Workbook
Level 9 · Negotiation
Work through these exercises with your own product, market and numbers. Review your answers with a mentor, a farmer group or a business adviser. Print this page to fill it in by hand.
Exercises in this level
- 9.1 · My negotiation preparation sheet
- 9.2 · Complete the terms
- 9.3 · Practise the conversation
- 9.4 · Write a one-page agreement
Part 1 · Prepare before you talk
Exercise 9.1 · My negotiation preparation sheet
- Choose one real or likely deal with a buyer.
- Write your cost per unit and the lowest price you would accept.
- Write your best alternative if this buyer says no.
- Write three things the buyer needs besides price.
- Write your best case, fair case and walk-away point.
Part 2 · The terms that matter
Exercise 9.2 · Complete the terms
- Take your deal from exercise 9.1.
- Write one clear sentence for each of the six terms in the table.
- Mark the term you are least sure about and write the question you will ask the buyer.
Part 3 · Fair dealing, firmness and walking away
Exercise 9.3 · Practise the conversation
- With a friend or family member, role-play your deal from exercise 9.1 for five minutes, then swap roles.
- Practise saying: your price with reasons, a polite no, and 'I need time to think'.
- Write what was hardest and one sentence you will use next time.
Part 4 · Written agreements, records and disputes
Exercise 9.4 · Write a one-page agreement
- Using your terms from exercise 9.2, write a one-page agreement in plain language.
- Add a line on what happens if a delivery is late or rejected.
- Show it to someone you trust and write down what was unclear.