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Dali starts the conversation set on applying only to Sydney University, because it is famous and his family lives in Sydney, so he would not need to move. The teacher, Ms Li, then introduces Melbourne University, noting that its Chinese program is very strong. Dali raises two objections — Melbourne is too far, and he has never been there — but Ms Li counters each one: the flight only takes an hour and a half, and Melbourne is a quiet, beautiful city whose university has many international students. The clinching point is the scholarship: when Dali asks what a scholarship is, Ms Li explains it is money the university gives to good students, and his results are strong enough to apply. By the end of the conversation his decision has changed — he will now also apply to Melbourne University.
Answers could include
- Initial position: only Sydney (famous + family in Sydney)
- Ms Li's trigger: Melbourne University's strong Chinese program
- Ms Li addresses each of Dali's objections (distance, never been there)
- Clinching incentive: a scholarship his strong results can win
- Final position: will also apply to Melbourne University