Talking about prices with confidence — Workbook
1. Vocabulary in context
Complete each sentence with ONE word or phrase from the box. Two items are extra.
- Could you send me a written drop for 300 licences by tomorrow?
- Our drop on this product is under 10%, so there's very little room to negotiate.
- For orders above 1,000 units, we can offer a proper drop .
- It's not the cheapest option, but the service is excellent — real drop .
- I don't have exact numbers yet — as a drop , we're looking at around 45k.
- Their competitor came in at 20 euros; can you drop that offer?
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2. Comparatives, quantifiers & softeners
Rewrite each direct sentence in a more diplomatic, negotiation-friendly form.
- Your price is too high.
- That's expensive.
- I want a discount.
- Their offer is 3% cheaper.
- There's no margin left on this product.
- Your competitor is much cheaper.
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3. Which sentence is more natural in a price conversation?
Choose the more professional / natural option.
You want to say the offer is 15% higher than expected.
You want to ask for room to negotiate, politely.
You want to defend a higher price using value.
You want to postpone a decision politely.
You want to propose a non-price concession.
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4. Find and fix the mistake
Each sentence has ONE mistake. Rewrite it correctly.
- How much units do you need this quarter?
- Our margin isn't enough high to give a 15% discount.
- Their offer is more cheap than ours.
- Can you match to their price?
- We have quite lot of clients asking for that discount.
- The price is nowhere as competitive as last year's.
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5. Listening — a phone call about a quote
A client, Ana, calls his account manager, Pedro, to react to a recent quote. Listen (or read the transcript) and answer.
- What is Ana's main problem with Pedro's quote?
- What does Pedro refuse to change, and why?
- What TWO alternative concessions does he offer?
- What is the final agreement at the end of the call?
Show transcript
Ana:Pedro, thanks for the quote you sent yesterday. I have to be honest with you — it's around eight per cent above the budget we've been given for this quarter.
Pedro:I appreciate you telling me straight away, Ana. Can I ask, are you comparing our number with another supplier, or with an internal budget?
Ana:Purely internal. The finance team froze the budget three months ago.
Pedro:OK, that helps. The unit price itself is difficult to move — our margin on this product is already very tight. But there is flexibility elsewhere.
Ana:Such as?
Pedro:Two things. First, I can cover delivery on this order — that saves you roughly 350 euros. And second, I can move you from 30-day to 45-day payment terms, which should help your cash flow.
Ana:That's actually useful. Let me run the numbers with finance and I'll come back to you by Thursday.
Pedro:Perfect. I'll hold the offer until end of day Thursday. Thanks, Ana.
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6. Writing — email reply defending a price (100–120 words)
A client has emailed you asking for a 12% discount on your latest quote. Write a polite reply that (a) acknowledges their request, (b) explains why you cannot match the discount, (c) offers TWO alternative concessions (e.g. payment terms, free delivery, additional service), and (d) invites them to reply if they'd like to discuss it further. Use at least ONE comparative and ONE softener from the unit.
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7. Reading & discursive reflection
Re-read the classbook article 'The price conversation nobody wants to have'. Then answer in 100–130 words.
- The text argues that cutting the price should always be the LAST option in a negotiation. In your industry, is this realistic? Give at least ONE concrete reason for and ONE against.
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