Synopsis Kamakuras negotiating team arrives at Visitrons Head office for the opening of the negotiations. Richard Hamilton welcomes them and suggests a negotiating procedure. Howard Parker makes an opening statement and presents an outline of Visitrons proposals. Kenji Yasukawa asks questions about the scope of the proposals, Visitrons current financial position and the new technology. Don Chapman then begins a presentation of the new products.
Study Visitrons confidential negotiating brief below and then answer the questions.
What is Visitrons overall target?
2. What are the roles for the Visitrons team?
3. What is Visitrons major bargaining strength?
4. What is Visitron looking for in return for its offer of the new technology?
5. What is Visitron not willing to negotiate on?
Vocabulary Tasks
Task I. Define the meaning ofthe following words and expressions,
translate them into Russian:
1. awkward
2. bold
3. comprehensive agreement
4. concession
5. cost and revenue sharing
6. digression
7. fair and equitable agreement
8. fruitful
9. full commitment to
10. major beneficiary
11. on behalf of
12. prior to presentation
13. quid pro quo *
14. remainder (of the meeting)
15. rumors
16. strategic acquisitions *
17. to exploit ones weaknesses
18. to fill smb in on some front
19. to hand smb over to smb
20. to keep smth from happening
21. to retreat to fallback position *
22. to sketch
23. incredulity
* definitions are available in the glossary
Task II. Translate the sentences into Russian:
Gentlemen, may I welcome you on behalf of the Visitron board to London. I hope your stay will be fruitful and successful.
Firstly, Mr. Parker outlines our current view of the market situation. Secondly, I sketch some of the possibilities we see open for our companies.
In the last three years we have seen a major shift in demand towards the smaller end of the market.
Worldwide Small Unit sales now represent 47% of total sales and this figure is forecast to rise to 70% by the end of the century.
Not only do they have the advantage of low unit costs as a result of the huge sales volume but we also know that they are now involved in a policy of strategic acquisitions around the world.
In the long term that would mean one thing, by the end of the year 2000 our industry will be dominated technically and commercially by a single operator.
We believe the scale of the Hyperscan threat requires a bold, comprehensive and coordinated response.
What we are looking for is a comprehensive agreement across the small end of the market, worldwide.
As a gesture of our seriousness, we intend to put at the center of our talks the recent major advances in technology that I outlined to you in Tokyo.
Yasukawas questioning of Chapman on the technical aspects of the new market and detector components was very detailed.