DESIGN TALK
NEGOTIATION
QUESTIONS FOR PERSUADING
WHEN A CLIENT WANTS MORE (BUT DOESN’T WANT TO PAY)
I Lead in. Answer
the questions:
a)
Do you think that clients often ask designers to do extra work or work outside
original agreements? Have you or someone you know had such experience?
b)
What is the best way for a freelance designer to negotiate the terms of extra
work?
c)
Is it right to say no to the client who asks for too much work or wants to pay
little?
II Watch the video and answer the
questions:
1
What does the client want the freelance designer (videographer/photographer) to
do?
2
How much does the designer want the client to pay? How much does the client want
to pay?
3
How does the client try to influence the designer? What are his arguments to
make the designer do extra work for free or for a small sum of money?
4
Does the designer accept the client’s terms? Does he agree to do the extra work
for a small sum of money? How does the designer show his position?
5
How does the conversation end? Will the designer do any work for the client?
Will they work together in future?
III Focus of communication.
Questions for persuading.
a) Study
the example from the dialogue.
Designer: Yeah. That doesn't sound quite like
in the middle, does it?
It’s a tag question that looks like a statement and ends with
,
does it?
We
usually need questions with tags ( ,don’t
you, does it?, etc.) to check the information that we think is
correct. We know or think that something is true and believe the other
person agrees with us. We don’t want to find out new information; we want the
other person to say that we are right.
So in the dialogue the designer believes
that the sum the client is ready to pay is too small, so he uses a tag question
to persuade the client that the sum
he wants to pay too small (the sum is not in the middle between the big sum the
designer wants and the small sum for the work without extra task).
b) Study
the rules.
· We
use auxiliary verbs in question tags: He works as a designer, doesn’t he?
· We
only use pronouns in question tags: Ted works as a photographer, doesn’t
he?
NOTE!
that ] it
That doesn't sound quite like in the middle, does it?
someone/somebody/everyone/everybody
]
they
Everyone knows their agency, don’t they?
everything/something ]
it
Something is wrong with the colours, isn’t it?
Tense
|
auxiliary
verb /verb in question tag
|
example
|
|
Present Simple
|
am/is/ are
|
aren’t, isn’t
(am/is/are)
|
|
I am in charge of
this project, aren’t I?
|
|||
V
Vs
|
don’t, doesn’t
(do/does)
|
Rectangles give a sense of
stability and formality
in poster design, don’t
they?
|
|
Past Simple
|
was/were
|
wasn’t,
weren’t
(was/were)
|
Rectangles were
the
most common shapes in design, weren’t they?
|
Ved
V2
|
didn’t
(did)
|
The designer mixed green and yellow
colours,
didn’t he?
|
|
Future Simple
|
will +V
|
won’t
(will)
|
They will mix
green and yellow colours, won’t they?
|
Present Continuous
|
am/is/are + Ving
|
aren’t, isn’t
(am/is/are)
|
The designer is working
on
the logo now, isn’t
he?
|
Past Continuous
|
was/were + Ving
|
wasn’t,
weren’t
(was/were)
|
The client was discussing
the
layout for 2 hours yesterday, wasn’t he?
|
Future Continuous
|
will be + Ving
|
won’t
(will)
|
The agency will be working
on
our corporate style all June, won’t it?
|
Present Perfect
|
have/has + V3
|
hasn’t/haven’t
(has/have)
|
Jess has
already
presented her portfolio, hasn’t she?
|
Past Perfect
|
had + V3
|
hadn’t
(had)
|
Tom had drawn
the
logo by hand before he scanned it to work in Photoshop, hadn’t he?
|
Future Perfect
|
will have + V3
|
won’t
(will)
|
You will have printed all the invitations by the end of the week, won’t you?
|
Present Perfect Continuous
|
have/has been + Ving
|
hasn’t/haven’t
(has/have)
|
You have been working in that agency since your graduation from
college, haven’t you?
|
Past Perfect Continuous
|
had been+ Ving
|
hadn’t
(had)
|
Jess had been working
on
the logo for 3 hours when the client called and cancelled the order, hadn’t she?
|
Future Perfect Continuous
|
will have been+ Ving
|
won’t
(will)
|
By June we will have been working on the
new logo for 2 months, won’t we?
|
Modal verbs
|
can
|
can’t
(can)
|
You can
also take several pictures for us, can’t you?
|
would
|
wouldn’t
(would)
|
The clients would
agree
to change the design, wouldn’t they?
|
·
POSITIVE SENTENCE ] NEGATIVE
TAG
NEGATIVE SENTECE ]POSITIVE
TAG
The
designer didn’t use geometric shapes in logo design, did he?
IV Practise. Correct the
question tags in the sentences.
a) The design course
focuses on visual communications, does it?
b) Students are studying
typography and illustration, aren’t students?
c) Students were making
sketches adding minimal colour, were they?
d) Tom wants to learn
how to use the newest design skills, didn’t he?
e) The course is not
just about doing posters or magazines or leaflets, isn’t it?
f) Students can get also
into animation and motion graphics in general, don’t they?
g) The course’s really
broad, aren’t it?
h) Students have access
to all of the Adobe programs, have they?
i) Last year young
designers got the chance to work with 3D printers, don’t they?
j) The logo design
has been influenced by ideas of modernism, has it?
k)
Our
rivals believed that they could design a better posted, didn’t rivals?
l)
Your
creative director considered ornamentation a frivolous waste of effort, doesn’t
he?
m) The clients will
tell you that for their leaflet function is very important, will they?
n)
The client chose the design was based on the symbols of European history, was he?
o) Our design process had included surveys and interviews, has it?
p)
The brochure design is not the most colourful, isn’t it?
q)
Tom has created a good example of universal design,
haven’t he?
V Choose the
correct tag to complete each sentence.
1) We agreed on the price of 800,
A did we? B didn’t we? C do we?
2) You're asking me for more things,
A didn’t you? B is you? C aren’t you?
3) That’s a lot more for a couple of photos,
A isn’t it? B was it? C hasn’t it?
4) That seems a little unreasonable,
A does it? B doesn’t it? C
has it?
5) Other designers would probably charge you $800 just to take photos,
A won’t they? B wouldn’t
they? C wouldn’t other designers?
6) You have a lot of choices to make,
A had you? B don’t
you? C has you?
7) You can choose to work with whoever you want,
A did you? B can you? C can’t you?
8) It doesn't seem to work for you,
A does it? B
works it? C has it?
9) The time is drawing closer,
A isn’t it? B isn’t
the time? C is it?
10) You don't want to lose money and pay rush fees,
A do you? B don’t you?
C won’t you?
VI Complete each
question by filing the gap with a question tag. Use
contractions (don’t) where possible (write don’t,
not do not).
1.
During first meeting with
the client we were
exploring the symbol of lips
in logo design, _______________________?
2. We made sure that all three elements of the logo were really
easy to read,
_______________________?
3. Certain letters in the logo will be tricky to draw, _______________________?
4. Letters cannot flow into each, _______________________?
5. I sent you the initial sketches,
_______________________?
6. The client liked the idea of creating a small stamp, _______________________?
7. You can see the development from the original rough logo
to the final one,
_______________________?
8. We have
been exploring the idea of embossing, _______________________?
9. Jack is an
expert in interactive design, _______________________?
10.Our designers
have a lot of experience in pattern making, _______________________?
11.The woman isn’t
qualified for a job of a graphic designer, _______________________?
12. It’s not too
late to make changes, _______________________?
13.You didn’t have
any specific changes in mind, _______________________?
14. That doesn’t
give us any time to design the new signs,
_______________________?
15. The texture
artists took care of the details in game levels, _______________________?
16. You haven’t had
a chance to have a look at the cover ideas I left you, _______________________?
17.
The
first poster doesn’t look too dark, _______________________?
18.This
corporation needs a non-traditional logo, _______________________?
19.We
can use a different typeface to make it look modern, _______________________?
20.She
specialized in print design, _______________________?
21.The
client will send more information about the specifications later, ___________________?
22.It
will be about a week before posters are printed, _______________________?
23.That
font is difficult to read, _______________________?
24.You
warned the client that the editing might take longer, ______________________?
25.The
designer will e-mail you the new version when it’s ready, _______________?
26.People
won’t be able to read this poster from the distance, ________________?
27.In
this image all the colour and shapes blended together, _______________________?
28.You’ll
look at it again when it’s completely finished, _______________________?
29.The
client didn’t ask to add a few more details, _______________________?
30.The
designer has just finished a drawing for the café sign, ______________?
31.You
kept the original concept, _______________________?
32.You
told me to darken the background, _______________________?
33.The
client liked the way they designed the new logo, _______________________?
34.The
designer will have finished the logo by tomorrow morning, _______________?
35.You
can erase the border around the picture, _______________________?
36.You
can make a pretty simple adjustment, _______________________?
37.The client
prefers brushwork that seems to flow, ________________?
38.The photo’s too
close to the company name, _______________________?
VII OVER TO YOU.
A) Work with pairs. Write questions with question
tags to check information you think you know about other students in the class.
Ask follow-up questions if possible.
Fernando-
You went to art school, didn’t you?
B) Create a dialogue between a
designer and a client (similar to the dialogue in the video). Use at least 3
tag questions.
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