcomes Pada akhir pertemuan ini, diharapkan mahasiswa dapat : Menerangkan proses negosiasi, tips negosiasi, dan dapat melakukan simulasi suatu negosiasi (C2).

3. 3 Group Discussion A.Work in two groups, A and B. Group A looks at the negotiating tips below. Group B looks at the negotiating tips on page 136. 1.Each group agrees on five most important negotiating tips on their list. 2.Then form new groups with members from Group A and B. Agree on Single list of the five most important tips from both list.

4. 4 Listening: Reaching agreement B.Listening 2.4, 2.5, 2.6. You will hear three parts of a negotiation between Michelle, the manager of a bookstore chain, and a website designer. Listen to each part and complete the chart. Negotiating pointWhat Michelle wants What the designer wants What they agree Schedule for setting up the website Two months Payment termsFixed amount $6,000 Website designTwo covers per page

5. 5 Listening: Reaching agreement(contd..) C.Listening 2.4, 2.5 Listen again to the first two parts of the conversation. After each part, complete the missing words. Then check your answers with a partner. (p.19) D.Listening 2.6. Listen again to to third part of the conversation. Note down all the expressions for agreeing and disagreeing. Decide whether they express a) strong, b)polite or c) hesitant agreement or disagreement. (p.19)

6. 6 E.Role play this situation A representative of a website maintenance company meets a company manager to negotiate a maintenance contract. Website representative: turn to page 136 Company manager: turn to page 138 Read your role cards. Then do negotiation.

7. 7 Useful language Stating aims We ‘d like to have it in month’s time We must have delivery by the end of next week Making concessions If I have to finish in one month, I ‘ll need to have an extra designer. That could be all right – as long as I get some money in advance.

8. 8 Useful language Rejecting suggestions We ‘d prefer to pay you a fixed amount Bargaining How about paying me half when I start the work? Focusing the discussion Let’s start talk about the time for setting up the website

9. 9 E-mail writing E-mail can have a formal business style or a very informal style, similar to spoken English (See page 133).

10. 10 Individual work As a director of Lifetime Holidays or as director of DirectSun, complete the e- mail to the person you negotiated with. Summarise what you agreed (see page 21)

11. 11 Additional Resources Read the article and summarize with your own words Shopping Online: Internet Tycoon Enter Rich List http://news.bbc.co.uk/1/hi/uk/674129.stm