Negotiation

Below are the stages of a negotiation and some expressions, which you may find useful at each stage.

Stage 1. Conversation

I’m sure/confident we can reach agreement. (optimistic)

I’m sure there’s room for negotiation.

We have a lot to discuss.

Let’s see how we get on. (cautious)

Stage 2. Presenting position

This is our position.

This is how we see it.

We think the following is reasonable/

Our approach is this.

Stage 3. Questioning the other’s position.

How do you explain (justify ..., account for ..., arrive at ...) your attitude?

Why do you want ...?

Why such a high charge?

Why such a long delivery period?

Why such a low discount?

Stage 4. Refusing to accept.

I’m sorry, I can’t accept 2%.

You’ll have to do better than that, I’m afraid.

I’m afraid it’s not enough.

Other firms offer more than 2%.

Stage 5. Refusing to move.

I’m afraid I can’t agree to that (increase the rate, lower the price, shorten delivery).

We’ve done our best for you.

We have to maintain a policy.

I have my instructions.

Stage 6. Suggesting a compromise.

May I make a suggestion?

If you … then we may be able to …

We may be able to ..., but only if you …

Unless you … there is no question of our being able to ...

Exercise 15.Complete the dialogue. Use expressions from the corresponding stages of the datafile.

Supplier:	Well, let’s get started. You know, with this delivery problem I’m sure there’s room for negotiation.
You:	(1: cautious)
Supplier:	Right, well this is how we see it. We can deliver the first machine in ten weeks, and install it four weeks after that.
You:	(3: long delivery period)
Supplier:	Well, these are in fact the usual periods. It’s pretty normal in this kind of operation. Did you expect we could deliver any quicker?
You:	(2: 6 weeks maximum delivery; 4 weeks installation)
Supplier:	I see what you mean, but that would be very difficult. You see we have a lot of orders to handle at present, and moving just one of these machines is a major operation. Look, if I can promise you delivery in eight weeks, does that help?
You:	(4: too late)

Supplier:	Ah-ha! Well, look ... er... You want the machine in six weeks. Now that is really a very short deadline in this business. You said that you couldn’t take it any later, but couldn’t your engineers find a way to re-schedule just a little, say another week?
You:	(5: refuse)
Supplier:	Well, you really are asking us for something that is very difficult. I’ve already offered you seven weeks. I’ll have to consult with my colleagues and come back to you, but I can’t see what we can do.
You:	(6: if deliver in 6 weeks perhaps talk about further order)
Supplier:	Well, on that basis I suppose we might be able to look at some kind of arrangement. In fact, if you can promise another order I think we could accept your terms.
You:	(7: 6 weeks delivery; 4 weeks installation; decision on next order by 26^th of this month)
Supplier:	Exactly. If you could confirm this in writing I ...

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	\|	Unit 5. Presentation

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