7/28/2019 Computers Tnp 86

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AIM.

To practise a customer/supplier negotiation based on

typical issues such as quantity, price, transport costs,

exclusivity and terms of payment.

TIME.

5060 minutes

PREPARATION.Make one copy of the worksheet for each student in the

class.

PROCEDURE.

1 Write up on the boardNew model of computer: the

AT400. Elicit and write up some of the features of

this exciting new model. Tell the students that they

are going to practise a negotiation between

customer and supplier for the purchase of a large

quantity of these computers.

2 Elicit and write up some of the issues that may be

discussed during the negotiation (see worksheet

main headings). Elicit the different stages of thenegotiation, particularly reminding students to begin

with relationship building and discussing general

objectives before moving on to the detailed

bargaining itself.

3 Remind students of any particular language areas

from worksheets 9.2 to 9.6 that you want them to

focus on.

4 Divide the class into pairs and appoint Customers

and Suppliers. Give out the correct half of the

worksheet to each student. Group together pairs of

students with the same role and ask them to prepare

ideas together. Allow at least 15 minutes for this.

Circulate, help with vocabulary, and prompt them to

discuss:

history of their company and experience in themarket

their ideal outcome, realistic outcome and

bottom line for each issue

5 Regroup into the A/B pairs who will do the activity.

The supplier is the host and stands by the door,

inside the room, waiting for their visitor. The

customer has just arrived from the airport and will

start the activity outside the classroom. They knock

on the door in turn. Start the activity, circulate and

make a note of good/bad language use.

6 Hold a short feedback slot.

7 (Now, or in the next-class) The As and Bs change

roles and repeat the activity. Hold another short

feedback slot.

9.8Computers Teachers Notes

Business Builder

Tea cher Resou rce Series

WORKSHEETS9.8AND 9.9.

Note the following points for supplier/customer

negotiating role-plays:

s Students should have a chance to play both

supplier and customer on different occasions.

s Remember the option of using the same role-play

a second time with changed roles and/or partners.

s Same-role preparation needs to be done out of

earshot of the other side. The negotiations

themselves also work much better if each pair is

in a different room. If this is not possible, create

a separate space for each pair by arranging the

chairs so that they are facing the corners of theroom.

s Consider a range of feedback methods: closed pairs + teacher (normal: you make

language notes for a feedback slot)

open pair + class (one pair performs for the

class; others watch then comment on language

and performance)

closed pairs + observers (groups of three: one

student sits a little distance away and is an

invisible observer)

s If you are working one-to-one, you will have to

play one of the roles yourself. Be simple and

straightforward, and model lots of target

language. Get business ideas from previousstudents. If you are stuck, ask your student what

he/she would do/say in your situation.

Macmillan Publishers Ltd 2002 86 This page may be photocopied for use in class