Professional English Online ROLE-PLAY

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Negotiating
Level 2 Role-play
B1/B2 (Intermediate to Upper-intermediate) (25 minutes)
Divide the students into an equal number of pairs.
Warmer Ask them to prepare for the meeting using the
prompts on the role cards. Ensure they prepare some
(5 minutes) phrases and sentences for use during the role-play.
Ask students what makes a good negotiator. Match up pairs A and B and ask students to perform
Possible suggestions: the role-play. During the role-play monitor the
• knowing what you want from the negotiation students’ performance and make notes of any
• being well prepared mistakes you overhear such as vocabulary, phrases,
• looking for a win-win outcome pronunciation or grammar.
• being able to keep calm
• being a good listener Summarise
• being flexible (10 minutes)
This activity is a role-play and focuses on the Once all pairs have finished their role-play ask them
language of sales and negotiation. It follows on from to summarise the outcome. Ask them if they reached
the e-mail writing activity on making arrangements: an agreement and, if so, on what terms.
http://www.cambridge.org/elt/resources/professional/ Write the most common mistakes from the role-play
activities7.htm on the board and then go through them with the
group providing feedback where necessary.
1 Vocabulary activity
(5 minutes)
Answers:
Sales: a; b; e; g
Negotiations: c; d; f; h; i; j

Professional English Online © Cambridge University Press 2008 PHOTOCOPIABLE

 Professional English Online ROLE-PLAY
www.cambridge.org/elt/pro

Negotiating
Aims Tasks
• Recognise the difference between expressions used • Prepare for a meeting.
for sales and negotiating. • Take part in a negotiation.
• Practise key expressions in negotiating.

1. Put the phrases below into the correct category.

a. Let me tell you about …
b. What we can do for you is…
c. I may not be able to do much about the price, but…
d. That’s more than what we are paying our current supplier.
e. Our Unique Selling Point is…
f. I see what you mean. What about if…?
g. What we offer is …
h. We might be able to extend the terms of payment. Would that help?
i. Can we come back to that point again later?
j. How shall we proceed from here?

Sales Negotiations

2. Role-play A: Franz Reihmann and Elisabeth Knoll

You are responsible for distribution of your company’s products, ready meals. Your company already uses a
transportation company but you are interested in finding a more reliable one. You have therefore spoken to
another transportation company on the telephone and have arranged a meeting with their representative, Carl
Downes, which will take place in 10 minutes.
Prepare for the meeting by making notes of what you want to say, what your demands and expectations are and
how you would like to make your points. Here are some notes to help you:
Your current supplier often delivers late which is causing problems for your customers.
While price is an issue your current distributor is much cheaper than the others you have found so you are
prepared to pay a little more (you have already briefly discussed price and are aware that the new supplier’s
prices are 30% higher than your current ones).
You want to make sure the salesperson understands your needs.
You would like to find out about their network – your current distributor has a fleet of 300 vehicles and you feel
this may be too small for your needs.
Your current supplier gives you a 60-day payment term which you like.
If you are offered a good deal you are happy to agree to it today.

Professional English Online © Cambridge University Press 2008 PHOTOCOPIABLE

 Professional English Online ROLE-PLAY
www.cambridge.org/elt/pro

Negotiating
Aims Tasks
• Recognise the difference between expressions used • Prepare for a meeting
for sales and negotiating • Take part in a negotiation
• Practise key expressions in negotiating

1. Put the phrases below into the correct category.

a. Let me tell you about …
b. What we can do for you is…
c. I may not be able to do much about the price, but…
d. That’s more than what we are paying our current supplier.
e. Our Unique Selling Point is…
f. I see what you mean. What about if…?
g. What we offer is …
h. We might be able to extend the terms of payment. Would that help?
i. Can we come back to that point again later?
j. How shall we proceed from here?

Sales Negotiations

2. Role-play B – Carl Downes and George Sherridan

You are salespeople for a transportation company. You are about to meet Franz Reihmann and Elisabeth Knoll
who are responsible for distribution for a company which produces ready meals. They are interested in meeting
you to discuss your company taking over their distribution.
Prepare for the meeting by making notes of what you want to say, what you can offer and how you would like
to make your points. Here are some notes to help you:
Find out what the situation is with their current supplier. Why are they interested in changing?
You have already briefly discussed price and are aware that your prices are 30% higher than their current
suppliers. You can negotiate down to 10 % but no less.
Your company has over 30 years’ experience in the business.
You have a network of 450 vehicles around the country.
Your regular payment terms are 30 days.
You would like to reach an agreement today since you are under pressure from your sales manager to complete it.

Professional English Online © Cambridge University Press 2008 PHOTOCOPIABLE