The language is 70% of the negotiation.
In real business negotiations, many deals don't fall through because of the "numbers," but because of the "words"—the choice of words. Negotiation language When used appropriately as part of business communication skills, it can instantly transform a face-to-face negotiation into a win-win collaboration.
A simple example:
✗ “Your price is too high.” (Too direct → Creates resistance)
✓ “I was wondering if there's some flexibility on the pricing.” (Softening the tone → Opening up to negotiation)
For examples of negotiation conversations in a business context, you can listen to the podcast. BBC Learning English: Business
This is the heart of... Negotiation (English)
It's not just about speaking to understand, but about "reaching an agreement."“
5 steps to negotiation and essential phrases.
1. Preparation & Small Talk
Before you can begin negotiations, you need to have... BATNA (Best Alternative to a Negotiated Agreement)
It's a "backup plan" if negotiations fail — the BATNA concept was developed by the team of Roger Fisher and William Ury. Harvard Program on Negotiation There are research articles on negotiation techniques available for further study.
Next, start with small talk to build rapport:
- “How was your trip?”
- “I've heard a lot about your company's recent expansion.”
- “How's the market looking these days?”
Insight:
Don't jump straight into business discussions, because relationships are a crucial leverage in negotiations. Good relationships are often built during networking events before negotiations begin. See techniques here. Networking Excellence: Build business networks using English.
2. Opening Position (Proposing a stance)
Let's start with the suggestion of "having room to move around."“
- “We'd like to propose a starting price of…”
- “Our initial position would be…”
- “What we have in mind is…”
technique:
- Don't offer the "most realistic price" from the start.
- But we shouldn't stray too far from reality.
If you need to present a proposal in a formal pitch format or to a committee, for more information on structuring the opening and persuasive presentation techniques, see: Presentation Power: Presenting your work in English.
3. Exploring (Asking for understanding)
This is where... Strategic conversation skills Very important
- “Help me understand your priorities…”
- “What's most important to you in this deal?”
- “What would success look like for you?”
target:
- Find out "what the other person really wants."“
- Separate “position” from “interest”.”
4. Bargaining (exchange/negotiation)
The heart is... If–Then structure
- “If we can agree on the timeline, we'd be happy to adjust the price.”
- “We could offer a discount if the order volume increases.”
- “What if we met somewhere in the middle?”
Important rule:
✗ Don't "give it away for free".“
✓ Everything comes with a price.“
5. Closing (Deal closed)
- “I think we have a deal.”
- “Let me summarize what we've agreed on.”
- “Shall we put this in writing?”
technique:
- Summarize the agreement clearly.
- Confirming mutual understanding.
- Close with the next step.
If negotiations take place in a multi-party meeting room, see here for professional ways to manage the discussion and reach a resolution. Meeting Leadership: Speaking to project leadership skills during English meetings.
Hedging Language: The Art of Soft Speaking
Hedging is the process of "reducing the harshness" of a statement, making it sound lessضغطing.
Softeners
- “Perhaps we could…”
- “It might be possible to…”
- “We were thinking that…”
Conditionals
- “If we were to increase the order, would you consider a discount?”
- “If we adjusted the timeline, could you…”
Social distancing
- “Some of our clients feel that…”
- “There seems to be a concern about…”
Hedging = An important tool for... Business negotiation
30 essential phrases that you can use in real life.
Proposing phrase
- “We'd like to suggest…”
- “Our proposal would be…”
- “What we have in mind is…”
- “How about if we…”
Polite phrases for declining (Declining)
- “Unfortunately, that doesn't work for us.”
- “I'm afraid we can't go that far.”
- “That's a bit beyond our range.”
Important: Say no without damaging the relationship.
Trading phrase
- “We'd be willing to X if you could Y.”
- “In exchange for…, we could offer…”
- “Would it help if we…”
The phrase "buying time"
- “Let me think about that.”
- “Could we take a short break?”
- “I'd need to discuss this with my team.”
Closing phrase
- “I think we're in agreement.”
- “So to confirm, the terms are…”
- “When can we finalize this?”
Psychological techniques through language.
1. Anchoring
The first figure proposed = sets the framework for negotiations.
The suggestion is to be "strategic," not random.
2. Silence is Power
Silence after a bid → Creates pressure on the other party to respond.
Don't break the silence.
3. Mirroring & Paraphrasing
- “So you're saying that timeline is the main concern?”
- “If I understand correctly…”
help:
- Build trust
- Reduce misunderstandings.
Different negotiation cultures.
American
- Straightforward
- Focus on efficiency.
- Make a quick decision.
Europe
- Germany: Data-driven.
- English: Polite (indirect)
- France: Emphasizes hierarchy.
Japan / Korea
- Focus on relationships.
- Silent = Thinking
- consensus decision
Middle East
- Bargaining is normal.
- Relationships are very important.
- Take your time, no rush.
For in-depth details on business etiquette, greetings, gift-giving, and cultural taboos across different countries, please see: Business Culture Mastery: International Business Etiquette
Example negotiation dialogues for two scenarios.
Scenario 1: Negotiate prices with the supplier.
You:
“We're interested in working together, but the current price is slightly above our budget.”
Supplier:
“What range are you considering?”
You:
“If we increase the order volume, would you be open to adjusting the price?”
Scenario 2: Requesting a salary increase.
You:
“I'd like to discuss my performance and compensation.”
“Over the past year, I've taken on additional responsibilities…”
“Based on this, I was wondering if there's room for a salary adjustment.”
6 mistakes that lead to losing negotiations.
1. Use the word "No" directly.
Stop the deal immediately.
→ Use soft refusal instead.
2. It was suggested too soon.
Losing an advantage in anchoring.
3. No BATNA.
This eliminates leverage.
4. Not listening.
Negotiation is about "understanding," not "winning the argument."“
5. Use emotions.
Destroy trust
6. Close the deal quickly.
Missed the opportunity to get better terms.
FAQ
Do you need to be fluent in speaking to be able to negotiate?
It doesn't have to be perfect, but it must:
- Communicate clearly.
- You can use structures.
- Maintain a consistent tone.
What if neither party is a native speaker?
Actually, it's easier.
Because both of them use "direct and clear" language.“
Which phrases should you absolutely never use?
- “This is final.”
- “Take it or leave it.”
- “That's not my problem.”
Because the negotiations were terminated immediately.
Practice your English negotiation skills until you can close real deals.
Development Negotiation language It's not just about memorizing phrases, but also practicing using them in real-life situations. This includes controlling tone of voice, choosing words, and reading the other person's tone of voice.
If you want to upgrade. Strategic conversation skills To enable its use. Negotiation in English Rest assured, training with experts in simulated situations will help you develop quickly and effectively.
Start practicing Negotiation English with... Business English course Designed for practical use in organizations and for closing deals professionally.
