1. 7B – The Bargaining Zone, p 30 1 What is the worst thing you can do to a negotiator? 2 Listen to the answer Kennedy gives 3 Read the article to answer the questions. 4 Listen to negotiators from three different countries 5 Listen to a market stallholder selling to a tourist 6 Informal vs. formal haggling language 7 Deciding on your objectives 8 HW – Speaker 1 or Speaker 2 → get ready to negotiate at an antiques market stall.

2. 7c The Bargaining Zone, p 32 ZOPA BATNA Best Alternative To a Negotiated Agreement 1 Answer the questions a – e 2 Take part in a short negotiation in a restaurant 3 Listen to three extracts and do the tasks

3. Task 3 Extract 1: a)1.6L, diesel, purchase, metallic, cloth, air- conditioning, Protex, GPS Extract 2: a)Extras included in the quoted price b)The main sticking point – the price c)36-month warranty and very favourable terms of payment (no details) Estract 3: a)smaller (ari conditioning at cost price + labour) Good negotiatiors make their concessions smaller.

4. Extract 3 b) 15 x Commute 1.6 L diesel saloons, non-metallic £ 15,500 per vehicle inc. anti-rust sealant cost and labour for air conditioning and GPS 3-year fully comprehensive waranty c) win–lose situation in favour of the buyer The buyer (stronger BATNA) - got the cars she wanted - paid only £ 500 per vehicle than she wanted - severa extras FOC or at cost - conceded only the metallic paint The seller: sold 15 cars (overall deal worth a lot) - checking with his manager (buyer used it against him) - failed to attach conditions to his offers - could have renegotiated payment terms

5. Task 4: Put the words in bold in the right order: Listen again to check your answers.