Email from account manager to customer
February 17, 9:33 a.m.
I received your order for 50 plastic syringes and 550 single-use needles (one per injection). Also, the portable infusion pumps are on back-order. I can get you 300 now but the other 900 won’t be available until March. In response to your question, the plastic syringes typically last for 30 to 40 injections; they are guaranteed to last for a minimum of 20 injections.
Finally, current prices are $20 per box of 50 syringes, $25 per box of 50 needles, and $175 per box of 10 infusion pump kits.
Email 2:
Email from customer to account manager
February 17, 10:42 a.m.
I noticed that the price of the pumps is set to increase by 15% next month. Will we still receive this month’s price on the entire order, including the ones we receive next month? My boss is already upset about some of the price increases earlier this month. Do you offer any large-volume discounts? We’re ordering more than 1,000 pumps.
Hold off on the syringe order; my boss has found syringes that are guaranteed for at least 30 injections. They’re more expensive ($30 for a box of 50), but he likes the 30-injection guarantee. If we were able to get a volume discount, though, he might still be willing to give you the order.
Email 3:
Email from account manager to customer
February 17, 1:28 p.m.
Pricing is guaranteed at the time of your order, even if the price increases before you receive the shipment. My supervisor agreed to a 5% discount for any orders of more than 1,000 units of a single product or a 10% discount on the whole order if you order a total of 2,000 units for all products combined. I can’t give you a discount on just the 50 syringes, but you already qualify for the 5% discount on the pumps.
In the exchanges provided, the customer uses all of the following negotiating tactics EXCEPT
- A. demonstrating the value of the existing relationship asking for a specific consideration
B. asking for a specific consideration
C. offering a concession that goes beyond what was demanded by the other party
D. signifying a readiness to walk away from the deal
E. indicating displeasure with some aspect of the existing relationship