For successful negotiations in English

Opening the Negotiations	On behalf of ... I would like to welcome you to ... It's my pleasure to welcome you to ... Welcome to ...
Suggesting a procedure	I would like now to begin by suggesting the following procedure (agenda). To start with, I think we should establish the overall procedure. As our first order of business, can we agree on a procedure?
Checking for agreement	Does that fit in with your objectives? Is that compatible with what you would like to see? Does that seem acceptable to you? Is there anything you'd like to change? Is this okay with you?
Giving the discussion leadership to a colleague	I will now hand you over to Mr. Brown___ , who is ... I will now hand the floor over to Mr. Adams , who is ... Now let me hand the meeting over to my colleague, Ms. Jones , who ... General outline of a proposal:May I ask, please, what your proposal is in connection with our company? What in general terms are you looking for here?
Dealing with digressions	May we leave that till later and first look at ... Can we deal with ... first?
Reviewing the previous session	At our last meeting, we discussed ... Perhaps you will recall that during our last discussion, we decided that ... Moving on to the next point:Could we now move on to the next subject, which is ... Let's go on to the next subject, shall we?
Putting forward future possibilities	We foresee ... We envisage ... We see ...
Seeking clarification	Could you clarify one point for me? I'm not sure I fully understand your point. What exactly do you mean by ... ? Could you be more specific?
Defining a proposal more specifically	It involves ... It covers ... It includes ... It leaves out ...
Reassuring	Let me reassure you that ... I can promise you that ... Have no doubts that we will ...
Going beyond positions to the underlying interests : Asking why Asking why not	Why would you want to ...? What would you do with ...? What is the reason for wanting to ...? Why couldn't you ...? What would be wrong with doing this? Why would you object to ...?
Summarizing positions up to this point	Can we summarize your position up to this point? Would you care to summarize your position up this point?
Confirming a negotiating position	Is that an accurate summary of where you stand? Would you say that is a fair representation of your position?
Probing / Looking for options	Just for the sake of argument, what if ... Can I ask a hypothetical question? Suppose that ...
Signalling the start of bargaining	We've looked at what you have proposed, and we are ready to respond. After serious consideration, we are prepared to respond to your proposal.
Responding to a proposal	Regarding your proposal, our position is ... Our basic position is ... As far as your proposal is concerned, we think that ...
Making and qualifying concessions	We would be willing to ..., provided, of course, that ... We'd be prepared to .... However, there would be one condition.
Making counter proposals	May we offer an alternative? We propose that ... We'd like to make an alternative proposal. We propose that ... From where we stand, a better solution might be ...
Identifying obstacles	The main obstacle to progress at the moment seems to be ... The main thing that bothers us is ... One big problem we have is ...
Analyzing an obstacle	What exactly is the underlying problem here? Let's take a closer look at this problem. I would like to analyze this situation and get to the bottom of the problem.
Asking for concessions	In return for this, would you be willing to ...? We feel there has to be a trade-off here.
Declining an offer	I'm afraid your offer doesn't go far enough. Unfortunately, we must decline your offer for the following reason(s). I'm sorry, but we must respectfully decline your offer.
Asking for further information	Would you like to elaborate on that? Could you go into more detail on that?
Checking	Let's just confirm the details, then. Let's make sure we agree on these figures (dates / etc.). Can we check these points one last time?
Delaying	We would have to study this. Can we get back to you on this later? We'll have to consult with our colleagues back in the office. We'd like to get back to you on it.
Accepting	We are happy to accept this agreement. This agreement is acceptable to us. I believe we have an agreement.

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	\|	Text I. The Art of Negotiations

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