International Negotiations

Answers

Conversation b: The inflexible position is that suppliers are never given exclusivity. The 

question focuses on the reason for this rule, rather than asking about exceptions. The 

interest is to encourage suppliers to compete for business. The interest-based option is to 

keep this competition by limiting the exclusivity period and reviewing it regularly.

Conversation c: The inflexible position is a refusal to commit to a large order. The question 

focuses on the reason for the inflexibility. The interest is to avoid tying up too much 

capital. The interest-based option is to stagger payments.

Conversation d: The inflexible position is that the price of custom printing is too high. 

The question focuses on whether custom printing is the only solution. The interest is to 

maintain brand identity by using the logo. The interest-based option is to use logo stickers.

Conversation e: The inflexible position is that the price is too high. The question focuses 

on the reason for the problem. The interest is to have a simple system. The interest-based 

option is to offer the old system.

Conversation f: The inflexible position is that the negotiator cannot go further. The 

question focuses on what might get the customer to change his/her mind. The interest 

is to match or improve on what the current supplier is offering. The interest-based option 

is to change the focus from discounts (where there is no room for manoeuvre) to free 

delivery (where there is some flexibility).

5 

Trainees discuss the meaning of the phrases in italics. After a few minutes, discuss the answers 

with the class. You could also discuss the importance of guessing meaning from context with 

the class, as well as some of the dangers of guessing the meaning of a word where in fact it 

would be safer to ask for clarification.