NEGOTIATIONS I

II. STATING YOUR POSITION

1. AREAS OF NEGOTIATION

Negotiation areas

Smaller transactions in business deals are often done by bank transfer, cash or credit card.

Payment can be made by credit card.

Payment by cash is possible for transactions under $5,000.

For amounts over $5,000, please pay by bank transfer.

Use by to talk about the method of delivery.

Items will be shipped by mail for domestic orders.

Overseas orders will be sent by ship.

Orders can be shipped by air for an extra fee.

Delivery dates are often mentioned in the terms of a negotiation.

Items must be delivered by the end of the month.
Items must be sent within five days of payment.
Shipments must arrive by the 15th of every month. 
Products must be sent within 24 hours of payment.

Products are required to be shipped three days or less after payment.

Related to delivery date

within five days of payment
on the 16th of every month
by the end of the month 

Related to shipping method

by air
by ship
by mail

Related to payment method 

credit card
cash
bank transfer


2. SCANNING FOR KEY INFORMATION

Scanning for key information

Scanning means reading quickly to find only the necessary information. Think about what you need to find (e.g. deadlines, delivery methods and payment methods). Focus only on the words that are relevant to what you need and skip the rest. Look for the keywords (below in bold) to find the sentences that relate to what you need to find.

Payment is due within 10 days of delivery.
Items must be sent by air.
Payment must be made by credit card.

From

angie.coal@ticketfinders.com

Dear Mr. Jackson,

Thank you for contacting Ticket Finders yesterday. After our conversation, we are happy to offer you a 10% discount for every 20 tickets your company purchases.

All tickets are delivered by mail to your office 24 hours after payment. You can pay either by credit card or bank transfer.

Should you be interested in our offer, please contact me as soon as possible.

Best regards,

Angie Coal

Sales Assistant

Ticket Finders

Direct line: +1 212-123-9567

From

edward.jackson@intrepid-sports.com

Dear Ms. Coal,

Thanks for your quick response. Your terms look pretty good, but I wanted to suggest some changes and see what you think.

Regarding the 10% discount for every 20 tickets, this is much appreciated. However, since we will be ordering a large amount, can I suggest 20% off for every 30 tickets? We would be happy to put your logo on our company website in return.

The shipping method and delivery time sound fine.

For payment method, can we pay by cash?

Looking forward to your response.

Best regards,

Edward Jackson

Marketing Manager

Intrepid Sports

3. STATING A POSITION

Stating a position

Make clear what is most important to you, using the following phrases.

Our bottom line is delivery by next week.

Our top priority is a quick delivery date.

Point out where you are willing to change your terms to reach a middle ground.

We can compromise on the price a little bit.

We can offer you a faster delivery.

Refuse unreasonable terms politely but firmly.

I'm afraid that's not acceptable.

I'm afraid that's out of the question.   

Dear Edward,

Thanks for your email. We can compromise on the discount, but 20% is too high. We can offer 15% for every 30 units ordered.

For payment method, I'm afraid cash payment is out of the question  for large amounts. Banktransfer or credit card is our standard because our  top priority is to process your order as quickly aspossible. Thanks for your understanding.

Regards,

Angie

III. DISAGREEING AND MAKING A COUNTEROFFER

1. PHRASES FOR OPENING A NEGOTIATION

Opening a negotiation

You'll probably greet the other person and engage in small talk before beginning the negotiation. Signal when it's time to start discussing the issue seriously.

Let's get down to business, shall we?

Let's get started.

Let's get the ball rolling.

Mention the general topics you hope to discuss in the negotiation.

I'd like to discuss our contract for employee cellphones.

Let's go over the terms of the contract.

I hope we can reach an agreement on the contract.

I'd like to talk about the possibility of us working together.

You probably would've spoken previously about the deal under discussion.

When we spoke last, you said you could get us a discount.  

If you remember, you'd need to order a minimum amount.

I remember you saying the contract would be good for three years.

Starting a negotiation

Let's get started

Let's get down to business

Let's get the ball rolling

Mentioning upcoming topics

I hope we can reach an agreement on

Let's go over

I'd like to discuss

Referring to prior talks

I remember you saying
If you remember
When we spoke last month

Catering services

From

Anthony B.

Hi Martha,

Thanks for contacting me. We'd be happy to provide catering services for your office event. Here is an overview of our services:

• must be for at least 30 people

• includes main courses, drinks and desserts

• discounts available if you sign a long-term contract

• vegetarian and other special diet items are available (terms apply)

We can discuss your questions in more detail when we meet next week.

Regards,

Anthony

MARTHA: Right, let's get the ball rolling , shall we? I'd like to discuss this possible catering deal with our company. At first I was interested in hiring you for just one event, but I remember you saying in the email that there was the possibility of a discount if we agreed on a long-term contract. I hope we can reach an agreement on that.

ANTHONY: So, let's go over the terms . Basically, a long-term contract guarantees that we cater for at least six events a year, andif you remember , each event needs a minimum number of 30 people.

MARTHA: OK, just give me a moment while I compare that with the terms my boss suggested. 

2. TACTFULLY DISAGREEING

Disagreeing tactfully

It's polite to sound apologetic when you need to disagree with someone's offer.

I'm not sure about that. I'm afraid that price is too high for us. I'm sorry, but we can't accept that rate. Unfortunately, that's out of our budget. Diffuse responsibility by using 'we' rather than 'I' to suggest that the decision belongs to a group of people,  rather than you alone. Also notice that we use 'can't' to suggest that it's impossible, rather than 'don't want to'. I'm sorry, but we can't accept that rate. We can't agree to these terms. I'm afraid that price is too high. Unfortunately, that's too high for our budget this year. We can't accept that rate. I'm sorry, but we can't agree to these terms. Unfortunately, we don't want to. I'm afraid we can't agree to that. I'm afraid I don't have it in my budget. We can't accept a higher price. I'm afraid contract period isn't important to me. Unfortunately, we can't agree to that. I'm sorry, but we can't accept those terms.

3. MAKING A COUNTEROFFER

Making a counteroffer

Don't just refuse someone's offer – follow up with a counteroffer of your own.

What about ordering more?

Instead of the basic model, how about ordering the upgraded model?

Would you agree to order 40 of the upgraded model?

What if we offered unlimited downloads?

You can also use hypotheticals to introduce your counteroffer and its benefits.

You would benefit if you upgraded to the higher-end model.

If you ordered more, we could give a bigger discount.

- What if we ordered more units?
- If you ordered more units, we could offer a bigger discount. But you would need to order at least 2,000. 
- That's too many for us.
- How about if we offered free maintenance for a year? Would you agree to that?
- Instead of free maintenance, how about an extended warranty?
- Sounds good to me!



What if we offered a bulk discount?
Instead of lowering the price, how about offering extra services?
If we offered a lifetime warranty, would you agree to the rate?
IV. CLOSING NEGOTIATIONS

1. SETTING CONDITIONS

Setting conditions

The first conditional talks about real possibilities and can be used to suggest an alternative or compromise. The sentence structure is if + present simple, will + base verb. You can also start with the result followed by the condition, i.e. will + base verb + if + present simple form of the verb. Here are two examples：

If you lower the price, we'll agree to hold more conferences here.

We'll compromise on the price if you agree to hold all your conferences here.

1. If you  sign a longer contract, we'll increase the discount.

2. I will lower the price if you hold more events with us.

3. If we don't use the drinks service, will you lower the price?

4. Can you put our logo on your website if we  make a deal?

2. CLARIFYING DETAILS

Clarifying

Make sure you both understand the terms by repeating them back to the person.

Let me check that I understand: you want a discount plus free food?

Just to clarify, you want a 25% discount?

So that's three times a month?

If I could clarify, you want us to include drinks as well?

Just to clarify, you want to be the only ones who can use the room?
If I could clarify, you want us to give you a discount every month?
Let me check that I understand: you want us to pay first?
If I could clarify, you want us to have an event here every month?

3. CONCLUDING NEGOTIATIONS

I'm afraid that's our final offer.
Have we got a deal?
It's a deal.
Let's draw up the contract.

Concluding a negotiation

Indicate when you're not willing to negotiate any further.

That's our final offer.

Confirm that the deal is final.

Have we got a deal?

Acknowledge the deal and begin the formalities.

It's a deal.

Let's draw up a contract.

1. That's our finalffer 

2. Have we got a  deal  ?

3. It's a deal 

4. Let's draw up a contract.

A: So, the biggest discount we're willing to give is 15%. And that's our final offer .

B: Hmm, OK.

A: So? What do you think? Have we got a deal ?

B: Sure. It's a deal .

A: Great. I'll draw up the contract then.