FIB Module3

Course: Functioning In Business

Module 3

Episode5 Business Lunch

Presentation Video & Interactive Listening

It is now Wednesday, June 12th. It’s 1:30 in the afternoon. Mr. Blake, Mr. Epstein and Ms. Graham are having lunch at a restaurant. Mr. Blake wants to sell his company’s industrial robots to Advanced Technologies. Ms. Graham of Advanced Technologies is in charge of a large project to build a new electronic factory. In this factory, they will need many industrial robots. Mr. Epstein thinks that the robots made by Yamashita Ltd are the best. Ms. Graham agrees. But she is worried about several other problems. Mr. Blake needs to convince her that problems can be solved. E: Well, that was a pretty good meal.

G: Um, it was delicious.

E: Would anyone like some…some more coffee? Shirley?

G: Not for me. No thank you.

B: Yes, I’d like a little bit more please.

E: Okay. There’s the waiter. Waiter, could we get another cup of coffee over here please?

B: Thank you.

Okay. Ms. Graham, let me see if I understand you correctly on this. Now, your basic problem is that we at Yamashita cannot provide adequate maintenance or spare parts quickly enough.

G: Yes, that’s right. That’s my main concern.

B: Okay. Now, you’re rejected the proposal that we use your ware house for storage space for spare parts.

G: Well, not entirely Mr. Blake. Let me clarify that a little. Space is limited, and it would depend very much on the quantity of parts, the size. I would need a lot more details on that.

B: I can certainly understand your concerns. I’m going to put this information in a report after I fax Tokyo.

G: Okay.

B: And, I’ll have the report ready for you tomorrow, and maybe we can come up with the solutions to the problem.

G: Okay. Well, that sounds fine. Even then Mr. Blake, I can’t make any guarantees.

You know, we’ve never done business with a Japanese company before, so it’s quite an undertaking.

B: Oh, I can certainly understand.

G: So I hope you will understand.

B: Sure.

G: Okay.

Alternatives

(1)

E: How about another cup of coffee, Shirley?

G: No thanks. Not for me.

E: Charles?

B: Oh, I wouldn’t mind another cup. It helps the jet lag.

(2)

B: Just confirm things. Your basic problem is maintenance and spare parts, is that it? G: Yes, that’s right. That’s my main concern.

(3)

G: That will depend on other factors, such as quantities and size. However, spare is limited. I would need some more details.

(4)

G: Fine. However we’ve never done business with a Japanese company before, and there’s another firm that’s much closer which we also considering.

B: Right. These are the type of problems that we’re concerned with, too.

Variations

Negotiating

A: to summarize. There are still problems with the delivery date and the size of the discount, but everything else is okay. Is that right?

B: Yes, that’s right. The price is higher than we expected. And we need delivery within 6 months at the latest.

A: I see. Well, I will see what I can do. Can we get together again? How about later this week?

B: Okay. But I’m afraid I won’t be free except tomorrow afternoon. Is that too early? A: No, that’ll be fine. How about 3:00?

B: Okay. Good. I’ll see you tomorrow. Mr....

A: See you then.

Episode6 The Disagreement

Presentation Video & Interactive Listening

It is now Wednesday, June 12th. Mr. Epstein and Ms. Graham have finished their meeting with Mr. Blake. They are in Ms. Graham’s office; they are discussing their meeting with Mr. Blake. Ms. Graham is worried about doing business with Yamashita. She thinks it would be safer to bought robots from an American company. United Industries spare and maintenance would be a problem because the United Industries’factory is close. And in the past, they have always been reliable. Their technological level however is not as high as Yamashita’s and their price is a bit higher.

G: Yes, in Japan, the quality of their products is extremely good, but I don’t know anything about their reliability. Can they be relied on to do this by October 1st.

You know, we’ve worked with United Industries before, and I think we should just go ahead on the deal with them. I feel sure they can have everything installed and working by October 1st.

E: Well, look. But there’s another argument Shirley....and that is that I agree with you they haven’t established themselves in the states, but that’s an advantage.

That’s our advantage because we can get their technology before other companies can...if we’re willing to take the risk. I think we really have to take risk.

G: Well, I think, basically that’s what it comes down to, Mike. You want to take the risk, and I really am not willing to. I don’t feel a can afford to take the risk.

E: Oh, but what have I been doing for the last year? I’ve been looking for the new technology to really make this factory something special, and I think that this is what we need to do. I can’t understand why you disagree with this, it’s really clear.

G: And I think you’ve done a very good job, but I think that there are more disadvantages than advantages. And I’m sorry, but I’m afraid on this you’re just not going to be able to have it in the way you want it.

Alternatives

(1)

G: Well, I think, that’s what it comes down to, Mike. You want to take the risk, and I really am not willing to. I don’t feel a can afford to take the risk.

E: Oh, come on Shirley. That’s what this business all about.

G: Careful Mike. I don’t need you to tell me what this business is about. Your neck isn’t on the line here, mine is.

E: I’m sorry, but I still think that we’ve gotta take the chance.

G: I appreciate your strong feelings on this. But you have to try and understand my position too. It’s not as clear as you think.