第19课:Negotiating Agreement(1)

Unit 10: Negotiating Agreement

Useful Tips

Successful negotiations usually follow this process:

Conversation
Janette wants to hire some specialists from a consultancy company for a short-term project to roll out a software package worldwide for her company. She is meeting Stuart, a senior partner from the consultancy, to discuss fees for their services.

Janette: And that, basically, is why I called you, Stuart. We don't have enough SAP specialists for this job ourselves
Stuart: I see. So, what exactly do you need?
Janette: We propose that you second us five programmers for customizing the basic SAP package to our needs, two web interface experts to make sure the package is user-friendly and one technical project manager.
Stuart: OK. But we need to talk about fees. They would have quite different daily rates: