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date. With this system, however, there is no guarantee that they will pay. For that,

the British would need an irrevocable documentary credit.

3.Installation of the pumps. Installation of the pumps will involve an expense for Acme. Naturally, the more pumps ordered, the lower the installation fee per pump. At a certain level of purchase, the installation should be free.

4.A service contract and the training of Nigerian nationals to man the service center.

The Nigerians are interested in a service center being established which would eventually be manned by Nigerians. This would result in jobs and training and reduce service costs.

5.The possibility of a subsidiary jointly owned by Acme and a Nigerian partner. The Nigerians would want a joint venture that would result in jobs, training, technology transfer, and profits.

The Case Sequence

1. PRE-NEGOTIATION: Each side will prepare for the negotiations by discussing their negotiation strategy and filling out the Negotiations Worksheet and the Position Presentation Worksheet (Appendices 1 and 2, “Negotiating in English”, Эмерель Н.И.,

Григорьева Е.Ю.)

2. SOCIALIZING: Spend five minutes exchanging business cards and talking about

common interests.

3. SITTING DOWN AT THE NEGOTIATING TABLE: The Nigerian team leader, Mr. John

Abiola, Deputy Secretary for the Ministry of Agriculture, will place the English on the appropriate side of the table with their head of delegation in the middle, surrounded by his subordinates. While still standing, the head of the Nigerian team will introduce the team's members, their name and title. Then the head of the English team, David Smythe, Head of Overseas Sales will do the same.

The Nigerian Team:

Mr. Christian Onoh, Chief Engineer for Irrigation Projects

Mr. Stephen Agu, Chief Purchaser

Mr. Jim Nwododo, Agricultural Consultant

Mr. Paul Nwankwo, Comptroller