chapter-19-Negotiating-delivery

Unit19NegotiatingdeliveryNEUSchoolofBusinessAdministration2/Chapter19BackgroundBeforeDoncameovertoMr.McNeil’soffice,Edwardhadsuccessfullynegotiatedtheunitprice,quantityofsalesandthetermsofpayment.Throughthewholeprocessofnegotiation,inbetweenmakingandinquiringoffers,Edwardhasshowedhistalentsandabilitytodealwithcustomers.Inthelastscene,DannyMcNeilsuggestedthatheandEdwardshoulddiscussthedetailsincludingdeliveryarrangementstomorrow,whichmeanstoday.NEUSchoolofBusinessAdministration3/Chapter19Objectives:DISCUSSINGPOSSIBLEDELIVERYDATES讨论发货时间GETTINGPEOPLETODOTHINGS让他人做事MAKINGCOUNTER-PROPOSALS提出反对建议STARTINGANDENDINGMEETINGS开始及结束会谈NEUSchoolofBusinessAdministration4/Chapter19Inthisunit...DerekdisagreeswithCliveandDonabouttheproductioncostsforBigBossMark2.EdwardnegotiatesdeliverytermswithDannyMcNeil.Kate,CliveandDerekgotoameetingatHazelfordSystemsanddiscusstheproductionofMark2.Derekisangryabouttheconclusionofthemeeting.NEUSchoolofBusinessAdministration5/Chapter19Newwordsandexpressionsrealisticoption现实的选择premiumprice溢价takeachance冒险collect取balance余额结余agenda议事日程retailprice零售价adjourn使终止deadlock僵局resignation辞职exchangeprocedures交换程序NEUSchoolofBusinessAdministration6/Chapter19NEUSchoolofBusinessAdministration7/Chapter19FurtherdiscussiononMark2projectBasedonthefirstevaluationofMark2,mostofthepeopleinnewproductdevelopmentteamofBiburySystemshaveshowngreatdisagreementtodevelopMark2.However,asinnovativeandadvancedasthisconcept,Donthoughtitworthtohaveacloserlookatthisproject.ThefollowingstoryisthethirdmeetingforMark2program.Watchandfindtheanswerfor:“HowmuchistheunitcostforMark2thatClivesuggestedtomaintainmargins?“NEUSchoolofBusinessAdministration8/Chapter19TheargumentwithinDerek,DonandCliveDONBRADLEY:I'dlikeyoutolookatthosefigures:Asyoucansee,themaximumretailpricefortheMark2mustbe60.Thatmeans,thattokeepourmargins,ourproductcostsmustbenomorethan14perunit.DEREKJONES:I'dratherhavearetailpriceof75.Idon'tbelievethattheMark2canbeproducedforlessthan18perunit.DONBRADLEY:Thatretailpriceisnotarealisticoption,Derek.We'vedonetheresearch.DEREKJONES:Butit'snotjustatoy.Thisisagenuinebreakthrough.DONBRADLEY:Derek...DEREKJONES:Letmefinish--thisisagenuinebreakthroughandthemarketwillbepreparedtopayapremiumpriceforsomethingthatissoadvanced.DONBRADLEY:Derek,letme...DEREKJONES:Justaminute.Thereisnothinglikethisonthemarket,wehavetotakeachancewithit.CLIVEHARRIS:Derek,Idon'tlikearguingwithyou,butIhavetoagreewithDon.I'msorry,wecan'ttaketherisk.Isayweretailat60andproduceat14.DEREKJONES:NomanufacturerwillbeabletoproducetheMark2for14perunitandmaintainthequality.CLIVEHARRIS:Iwouldrathernotdecideanythingnow.DEREKJONES:IwouldliketoshowittoHazelfordSystems.Theymightbeabletoproduceitfor15or16.NEUSchoolofBusinessAdministration9/Chapter19TheargumentwithinDerek,DonandCliveTestyourunderstandingofthedialogues.TellTrueorFalse.1.Donsuggeststheretailpriceshouldnotbebelow75.2.DerekthinksitimpossibletoproduceMark2forlessthan18perunit.3.Dondidn’tdothemarketresearchforMark2.4.Derekthinkthemarketcanacceptahigherprice.5.ClivewantstoproduceMark2for15or16.FalseTrueFalseTrueFalseNEUSchoolofBusinessAdministration10/Chapter19WhatPissesKateoff?Kateismakingacomplaintaboutthefaxmachine.RememberthatJennycalledthefaxmachinehiringcompanybeforetorequestsomeonetobesenttoseetoit.Watchandlistentotheconversationsagain,andfindoutwhatJennywantstodowiththefaxmachinehiringcompany.NEUSchoolofBusinessAdministration11/Chapter19WhatPissesKateoff?KATEMCKENNA:Jenny,couldyoudosomethingaboutthisfaxmachine?Phonethecompany,canceltherentalagreementandgetthebestdealyoucanfromanotherfirm.I'msickofthis.JENNYROSS:Hello.ThisisJennyRossofBiburySystems.WehiredafaxmachinefromyouandIwouldliketocancelourrentalagreement.No,I'msorry.Iwouldratherjustcanceltheagreement...No,wedidaskyoutosendsomeoneyesterdayanditstillisn'tworkingproperly.I'msorry,butIhavetosayno.Yes,ifyoucouldsendsomeonetocollectittomorrowmorning,please.NEUSchoolofBusinessAdministration12/Chapter19Negotiationondeliveryterms1.HowsoondoesMr.McNeilwantthefirst10,000unitsofBosstobedelivered?2.DoesEdwardagreetomeetMr.McNeil’srequest?3.HowdoesEdwardarrangetherestunitsofordertobedelivered?4.WhendoesMr.McNeilwanteverythingtobesentover?NEUSchoolofBusinessAdministration13/Chapter19NegotiationondeliverytermsDANNYMCNEIL:Nowlet'sturntotheBigBoss.Whatisthesoonestyoucandeliver?EDWARDGREEN:Youcanhavethefirstfivethousandunitsbeforetheendofthemonth.DANNYMCNEIL:Iwanttenthousandbytheendofthemonth.EDWARDGREEN:Well,Mr.Mcneil,thatwillbedifficult,butasyouhavebeensounderstandingoverthequestionofprice,Ithinkwecanarrangethat.DANNYMCNEIL:Whataboutthebalanceoftheorder?EDWARDGREEN:Wecandeliverthatinthreeconsignmentsoverthefollowingthreemonths.DANNYMCNEIL:I'dratherhaveeverythingdeliveredbytheendofMay.EDWARDGREEN:Ican'tpromisetodothat,butIshalldomybest.NEUSchoolofBusinessAdministration14/Chapter191.HowsoondoesMr.McNeilwantthefirst10,000unitsofBosstobedelivered?2.DoesEdwardagreetomeetMr.McNeil’srequest?3.HowdoesEdwardarrangetherestunitsofordertobedelivered?4.WhendoesMr.McNeilwanteverything