08. methods & expressions currently used in negotiations

8/8/2019 08. Methods & Expressions Currently Used in Negotiations

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Methods & Expressions Currently Used in NEGOTIATIONS

According to Their Communication and Negotiation Functions

I. Asking for information, getting the facts:1. Can/Could you (possibly)- tell me (about) . ?- give me some more information about ?- suggest ?- explain (to me) ?2. Could we talk about ?3. Could I ask you about ?4. I would like- to hear more about- more information about5. What-

we are (mostly) interested in is / interests us (mostly) is- I really want to hear / know about is6. I was wondering- if- about7. I think I may have missed the last figures, will you repeat them / say them again please?8. Anything else you could tell me?9. Could you be a little more specific/precise (about) ?II. Know your partners opinion and put forward a suggestion:1. Tell me, have you ever- thought of- considered the possibility2. I was thinking- you might be interested in- it might be a good idea to- it would be worth trying3. By the way,- how about replacing- why dont you fax this right away/now/as once?- I suggest you ring him right now.III. Making and defending ones point: insistence, persuasion:1. I believe you know that2. The point is that3. We mustnt forget that4. (Im) sorry to insist, but- I must point out that

- to my mind, the main point to consider now is that5. Actually, I wouldnt like to press the point but

6. If you look at it closely, youll see that

7. With respect, you dont seem to understand. Perhaps I should make our position clear.


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IV. Giving advice or warning:1. I feel its my duty- to point out that- to warn you2. I dont think you quite appreciate3. There are, if I may say so, certain points you must bear in mind.4. In other words- it is advisable to- its not worth the risk.5. If I were you, Id take care toV. Approval, agreement, disapproval, disagreement:1. I see. Its all right /O.K.2. Thats right / Thats it / Quite so.3. (I think) youre right.4. We fully agree (with you).5. Thats an excellent idea.6. Thats the very- thing we need- allowance we were expecting7. Yes, that suits us (perfectly)8. (We assure you) Well do our best to9. I cant agree (with you).10. Im afraid- we really couldnt accept that.- that wouldnt be possible.11.We were given to understand that there would be no price increase, so we are rather surprised that

you should mention it.

12.We hardly expected you to invoice us so quickly. We find this pressure very hard to accept.13.(oh, Mr) that analysis is totally unrealistic. Surely it cant have escaped you thatVI. Bargaining: proposals and counter-proposals1. Your price is a little high for us:- could you come down a bit on it?- Which would your lowest price be for 2. The discount in the draft contract is very low. Which is the top / best discount you can offer /

suggest?

3. The delivery time is too long. Could you deliver within a month?4. We can offer you 11% if you pay in U.S. dollars.5. Wed give you a 10% discount if you accepted end-year delivery.6. We dont usually grant such high discounts, but I agree in this case, provided/on condition that7.

We could agree on part shipment provided you didnt insist on a penalty clause covering therespective dates

8. If we purchased all you produce, would you grant us exclusivity?


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VII. Concessions:a. Asking for a concession1. We feel- a gesture is called for on your part- our request is reasonable- that you should reciprocate. May we suggest for instance2. In return for this concession, we would hope- you would reciprocate in terms of price- you would reconsider the discount.b. Refusing a concession1. Im sorry, but these are two quite distinct issues2. Im afraid- you are not comparing like with like- we cant possibly make such a concession- such a matter is irrelevant hereVIII. Interrupting, expressing a contrary opinion:1. (Im) sorry- to interrupt you, but- to butt in2. Excuse me for interrupting you, but3. Im afraid- thats wrong- that really isnt quite right.4. Do you mind if I say something here?5. I dont see how its possible to claim that.IX. Hesitating, being evasive1. Im afraid/sorry but- I cant give you the answer (to that) at the moment / n the spot.- Well have to postpone / put off your price negotiations as/because2. Before we (can) finalize the deal Id have to

- ask my colleagues about that- clear those modifications with our boardX. Expressing confidence in the good business relations of the two partners:1. Were very anxious that our relationship should set off a good start and well do everything in our

power to

2. We value our association, which is based on mutual respect and precise fulfillment ofcommitments on both sides.

08. methods & expressions currently used in negotiations

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