Complete the 12 sentences below. Choose the best answer for each one.
1We are ............... considering a six-month pilot, provided the contract includes a strict cap on support costs.
Wrong!
"Open to" fits because the team is willing to consider a capped pilot rather than reject the idea outright.
2Although we can revisit the delivery schedule, we are ............... on payment terms and will not extend the deadline beyond thirty days.
Wrong!
"Firm" is correct because the sentence says the company will not extend the deadline beyond thirty days.
3Their lawyers will ............... the exclusivity clause because the investor will not sign unless it is included.
Wrong!
"Insist on" is correct because the other side will not sign without the clause, so the clause is a condition, not a concession.
4If they increase the order volume, we could ............... on price by accepting a five percent reduction.
Wrong!
"Meet them halfway" is correct because accepting a five percent reduction is a compromise between positions.
5We must ............... any uncapped liability provision, as the board has categorically rejected it.
Wrong!
"Rule out" is correct because the sentence says the board has categorically rejected an uncapped liability provision.
6We are ............... lower the upfront fee if the client agrees to a three-year minimum term.
Wrong!
"Prepared to" is correct because the sentence offers a concession if a specific guarantee is included.
7After three rounds of talks, the parties reached a ............... agreement subject to finance committee approval.
Wrong!
"Tentative" is correct because the agreement still depends on finance committee approval.
8For the regulator, independent data access is ..............., not a starting point.
Wrong!
"A red line" is correct because the speaker says the requirement is not merely an opening position but a non-negotiable limit.
9The rival bidder's deadline gives us ............... because the supplier knows we can still walk away.
Wrong!
"Leverage" is correct because the rival bid gives us bargaining power: the supplier knows we have an alternative and can walk away.
10In the written response, we should remain ..............., neither rejecting the proposal nor accepting it before the valuation report arrives.
Wrong!
"Non-committal" is correct because the response avoids a yes-or-no decision while leaving the option open.
11To keep the talks alive, we can ............... our demand by offering phased implementation while keeping the audit right itself.
Wrong!
"Soften" is correct because adding phased implementation makes the demand less rigid while retaining the core requirement.
12Before we disclose any revised pricing, calculate our ............... — the best outcome available if no deal is reached.
Wrong!
"BATNA" is correct because it means the best alternative available if no agreement is reached.
Exercise complete
0 out of 12
correct answers
Answers
- We are open to considering a six-month pilot, provided the contract includes a strict cap on support costs.
- Although we can revisit the delivery schedule, we are firm on payment terms and will not extend the deadline beyond thirty days.
- Their lawyers will insist on the exclusivity clause because the investor will not sign unless it is included.
- If they increase the order volume, we could meet them halfway on price by accepting a five percent reduction.
- We must rule out any uncapped liability provision, as the board has categorically rejected it.
- We are prepared to lower the upfront fee if the client agrees to a three-year minimum term.
- After three rounds of talks, the parties reached a tentative agreement subject to finance committee approval.
- For the regulator, independent data access is a red line, not a starting point.
- The rival bidder’s deadline gives us leverage because the supplier knows we can still walk away.
- In the written response, we should remain non-committal, neither rejecting the proposal nor accepting it before the valuation report arrives.
- To keep the talks alive, we can soften our demand by offering phased implementation while keeping the audit right itself.
- Before we disclose any revised pricing, calculate our BATNA — the best outcome available if no deal is reached.