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Here are phrases used in negotiations

1 Opening the Negotiations
Welcoming: On behalf of … I would like to welcome you to … It’s my pleasure to welcome you to … Welcome to …   Suggesting a procedure: I would like to begin by suggesting the following procedure (agenda). To start with, I think we should establish the overall procedure. As our first order of business, can we agree on a procedure?
Checking for agreement: Does that fit in with your objectives? Is that compatible with what you would like to see? Does that seem acceptable to you? Is there anything you’d like to change? Is this okay with you? Giving the discussion leadership to a colleague: I will now hand you over to Mr. Adams, who is … I will now hand the floor to Mr. Adams, who is … Now let me hand the meeting over to my colleague, Ms. Jones, who …
General outline of a proposal: May I ask, please, what your proposal is in connection with our company? What in general terms are you looking for here? Dealing with digressions: May we leave that till later and first look at… Can we deal with …first?
2 Clarifying Proposals
Reviewing the previous session: At our last meeting we discussed… Perhaps you will recall that during our last discussion we decided that … Moving on to the next point: Could we now move on to the next subject, which is … Let’s go on to the next subject, shall we?
Putting forward future possibilities: We foresee … We envisage … We see … Seeking clarification: Could you clarify one point for me? I’m not sure I fully understand your point. What exactly do you mean by…? Could you be more specific?
Defining a proposal more specifically: It involves … It covers … It includes … It leaves out … Reassuring: Let me reassure you that … I can promise you that … Have no doubts that we will …
Going Beyond Positions to the Underlying Interests Asking why: Why would you want to …? What would you do with …? What is the reason for wanting to …? Asking why not: Why couldn’t you …? What would be wrong with doing this? Why would you object to …?  

 

3 Exploring the Zone of Bargaining and Options
Summarizing positions up to this point: Can we summarize your position up to this point? Would you care to summarize your position up to this point? Confirming a negotiating position: Is that an accurate summary of where you stand? Would you say that is a fair representation of your position?
Probing / Looking for options: Just for the sake of argument, what if … Can I ask a hypothetical question? Suppose that …  
4 Bargaining
Signaling the start of bargaining: We’ve looked at what you have proposed, and we are ready to respond. After serious consideration, we are prepared to respond to your proposal. Responding to a proposal: Regarding your proposal, our position is … Our basic position is … As far as your proposal is concerned, we think that …
Making and qualifying concessions: We would be willing to … , provided, of course, that … We’d be prepared to …. . However, there would be one condition. Making counter proposals: May we offer an alternative? We propose that … We’d like to make an alternative proposal. We propose that … From where we stand, a better solution might be …
5 Entering the Critical Phase
Identifying obstacles: The main obstacle to progress at the moment seems to be … The main thing that bothers us is … One big problem we have is … Analyzing an obstacle: What exactly is the underlying problem here? Let’s take a closer look at this problem. I would like to analyze this situation and get to the bottom of the problem.
Asking for concessions: In return for this, would you be willing to …? We feel there has to be a trade off here.   Declining an offer: I’m afraid your offer doesn’t go far enough. Unfortunately, we must decline your offer for the following reason(s). I’m sorry, but we must respectfully decline your offer.
Asking for further information: Would you like to elaborate on that? Could you go into more detail on that?  
6 Closing
Checking: Let’s just confirm the details, then. Let’s make sure we agree on these figures (dates / etc.). Can we check these points one last time? Delaying: We would have to study this. Can we get back to you on this later? We’ll have to consult with our colleagues back in the office. We’d like to get back to you on it.
Accepting: We are happy to accept this agreement. This agreement is acceptable to us. I believe we have an agreement.  



Exercise 1

Choose the most appropriate heading for each group from the list below.

§ asking for clarification § rejecting § interrupting § bargaining § making a suggestion § stating your position § agreeing § asking for a reaction
  1……………………………………… We just can’t agree to … … is out of question No, I don’t really think so. I’d rather not …   5……………………………………... I’ve got to stop you …
  2………………………………………. How’s that then? It depends what you mean when you say … What do you have in mind? Could you run through that again?     6……………………………………… What we are looking for … We think … We’d like to … There’s no way … We wouldn’t want to … I guarantee … I was hoping for …
  3………………………………………. Well …, if you … We might be able to make an exception, if you … We’re prepared to …, providing … If you …, I could … I was going to … but what if I were to say …?   7……………………………………… How does that sound …? How do you feel about …? What do you say …?  
  4……………………………………… Why not? Yes, of course. I agree to … That’s a deal.     8………………………………………. Let’s agree …, shall we? How about …? We could … Do you want me to …? I’d like to suggest …

 

Exercise 2

Work with your partner. Decide in which part of the negotiation these statements are said? Try to give alternatives to each sentence.

 

1. I'm sure that we will have a useful and productive meeting...

2. I'd like to begin...

3. May I outline our principle aims and objectives today...

4. There are three specific areas that we would like to discuss.

5. Together we want to develop a good relationship...

6. I'd like to finish there and give you the opportunity to reply to this...

7. We want to clarify our position.

8. We agree...

9. Can we run through what we've agreed?

10. So, the next step is...

11. We need to draw up a formal contract.

12. Let's think about the last issue.

13. As long as you... we agree to...

14. Could we tie this agreement..?

15. That's not acceptable unless...

16. I think we should look at the points that we agree on...

17. We hope that you can see our point.

18. I think that you should look at the whole package not so much at individual

areas of difficulty.

19. It's been a very useful and productive meeting.

20. It would be better if we looked for an individual arbitrator.

Exercise 3

Work with your partner. Insert the missing parts, then act out the dialogue.

 

a) five laptops b) his own budget c) 6 months' time d) no worries e) in mind f) your listed prices g) the latest models h) a hard bargain i) potential customers j) the full price k) a demonstration model l) at a loss m) a reasonable trade-in deal n) two special customers

Negotiating

Ø I’m afraid …..1….. are above what our budget allows.

Ø Look, we'd like to be able to show an OCR in actual use in an office to one or …..2…... . If you agree to do that I'll consider reducing it by 5%.

Ø You mean use it as …..3…..?

Ø That's right.

Ø Mmmm … I personally wouldn't mind, but the general manager would object to outsiders coming in.

Ø Yes, I could understand that, but they'd be from large organizations, …..4…..of your airline. It would do your own marketing no harm.

Ø Perhaps I could persuade him, but you'd have to do better than 5 %.

Ø Well, we could make it 7,5 % .

Ø The trouble is, the general manager isn't very interested in marketing. He's only concerned about …..5…... If you make it 10%, I might be able to persuade him.

Ø Ahh, I’m afraid that's really more than I could allow.

Ø That's a pity ... what discount will you give me on …..6…..?

Ø We don’t give you any discount on those. They are the latest models.

Ø I'm surprised to hear that. At the rate technology is advancing, these models will be out of date in …..7…... . You mean you expect people to pay the listed price for them?

Ø Of course, they are …..8….., but since you are purchasing five of them, we'll give you a 5 % discount.

Ø Yes, but will you guarantee they'll be the latest models in 6 months’ time?

Ø I'm afraid you'll have to wait 6 months for those.

Ø I don't want to wait 6 months ... nor do I want to pay …..9….. now for something that will soon be superseded. What decent discount will you give me?

Ø What do you have …..10…..?

Ø Twenty per cent would be reasonable.

Ø Oh, I couldn't possibly give you that. I'd be selling them …..11….. .

Ø You'll have a bigger loss if you don't sell them soon.

Ø I've …..12….. about that ... but look, I'm prepared to compromise. If you settle for a 7,5 % discount on the OCR, I'll agree to 10 % on the laptop.

Ø Ten per cent is not much on the laptop, but I’d be happy to accept 10% on the OCR.

Ø Humm, you drive …..13…..... . OK if we can show it in operation to one or two clients, I'll give you 10 % on the OCR.

Ø Mmm, that's fine with me.

Ø So, can I take it then we've agreed on 10% for both the OCR and the laptop?

Ø Ah, I didn't agree to 10 % on the laptop.

Ø But you said…

Ø No! No! I said 10% wasn't much on the laptop. However, I'm prepared to accept it ... if you give me …..14….. on our old ones.

 

Exercise 4


Date: 2016-01-14; view: 812


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