File card a/1

You are a sales representative for an advertising consultancy. You are responsible for selling perimeter advertising for sports arenas in Italy. You sell 25 metre electronic advertising at Italian Serie A (first division) football matches.

Price on live television:

• corner position: $120 per flash (one minute);

• halfway line or behind the goal $240 per flash (one minute);

You can offer discount of up to 20%, but only for deals of three matches or more.

You can offer two free flashes at non-televised games instead of a discount.

Notes:

You have no space on the halfway line (middle of the playing area) in January and February.

A deal must be for a minimum of 10 flashes per match.

File card b/1

You represent an international fashion house with a major youth market, especially in Italy and Spain. You want to advertise at Italian Serie A (first division) football matches. You have a budget of $10,000. You would like the following:

• electronic advertising at matches on live television only;

• a minimum of ten flashes in every game (a flash = one minute);

• you prefer halfway line positions (they are most often seen by the TVcameras);

• you don’t want behind the goal unless you get a good discount;

• you would like to advertise at between four and six matches in the early part of the year (January – March).

File card a/2

You represent an international company with business links in Tokyo. You urgently need to buy a brand-new luxury apartment in Tokyo’s Shinjuku district. You could spend up to 250m, but you would prefer to spend only about 150m because you would like to buy a second, smaller apartment in Hachioji – but this is not essential.

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Notes:

a) Shinjuku is one of the most famous and prestigious districts in downtown Tokyo.

b) You would like the apartment to be near Shinjuku Gyoen Park, or close to Shinjuku station.

c) Hachioji is a suburb – you are not sure exactly where.

d) You need the apartment to be ready in less than three weeks.

e) You want the inside decorated to your specific requirements – you will pay extra for this.

f) You would like an apartment with a swimming pool and tennis courts.

g) You want a large apartment – about 200sq. m.

h) If you cannot have any of the above, you would like to pay less.

File card b/2.

You represent an international property company. You are selling luxury apartments in Tokyo.

Costs:	Shinjuku district:	100m to 200m
	Ueno:	70m to 80m
	Hachioji:	60m
	Chofu:	80m

Notes:

1. Apartments in Tokyo are small: land is very expensive.

2. 70sq.m. is normal, 100sq.m. is large by Tokyo standards.

3. It is virtually impossible to provide a swimming pool or tennis courts.

4. You have two new apartments in Shinjuku:

• 100sq.m. at 120m

• 150sq.m. near the Shinjuku Gyoen Park, 200m

e) Shinjuku is one of the most famous and prestigious districts in downtown Tokyo.

6. Prices are negotiable – but no more than 20% less.

7. Hachioji is a suburb, about 40 minutes by train from the centre.

8. You have an excellent apartment in Chofu (near the centre) for sale at 120m.

9. The apartments could be ready in 5 to 6 weeks.

10. Special interior design can be arranged – cost about 20m.

Practice 12. Discuss the following questions:

1. What qualities make a good negotiator?

2. Do you have to negotiate? Do you like negotiating? Why/why not?

3. What are the normal social «rules» in your country in the context of a buyer-customer negotiation?

4. Is every negotiation potentially a win-win one?

5. Do you think that making goodwill gestures is a good idea, or should you always demand concessions in return for the concessions that you make?

6. What sort of agreements or contracts does your orgatization have with others?

Who draws them up?

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