| Unit 1 |
Dialogue 1 |
Exchanging pleasantries before business / chit-chat |
| Dialogue 2 |
Agreement on procedure |
| Unit 2 |
Dialogue 1 |
Opening statement / Laying the cards down |
| Dialogue 2 |
Exchanging company information |
| Unit 3 |
Dialogue 1 |
Stating positions |
| Dialogue 2 |
Asking questions |
| Unit 4 |
Dialogue 1 |
Options |
| Dialogue 2 |
Expressing agreement to options |
| Unit 5 |
Dialogue 1 |
Expressing disagreement to options |
| Dialogue 2 |
Bidding-making a proposal, clarifying and responding |
| Unit 6 |
Dialogue 1 |
Bargaining / Concession / Condition |
| Dialogue 2 |
Showing preference / Possibility / High probability |
| Unit 7 |
Dialogue 1 |
Taking a break |
| Dialogue 2 |
Persuasion / Looking at the big picture |
| Unit 8 |
Dialogue 1 |
Final offer |
| Dialogue 2 |
Accepting and confirming |
| Unit 9 |
Dialogue 1 |
Summarizing and looking ahead |
| Dialogue 2 |
Ending negotiations - not settled |
| Unit 10 |
Dialogue 1 |
Ending negotiations - in full agreement |
| Dialogue 2 |
Bringing in a mediator |
