DON BRADLEY: I'd like you to look at those figures: As you see, the maximum retail price for the Mark 2must be 60. That means, that to keep our margins, our production costs must be no more than 14 per unit.
DEREK JONES: I'd rather have a retail price of 75. I don't believe that the Mark 2can be produced for less than 18 per unit.
DON BRADLEY: That retail price is not a realistic option, Derek. We've done the research.
DEREK JONES: But it's not just a toy. This is a genuine break­through. DON Derek ...
DEREK JONES: Let NEGOTIATING DELIVERY me finish – this is a genuine breakthrough and the market will be prepared to pay a premium price for something that is so advanced,
DON BRADLEY: Derek, let me ...
DEREK JONES: Just a minute – there is nothing like this on the marker, we have to take a chance with it.
CLIVE HARRIS: Derek, I don't like arguing with you, but I have to agree with Don. I'm sorry, we can't take the risk. I say we retail at 60 and produce at 14.
DEREK JONES: No manufacturer will be able to produce the Mark 2 for 14 per NEGOTIATING DELIVERY unit and maintain the quality.
CLIVE HARRIS: I would father not decide anything now.
DEREK JONES: I would like to show it to Hazelfotd Systems. They might be able to produce it for 15 or 16.
KATE MCKENNA: Jenny could you do something about this fax machine? Phone the company, cancel the rental agreement and get the best deal you can from another firm. I'm sick of this.
JENNY ROSS: Hello. This is Jenny Ross of Bibury Systems. We hired a fax machine from you and I would like to cancel out rental agreement. No, I'm sorry. I would rather just NEGOTIATING DELIVERY cancel the agreement... No, we did ask you to send someone yesterday and it still isn't working properly. I'm sorry, but I have to say no. Yes, if you could send someone to collect it tomorrow morning, please.
DANNY MCNEIL: Now let's turn to the Big Boss. What is the soonest you can deliver?
EDWARD GREEN: You can have the first five thousand units before the end of the month.
DANNY MCNEIL: I want ten thousand by the end of the month.
EDWARD GREEN: Well, Mr McNeil, that will be difficult, but as you have been NEGOTIATING DELIVERY so understanding over the question of price, I think we can arrange that.
DANNY MCNEIL: What about the balance of the order?
EDWARD GREEN: We can deliver that in three consignments over the following three months.
DANNY MCNEIL: I'd rather have everything delivered by the end of May.
EDWARD GREEN: I can't promise to do that, but I shall do my best.
MS WONG: First of all, let me welcome all the representatives of Bibury Systems. I'd like to say that we at Haselford Systems are delighted that you are considering us as a NEGOTIATING DELIVERY future supplier. Perhaps I could begin by checking that everyone has a copy of the agenda? And I'd like to add one extra item, if I may … could we discuss the question of exchange procedures after item four, which looks at general payment conditions. So let's make a start. Mr Jones, would you like to outline your position on the first item on the agenda: technological specifica­tions.
DEREK JONES: Thank you. I think that we need to consider a couple of options when we look at this question...
FAX REP: So that's fine. You can sign the NEGOTIATING DELIVERY contract when we deliver the machine.
JENNY ROSS: How soon can we expect delivery?
FAX REP: Well would next Tuesday be convenient?
JENNY ROSS: No, we really need it today,
FAX REP: I'm afraid that's just not possible.
JENNY ROSS: Well, what is the earliest you can deliver?
FAX REP: We can't do it before Friday afternoon.
JENNY ROSS: Well, I'm afraid we really need the machine by tomorrow at the latest or I'm going to have to look elsewhere.
FAX REP: Okay, I'll see what I can do. I'm NEGOTIATING DELIVERY sorry but that just isn't good enough. I must have a guarantee of delivery by tomorrow.
FAX REP: I'll need to speak to my boss. Can I call you back in ten minutes?
MS WONG: I'm sorry. This is a very difficult situation. I understand your problem, hut you must see our position. We think this is a very exciting project, but because we cannot find a compromise I'm afraid we can go no further.
CLIVE HARRIS: We cannot go higher than 14 for 30,000 units. That is our final offer.
MS WONG: But you must realise that NEGOTIATING DELIVERY at this price our margin is unacceptable. So, I think we have covered all the items on today's agenda, I am sorry that we have reached no solution on the final item which is the Mark 2 project. Could I suggest that we adjourn for today and meet again tomorrow morning at ten o'clock?
JENNY ROSS: Is Clive back yet?
GERALDINE: He phoned about twenty minutes ago – said he was on his way. He didn't sound very happy.
JENNY ROSS: Oh dear. I wanted to ask him about taking a couple of days off.
GERALDINE: I'd NEGOTIATING DELIVERY suggest that you wait. I don't think that...
GERALDINE: Hello, Mr Harris, there's a message from ...
CLIVE HARRIS: Later, Geraldine. I'm in a meeting with Derek. Hold all my calls.
JENNY ROSS: I see what you mean!
GERALDINE: I've never seen Derek look so angry. What's going on?
JENNY ROSS: I don't know. Have they had an argument?
KATE MCKENNA: Well! That was an interesting journey! Twenty minutes of total silence.
JENNY ROSS: What's going on!
KATE McKENNA: I think the word to describe the situation is "deadlock"
CLIVE HARRIS: Derek, you are NEGOTIATING DELIVERY being unreasonable.
DEREK JONES: Me? Why won't you move on fourteen!
CLIVE HARRIS: Derek, we have been thought this. We have agreed our negotiating position.
DEREK JONES: I have never agreed to this position. We aren't offering any flexibility. They have to protect their margins.
CLIVE HARRIS: Then we can't do the project.
DEREK JONES: That's your decision is it!
CLIVE HARRIS: Derek I have no choice.
DEREK JONES: I'm sorry Clive. I can't accept that.
CLIVE HARRIS: What are you saying?
DEREK JONES: I'm giving in my resignation.
CLIVE HARRIS NEGOTIATING DELIVERY: That's ridiculous. You're tired. Sleep on it and we'll talk in the morning.


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