Negotiating with Customers (Beg)


Students will discuss how to deal with customers in negotiating situations.
Student Level: 
Unit Group: 
General Business - Negotiating

Warm Up (5 mins)

Which of the following information might be included in a business contract?

prices of products photos of company staff
company financial reports delivery schedules
company advertising material payment terms


Listening (5 mins)

Listen to the audio and answer the questions.

1. When you start negotiating you should set your price _______.

a) Low

b) High

c) At a discount

2. In a negotiation, your starting price is called your _______ price.

a) Temporary

b) Anchor

c) Alternative

3. A high starting price creates a _______ image about product or service quality.

a) Positive

b) Negative

c) Neutral

Reading Comprehension (10 mins)

Read the following article and answer the questions.

1. Why should you avoid talking too much in a negotiating situation?

2. Why should you avoid rushing to close a deal?

Grammar (5 mins)

Future plans using Present Continuous

We can use the Present Continuous form PLUS a time expression to describe future activities.


I am playing football on Saturday.

She is making a presentation at our meeting next week.

They are visiting our office later this month.

We are starting the project on the 25th of August.

Correct the mistakes in the following sentences using the Present Continuous form.

a. The president is talk to reporters at 5pm.

b. The customer did calling us this afternoon.

c. The company merge with XYZ Ltd next year.

d. John retire from the company this spring.

e. You is getting a new computer tomorrow.

What are you doing next weekend? Make some original sentences.

Vocabulary (5 mins)

Word or expressionMeaning
additional featuresextra functions, extra abilities
touch baseto briefly discuss with colleague, partner or team members
project specificationsa detailed plan of what is to be included in a project
get back toto return a call or respond to a question
budgeta plan for spending money
The _______ say that we need to finish the work by December.
We don't have enough money in the _______ to hire additional staff.
I will need to _______ with my boss before I give you our decision.
How much would it cost to add some _______ to the new product design?
Can I _______ you tomorrow after I have had some time to think about your offer?

Use the following words to complete the above sentences.

budget additional features project specifications get back to touch base

Try making some original sentences with these expressions.

Role Play (15 mins)

Kenji:Hello Mr. Thompson.
Jeff:Please call me Jeff.
Kenji:OK Jeff. Thank you for making time to discuss your new website design.
Jeff:Thank you for coming today. We think the existing website needs a more modern design and additional features.
Kenji:Yes, I understand. My company can do that.
Jeff:Fantastic. We have a budget of $5000 for this project.
Kenji:OK. If you could increase your budget by 10% we can also offer a one-year support package.
Jeff:I am meeting with the management team tomorrow. I will discuss it with them.
Kenji:If you approve the project this month, we can finish it by December.
Jeff:Excellent. You need a 50% deposit to begin work. Is that right?
Kenji:Yes. And I'll need you to sign a contract which contains all the project specifications.
Jeff:Let me touch base with the rest of the team and I will get back to you tomorrow.
Kenji:Wonderful. I'm looking forward to your reply.

Imagine your organization is selling products or services to a large business customer.

Try the role play again, substituting your own original information about products or services, price, payment terms, schedules etc.

Extension Activity

Do you think negotiations should always be done face-to-face?

Do you think negotiating by email is a good idea? Why or why not?

Review and Quiz (5 mins)

Do you have any questions about this lesson?

What did you learn today?

Did you learn any new vocabulary or expressions?

Ask your instructor for tips on how you can improve your English.

Finally, don't forget to take the quiz after all your lessons are finished today.

Thank you !