3. Counter offe Counter offer is an expression of or of the terms given by the offerer a of an offer may result when an offeree attempts to vary the terms of the offer Counter offer may go back and forth times, a period called bargaining stage also the most difficult phase of a negotiation Once the counter offer is given, the offerer means to honor the terms he puts forward which will have effect on the offerer 4. Acceptance An acceptance indicates the of the offeree to accept the terms of the offer Acceptance may be made by the signing and delivery of a written document, or by a communicated to the offerer. Silence on the part of the offeree is an acceptance he acceptance must be unequivocal and the terms of the offer must be The final will be the contract, the legal document 2. Setting the agenda VCD The people Andrew Carter is Export Sales Manager for Okus IT. He is ready to make his opening presentation Karen Black is a Project Manager at Okus IT. She is expecting Francoise to he agenda for the meeting Francoise Quantin is the current IT Manger at Levien. She is very anxious about protecting the jobs of her It team Sean Morrissey is from Lev ien's Chicago office. He wants to establish a clear and strong position for levien The negotiation Andrew and Karen are expecting Francoise, who is chairing the negotiation, to fix the genda and procedure for the day Script 15 3. Counter offer Counter offer is an expression of ______ or __________ of the terms given by the offerer. A _______ of an offer may result when an offeree attempts to vary the terms of the offer. Counter offer may go back and forth ______ times, a period called bargaining stage, also the most difficult phase of a negotiation. Once the counter offer is given, the offerer means to honor the terms he puts forward, which will have ______ effect on the offerer. 4. Acceptance An acceptance indicates the ______ of the offeree to accept the terms of the offer. Acceptance may be made by the signing and delivery of a written document, or by a ______ communicated to the offerer. Silence on the part of the offeree is ______ an acceptance. The acceptance must be unequivocal and ___ the terms of the offer must be accepted. The final ______ will be the contract, the legal document. 2. Setting the agenda VCD The people Andrew Carter is Export Sales Manager for Okus IT. He is ready to make his opening presentation. Karen Black is a Project Manager at Okus IT. She is expecting Francoise to set out the agenda for the meeting. Francoise Quantin is the current IT Manger at Levien. She is very anxious about protecting the jobs of her IT team. Sean Morrissey is from Levien’s Chicago office. He wants to establish a clear and strong position for Levien. The negotiation Andrew and Karen are expecting Francoise, who is chairing the negotiation, to fix the agenda and procedure for the day. Script 1