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Counter-offersUnit3
Objectives1Tohelpyoulearnsomecommonly-usedpricenegotiationtechniques.2Tohelpyoulearntounderstandcounter-offers.3Tohelpyoulearntowriteappropriaterepliestocounter-offers.
Activity1Negotiatingprices1.Formtwobiggroups:thebuyerandtheseller.Negotiatethepricesofacommoditytheteacheroffers.Thenreflectonthestrategiesusedbythebuyerandthesellerduringtheprocessofpricenegotiation.
Activity1Negotiatingprices2.ReadtheconversationbetweenSusieHuang,asalesmanager,andhercustomer,DannySmith.Theyarenegotiatingprices.Fillintheblankswiththerightinformationfromtheboxandthenanswerthequestions.
TheNegotiatingprocessa.Itisverycompetitiveinyourmarketb.thebest-sellinginyourmarketc.Thisisourfinalofferd.freeofchargee.beforeshipmentf.30daysaftershipmentg.Iwilltalkwithmybossh.pricefor1,000piecesforthistrialorderi.PleasecheckyouremailandconfirmthePItodayj.Ifyoucanincreasethequantityto2,000pieces,Icanofferyou10.35Whichofourproductsareyouparticularlyinterestedin,Mr.Smith?ImightbeinterestedinModelY.Itdependsonyourprice.SusieHuangDannySmithMayIknowhowmanypiecesyouwouldliketoorder?What’syour(1)?SusieHuangDannySmithFor1,000pieces,let’ssayUSD10.5FOBShenzhen.SusieHuangh
TheNegotiatingprocessa.Itisverycompetitiveinyourmarketb.thebest-sellinginyourmarketc.Thisisourfinalofferd.freeofchargee.beforeshipmentf.30daysaftershipmentg.Iwilltalkwithmybossh.pricefor1,000piecesforthistrialorderi.PleasecheckyouremailandconfirmthePItodayj.Ifyoucanincreasethequantityto2,000pieces,Icanofferyou10.35That’sincredible!Yourpriceistoohigh.DannySmithMr.Smith,please.Thisisactuallyourbestoffer.(2).Joking.MycompetitorboughtfromamiddleagentinChina,justUSD10.2.SusieHua
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