Webinar presentation http://www.returnonintelligence.ru/webinars/english-for-negotiations/

1. Core Systems Transformation Solutions
English for Negotiations
June 25, 2014

2. Confidential 1
Agenda
• Introduction
• The negotiating process
• The language of bargaining
• Responding to proposals
• Dealing with differences
• Finalizing the agreement

3. Confidential 2
Introduction
negotiation /nɪˌɡəʊʃiˈeɪʃən/ [countable or uncountable] the process of
discussing something with someone in order to reach an agreement with
them
two or more parties
conflicting interests
common goal: reach
an agreement
Negotiation is a
common, everyday activity
that most people use to
influence others and to
achieve personal objectives.

4. Confidential 3
Introduction
negotiate: verb
negotiation: noun
negotiator: noun (person)
negotiable: adjective
non-negotiable: adjective (negative)
to negotiate with sb.
to negotiate for sth. (peace, etc.)
to negotiate a deal/a loan/etc.
a skillful negotiator
negotiating tactics
to be under negotiation
Synonyms:
to bargain
to discuss (the terms)
to talk (something) over
Related words/expressions:
to haggle (e.g. in the market)
He drives a hard bargain.
Take it or leave it.
to give someone an ultimatum
The negotiation fell through.
to reach a compromise
to clinch a deal

5. Confidential 4
Introduction: negotiation in different areas of our life
Look at the following examples. Can you guess what the context is for each
negotiation?
1. OK, I’ll cook dinner if you wash the dishes.
2. ‘20 for for this?? I’ll give you10! Deal?’ – ‘OK, 17’.
3. If we can’t agree on more than a 4% rise, how about looking at additional
perks?
4. If I do all my homework on Saturday, can we go to the waterpark on Sunday?
5. If we doubled the number of units in our order, what discount on the unit price
could we receive?

6. Confidential 5
The negotiating process

7. Confidential 6
The negotiating process: preparation
do your homework
set your objectives
prepare your strategy
targets: what you would like to achieve in this negotiation
tradables: concessions you can make in exchange for something
you would like to obtain
bottom line: this is your limit, you cannot go beyond that point

8. Confidential 7
The negotiating process: opening
greeting/welcoming Hello/Hi. (less formal)
How do you do. (more formal)
Welcome to…
I’d like to welcome you to…
making introductions May I introduce… This is…
Have you met …? / I don’t think you have met…
Very pleased to meet you./It is a pleasure to meet you.
making small talk I hope you had a good journey/a pleasant flight.
How is your hotel?
Have you been to… before?/Is this your first trip to… ?
I hope to see some of the sights.
starting the
negotiation
Shall we get down to business?
Let’s get down to business.
Let’s get the ball rolling. / Let’s kick off. (more informal)

9. Confidential 8
rapport [singular,
uncountable] friendly
relationship, understanding,
trust between people
The negotiating process: opening
Building rapport
creating a good atmosphere / starting on a positive note:
 It’s great finally to have the opportunity to meet you in person.
 I’m grateful for this chance to talk.
 We’ve heard a lot of great things about you.
 Your reputation precedes you.
considering the other party’s benefit (the “you-attitude”):
 What would be an ideal outcome for you?
 What do you like most about your current supplier, and what
would you like to change?
 What are your medium and long-term goals?
establishing common interests:
 We have a lot of common ground.
 There are definitely many areas where our
interests are aligned.
 There is great potential for synergy between
our two businesses.
 Our needs in this area are complementary,
don’t you think?

10. Confidential 9
The negotiating process: proposals and counterproposals
Presenting proposals and
counterproposals
Complete each sentence with one word:
1) We ……………. increasing the order
amount.
2) How ……………. shorter delivery time?
3) How do you ……………. about 500
pieces per order?
4) Would/could you consider …………….
us a bigger discount?
5) We can ……………. you a tailor-made
solution.

11. Confidential 10
The negotiating process: proposals and counterproposals
Presenting proposals and
counterproposals
ANSWERS:
1) We propose/suggest increasing the
order amount.
2) How about shorter delivery time?
3) How do you feel about 500 pieces per
order?
4) Would/could you consider giving us a
bigger discount?
5) We can offer you a tailor-made solution.

12. Confidential 11
The negotiating process: clarifying
Clarifying
 Does that mean you don’t have this amount in
stock?
 Are we talking about this year only?
 If I understand you correctly, you will deliver the
items in two weeks, right?
 Are you suggesting we should double our
order?
 Can you perhaps go into a little more detail on
that?
 Could you tell us more about your product’s
special features?

13. Confidential 12
The language of bargaining
Useful structures for bargaining:
1. If + present simple, + will/won’t + infinitive
 the outcome of a situation is very likely
 more direct
2. If + past simple, + would/wouldn’t + infinitive
 the outcome is less certain or imaginary
 less direct and more tentative
To make the proposal even more tentative, use could instead of would:
If you give us a discount of 5%, we
will place an order for 2,000 units.
If you ordered one hundred pallets,
we would offer you a 5 % discount.
If we signed a three-year
deal, we could offer you a
fixed price.

14. Confidential 13
Bargaining tips
 Use words that will bring both parties together, e.g. we,
us, jointly, together etc.
 Put the negotiation into the context of the market or
environment you both work in and summarize how you
can reach short-term or long-term objectives
 Mention some of the variables in the negotiation but
keep some of them up your sleeve for later
 Remind your partner what is important to them and what
is important to you

15. Confidential 14
Responding to proposals
Disagreeing politely/tentatively:
3, 6, 7, 11
Disagreeing more firmly (but
politely):
1, 5, 8, 10
Disagreeing very strongly (in most
business situations it’s best to avoid
these):
2, 4, 9, 12
1 That wouldn't be acceptable I'm afraid.
2 That is totally unacceptable.
3 Sorry, but I’m not really sure about that.
4 No.
5 I’m afraid we can't agree to that.
6 That’s not quite what we had in mind.
7 I/we would prefer…
8 I’m afraid that’s out of the question.
9 You are wrong.
10 We wouldn't be agreeable to that.
11 That’s not how I see it I’m afraid.
12 I’m not interested.
Responding negatively
Match the examples on the right to the
categories on the left:

16. Confidential 15
Responding to proposals
Disagreeing politely/tentatively:
• Sorry, but I’m not really sure about that.
• That’s not quite what we had in mind.
• I/we would prefer…
• That’s not how I see it I’m afraid.
Disagreeing more firmly (but politely):
• I’m afraid that’s out of the question.
• That wouldn't be acceptable I'm afraid.
• We wouldn't be agreeable to that.
• I’m afraid we can't agree to that.
Disagreeing very strongly (in most business
situations it’s best to avoid these):
• No.
• You are wrong.
• I’m not interested.
• That is totally unacceptable.
Tip:
Use “would” to make a negative
statement less direct.
Indicate that your disagreement
is not meant to be a personal
insult by saying “I am afraid”.

17. Confidential 16
Responding to proposals
Deliberating:
• There are several options…
• That would depend on…
• Considering this, I/we would…
Agreeing tentatively:
• It sounds like an alternative/option/possibility
• It might be possible…
• We believe that would be acceptable.
• We can agree to that.
• We agree in principle (providing that the board
agrees).
• We're prepared to consider your offer, if you can
accept some conditions.
Agreeing more strongly:
• That sounds acceptable/reasonable.
• We accept your proposal.
• We are willing to work with that.
• It’s a deal!
2
1
3
4
5
6
7
Responding more positively
Insert one word into each gap:

18. Confidential 17
Dealing with differences
Talk about your limits:
• That’s as far/low as I can go on the price.
• This would be my final offer.
• That’s all I can do, I am afraid.
Slow the conversation down:
• Let’s go back to review the situation.
• Let me just make sure I understand what you’re saying.
Show empathy/understanding:
• I understand how you feel!
• I know exactly what you mean!
Ask questions:
• How can we reach a compromise/ a win-win solution?
• What do you think is a fair way to resolve…?
• Your position is very interesting. Can you tell me more?
Make / ask for suggestions:
• Could the problem be solved by…?
• Can you offer any alternatives?
• What would you suggest?

19. Confidential 18
Finalizing the agreement
Discussing follow-up documentation
• Shall we put this into a written proposal?
• I think we’ll need a detailed summary of this.
• Let’s draft a contract based on these points.
Sealing the deal
• You have certainly made the right choice here
• I am convinced that you won’t regret it.
• I think we found a good solution.
 Use of “we” creates a team feeling.
Closing discussion
• Thank you for being so pleasant to work with.
• It’s always a pleasure to make deals with you.
• Thank you for coming. (the receiving side)
• Thank you for having us. (the guests)
• Thank you for a fruitful discussion/
• productive meeting.
 End the negotiations on a positive note.

20. Confidential 19
Any questions?
Sophie Remizova
English Teacher
Sophia.Remizova@exigenservices.com
Thank you for your participation!