Interests: Where someone is coming from

 I don’t think I really understand where he’s coming from on this issue.

 We asked them about their motives for the merger to get a feeling for where

they were coming from.

 It’s not at all clear to me where she is coming from.

Synergy

 After many mergers, the promised synergies fail to materialize, often

because of cultural and management differences.

 A lot of what we are doing in negotiation is looking for synergies between our

companies.

 Identifying synergy effects requires creative thinking.

To think outside the box

 I particularly admire his ability to think outside the box – he’s very original.

 In many tough negotiations, it can really help if there is someone on both

sides who can think outside the box.

 Often, finding and creating value requires thinking outside the box.

Overcoming blockage: Removing barriers, obstacles and impediments

 It was a real challenge to remove the barriers that had been set up, but in

the end we succeeded.

 Overcoming blockage is a process of getting rid of obstacles in the road to an

agreement.

 A typical impediment to compromise is an overemphasis on price.

To be a blessing or a curse

 Fierce competition can be both a blessing and a curse.

 Time constraints can be a blessing and a curse – both speeding things along

and causing people to give up without reaching agreement.

 Having a clear bottom line can be both a blessing and a curse – it’s often

better to be fairly flexible in your approach.

Business ethics: Potential value

 Corporate social responsibility is an area of great potential value to

companies these days, since it can help companies build brand image and

loyalty.

 More and more companies are recognizing the potential value of

environmental protection.

 There is good evidence that expanding and protecting shareholder rights

actually can have a positive effect on stock price.

© 2009 All rights reserved: www.business englishpod.com 101

Successful Negotiations

BEP 403 – Building Relationships

Starting off on the right foot

 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.

Explore each other’s needs with a you-attitude

 What direction are you taking your business?

 What would be an ideal outcome for you?

 What are the top five things you value most in a business relationship?

 What do you like most about your current supplier, and what would you like

to change?

 What are you hoping to achieve in the next year?

 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 complementary, don’t you think?

Emphasizing solidarity

 Our long-term partnership can only contribute to the success of both our

companies.

 This is a great chance to forge an even closer and more productive working

relationship.

 By working closely together, we can achieve great things.

Joining forces

 Because we faced such fierce competition from larger companies, I suggested

joining forces with some of our competitors.

 Originally, they were on opposite sides; but then, when they faced a common

enemy, they joined forces to defeat their competitor.

Suggest the next step

 This is an area that’s worth exploring further.

 Let’s try to hammer out an agreement.

 Why don’t we get together next Thursday or Friday to talk?

 The next step, I’d say, is to get all the parties around the same table.

© 2009 All rights reserved: www.business englishpod.com 102

business englishpod

BEP 404 – Getting Started

Goodwill

 I feel sure that you share our desire to find a solution.

 We are committed to being your partner in developing long-term, mutual

value.

 We are dedicated to building a lasting relationship.

 We really look forward to working with you.

Starting off

 May I begin by saying that we have looked at your quotation very closely.

 First of all let me give you some background on our proposal.

 We understand that you are looking for a solution to this problem.

Suggesting an Agenda

 We have three main issues we’d like discuss with you today.

 I was thinking we could start by discussing the details of the order, then

moving on to price.

Setting ground rules

 Before we go on, could we agree on procedure?

 Why don’t we break after an hour for lunch?

 Please feel free to interrupt me at any time if you have any questions.

Clarifying

 What exactly do you mean by that?

 If I understand correctly, you’re saying that production costs will be much

higher than expected.

 Right. So I think what you’re saying is you are not prepared to offer a higher

discount unless we increase our order, is that right?

 Can you perhaps go into a little more detail on that?

 Before we discuss this point I’d like to be sure about your position on exclusivity.

Probing

 Could you tell us more about your product’s special features.

 Could you go into more detail about your standard delivery terms.

 What kind of special offers do you have?

 Wouldn’t it be possible to ship the goods through South Africa?

 Have you got an example of this?

 I can’t see how your position ties up with the rising raw material prices.

Exploring possibilities

 I would like to explore a number of options with you.

 There are a number of ways to look at this.

 I think there are a number of possibilities we’d suggest looking at.

 I’m sure we can find some common ground.

Being non-committal

 Hmm… I’d need to think about that.

 That could be a possibility.

 That might be worth trying.

 That depends… can you tell me more?

© 2009 All rights reserved: www.business englishpod.com 103

Successful Negotiations

BEP 404 – Clarifying and Evaluating Positions

Stating your position - strong

 Frankly, I must say that we have to be very firmon this point.

 We have to insist onour point of view.

Stating your position - careful

 At first sight, this appears to be an untenable position for us.

 It seems to me that this is an area where it would be very helpful for you to

make a concession.

 I would not like you to think that we are being inflexible.

Clarifying positions

 If I understand the position correctly, you are looking for better credit terms,

am I correct?

 As we see it, this is the position at the moment:

 How do you see our objectives?

 Can I just summarize our positions as I see them?

Giving supporting reasons

 Let me explain why we have reached this conclusion,

 I also have to take into account many other factors.

 There are several aspects to this situation.

 I’d just like to briefly run through seven points that explain our position on

this.

Evaluating positions - positive

 Despite a couple points of minor disagreement, the arrangement under

discussion obviously has a lot to offer both sides.

 Though there are still a couple of loose ends to tie up, we feel

overwhelmingly positive about the compromise that we’ve reached.

 This is a good offer – no doubt about it.

Evaluating positions - negative

 Honestly, this offer leaves a lot to be desired, in our point of view.

 We’ve looked at the figures closely, and I can’t say that we currently have a

very high appraisal of this deal.

 At this point, I think it’s really tough to see where the value is for our side.

© 2009 All rights reserved: www.business englishpod.com 104

business englishpod

BEP 406 – Declining an Offer while Maintaining Goodwill

Making a final offer

 That’s already just about as far as we can move on this issue.

 We’ve already made many concessions, so we need to hold firm at this point.

 If we bend any further, we just won’t be making any money on this deal.

 The only way we’re going to reach agreement is by taking a win-win

approach.

 That’s our final offer.

Expressing dissatisfaction

 Unless your side takes a different approach, at this point I just don’t see any

clear way forward.

 Face it. We’re wasting our time.

 Frankly, we’re not satisfied with the offer on the table.

 We seem to have reached an impasse.

 That figure is just too rich for our blood.

Expressing regret?

 I’m sorry to hear that you feel that way.

 It’s too bad that we see things differently on this issue.

 Well, obviously this is frustrating for both sides.

Creating goodwill

 Obviously, though, there are other areas where we’ll be able to work

together.

 I would still like to emphasize how much we appreciate our partnership.

 Despite our differences of opinions, we are committed to a long-term

partnership.

 Your support means a lot to us.

© 2009 All rights reserved: www.business englishpod.com 105

Successful Negotiations

BEP 407 – Bargaining

Emphasizing possibilities for further cooperation

 We’re looking for a steady supplier.

 After we get you on our approved supplier list, we should be able to give you

consistent business.

 We’re definitely in the hunt for a long-term partner.

Trading concessions

 If I agreed to stagger the payments, would you find that more acceptable?

 Would it help if we offered to install the equipment for free?

 Give us a better discount, and we’ll make a larger order.

 We can toss in free delivery if you are willing to accept a later shipment.

Signaling for movement

 That seems rather high.

 Don’t you think that’s a little low?

 Can you go a little lower?

Turning on the pressure – Positive

 To reach agreement, we’re going to have to see a little movement on price.

 Your lowering the price by just 2% would enable us to seriously consider the offer.

Turning on the pressure – Negative

 We can’t really accept these conditions.

 Honestly, we were hoping for better terms.

 I’m really doubtful whether I can get the other members of my team to agree

to this.

Suggesting alternatives and their benefits

 Have you considered ordering earlier? Thenyou could save on shipping.

 What if we get a third-party to check the quality? That way we can avoid any

further problems.

Responding to a proposal –Cautious yes

 That couldbe a way forward.

 Well, that mightbe possible, but we need something in return.

Responding to a proposal –Strong yes

 Okay, we canagree to that.

 That sounds fine.

 That’s acceptable.

Responding to a proposal –Strong no

 I mustsay ‘no,’ and I’ll give you my reasons.

 I’m sorry, that’s just out of the question

 My hands are tied – I have to say no.

Responding to a proposal –Soft no

 That wouldprobably be a little bit tough for us.

 I’m afraid that might be hard to do.

 That could be a bit of a stretch.

© 2009 All rights reserved: www.business englishpod.com 106

business englishpod

Buying more time

 I’ll need to check a few details.

 I’d like to consult with my colleagues before committing to a view on the

point.

 Why don’t we come back to that point again after we’ve discussed payment

terms.

BEP 408 – Restarting Talks

Starting the discussion back up

 I’ve been thinking, and I’ve come up with a different angle on everything.

 I think I see things in a new light, and I’d love to talk it over.

 You are going to be very interested in the new developments, I think.

 I think you’ll be excited about this new approach.

 I’ve got a new idea I’d like to run by you.