Let´s make a deal!

The objective

To effectively negotiate the prices of goods, such as electronics

The language

Phrases of agreeing/disagreeing: Sounds good; Deal!; That´s too high/too low; Sorry, no deal.

Question formation: How much is it? Does it have...? Is it...? What are you looking for?

The set-up

Find a website which provides basic information (model, brand, features, prices) for electronics such as televisions, computers, DVD players. Copy at least two different models of each item onto a blank document in list-format--this will be the "salesperson´s" document. Now create a copy of that same document, this time without the prices--this will be the "buyer´s" document.

The low-down

Write "Haggle" and "Negotiate" on the board. Ask them what they mean and in what context they are used (one is for market-haggling, one is for business; provide examples). Ask the class if they´ve ever had to haggle or negotiate with someone over a price. After getting a few responses, draw at least six rectangles on the board (2x3) and above the three rectangles to the left, write Buyer, and above the three to the left, writing Seller. Now ask them to imagine a situation in which the buyer is interested in something, but doesn´t know anything about it--including the price. How does the bargaining process work? After getting a few responses, ask the class to work in pairs/groups to describe the process and techniques of haggling using the chart you´ve put on the board.

Example:

Buyer	Seller
Expresses interest in object. Asks for specific info. Asks about the price	Answers questions. Provides more info. Exaggerates.

Shows surprise. Says, price seems to expensive.

Justifies price.

Makes an offer for a lower price.

Gives a counter-offer

Ask pairs/groups to compare ideas until they seem to have a general consensus (variations obviously will be accepted). Now explain that they will have to bargain for electronics. Buyers are visiting a small shop that sells discount electronics. The buyer´s objective is to buy three items and obtain the best price possible. Sellers have items to sell and their objective is earn a profit so they can´t sell below cost. Now, allow students to bargain. Give them a time limit of ten minutes as this tends to take a long time.

Now what?

Ask the sellers how much profit they earned (and congratulate the seller who earned the most). Do the same for the buyers (and congratulate the buyer who spent the least). Then elicit what phrases are used for specific functions such as: expressing interest, asking questions, disagreeing with price, justifying price, making a counter offer, agreeing to price. When all the phrases are on the board, repeat the activity with new price-sheets or by just changing partners.

Time to teach

This is done in two stages: by eliciting phrases used in the bargaining process after the first bargaining session and by noting down errors during the second bargaining session and putting them on the board for further correction.

More talk-time

(This lesson takes a long time, but if you have some left over...)

How do you feel about haggling over a price? Do you like doing it? Do you feel comfortable?

Where might you haggle using English? Do you think it´s a useful skill?

Do people haggle much in your culture? Why or why not?

Extra Text for Example:

Buyer	Seller
	Can I help you?
Yeah, I´m looking for a new laptop to replace my old one.	Okay, what kind of laptop were you interested in?
I´m not sure. I think I want a small, portable one.	Great. We have several models. The best is this HP mini-laptop. It´s great for internet use. It has 2 GB of memory and and an intel processor. This is a fantastic computer!
Hmm. I don´t know. How much is it?	Only 450 euros. That includes Microsoft Windows and virus protection software.
Wow! That´s more than I was thinking of spending.	How much did you want to spend then?
I was thinking 300 euros.	No, sorry. This computer is this year´s model. I can´t let you have it for less than 400 euros.
How about 350?	No, sorry. The best I can do is 389.
Well, thanks anyway. I´ll just have to look in some other shops.	Wait! Okay, 380 and I´ll throw in a free case.
Deal!

Describe what each person does throughout the negotiating process. For example, "The salesperson offers to help the customer/buyer", "The buyer gives general information about what he´s looking for". If possible, describe how these tactics allow the person to get what they want.