•You will hear part of a conversation between two managers from different companies, a woman called Elizabeth and a man called S

S=Steven,  E=Elizabeth
S: Well, that is very interesting, thanks very much.
E: Do please sit down. I think you could both me some coffee after staring at computers for so long.
S: Yes, thanks, that would be nice;. We do need to talk business now.
E: so do we have a deal? Are we agreed that the computer systems will suit your needs?
S: Yes. I think it will be fine. As we’re not a big company, although things are going pretty well, we obviously can’t afford the latest technology. That’s exactly why I have decided to buy second-hand computers as opposed to the new ones. I do have a few concerns: I did read that one of the drawbacks of these particular systems is that it’s very slow?
E: Well, that’s all comparative really. Obviously, since the system was first made, things have changed. And it’s slow compared with new computers. But the difference is still quite minimal. And compared to your present system, it’s still at least four times as fast.
S: One obvious question I must ask you before making a decision is why do you want m sell your computers in the first place? Clearly you feel they need updating.
E: Well, actually there has been quite a difference of opinion in our company about the wisdom of replacing them. In fact I don’t think it’s necessary. But some people feel that, because of the international nature of our business, we need to keep up with the very latest technology. I don’t really know why, maybe, to impress our clients, I suppose. Obviously, for a small business like yours, it doesn’t matter as much.
S: Well, yes, that’s also true. I am still worded about your asking price. It’s more than we’ve planned to spend.
E: I am afraid I’ve gone as low as I can. I’m simply not allowed to let it go any cheaper. And quite honestly, Elizabeth, I really do think it’s a very good price.
S: No. having seen what you have here, I certainly think it’s a fair price. But the installation and servicing will add considerably to our costs.
E: OK, un, well. How about if we have our engineers install the system and we will cover half the costs of any necessary servicing.
S: What? For the first year or two?
E: Yes, well, let’s say for the first year.
S: OK, That .sounds very reasonable. And 1 under- stand that you mentioned to John when you first approached him about this that we will be able to send some of our people over to you so that they can be trained to use the system, is that right?
E: Well, not exactly, I said we might be able to offer some training. But I’ve rather bad to re- mind you that we should go over to you. I really don’t think that my boss will be happy having your staff coming here to be trained. You know, he just tends to see you as the competition.
S: OK. It’s a fair point. You send your people to us. Mind you, I wish we were in a position to compete with you.
E: Yes, I know.
S: And anyway our business is much more narrowly focused on our particular area of domestic food market.
E: I know., Elizabeth. You don’t really need to tell me. Anyway, so, do we have a deal?
S: Just one more thing, I believe you said you are going to replace your office chairs at the same time as computers?
E: Yes?
S: And obviously we’ll need the chairs to go with your computers?
E: Oh, I see. You certainly drive a hard bargain, Elizabeth. All right, I must say that does seem fair enough. I think we’ II be able. to throw those in to you.
S: Great! That’s a deal.
E: Excellent, I think these are cool for drink...