Download - Computers Tnp 86
-
7/28/2019 Computers Tnp 86
1/1
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