Assignment 09-03
Business Skills
Activity: Role Play
Objective/Task: Role play two negotations.
Assignment: Students role play the two negotations on page 52, using key words and
phrases for negotiating.
Create pairs. Tell students to start with Role Play A. Assign each student a role or have
students choose roles. The roles are:
Role Play A
A wine importer
Julian Montero, a wine producer
A wine importer telephones Julian Montero to order 100 cases of the Montero
Chardonnay wine. The list price is US$150 a case. Julian Montero offers a 3% discount,
delivery in six weeks by sea freight, and asks for payment by banker’s draft. The
importer tries to negotiate a better price, discount, delivery and payment.
Then, students prepare and perform Role Play B in the same way. The roles for Role Play
B are:
Role Play B
A company employee
The employee's boss
Employee wants to have a 10% salary increase, but the boss can only afford to
have a 2% increase. Negotiate with each other and try to get a good outcome.