ENGLISH FOR NEGOTIATING

1. MAKING AND RESPONDING TO PROPOSALS

1.1. Checking - Is that how you see it

1.2. Your view on things - From our point of view,...

1.3. Making proposals - We propose...

2. HANDLING CONFLICT AND RESOLVING STICKING PANTS

2.1. Always stress the positive - As far as... is concerned, we agree.

2.2. Identifying obstacles - The major obstacle at the moment seems to be...

2.3. Analyzing on obstacle - Let's look at this in a little more detail.

2.4. Creating Solutions - I think we both need to give a little ground here.

2.5. Reassuring - Let me reassure you that...

2.6. Postponing - Perhaps we should adjourn to reconsider

2.7. Asking and showing understanding - I fully understand...

2.8. Threatening - I'm afraid we'll have to call it a day unless..

2.9. Terminate the negotiation - I think we have gone as far as we can today.

3. CLOSING A NEGOTIATION`

3.1. Closing signals - So, that brings us the end of...

3.2. Progress made - We've made some/good/excellent progress

3.3. Summarize - Can i just run over the main points?

3.4. Review areas of agreement - On the... front, we agreed...

3.5. State unresolved areas - There's still the question of... to resolve.

3.6. Checking and confirming - Do you agree with that?

3.7. Action points for the future - We'll review this again in six months.

3.8. Next meeting - Could you make...?

3.9. Positive close - I think we've both got a good deal.

4. OPENING - CREATING THE RIGHT CLIMATE

4.1. Names - I'm...

4.2. Introductions - This is...

4.3. Small Talk - How was your flight?

4.4. Polite offers - Let me take your coats.

4.5. Getting started - Well, perhaps we should begin.

5. AGREEING ON AGENDA

5.1. Checking for agreement/ approval - How does that sound?

5.2. Global objectives - OK. We're here today to...

5.3. Introducing the agenda - We've drawn up an agenda.

5.4. Negotiating the agenda - We see three issues...

5.5. Roles - ... is going to sit in.

5.6. Length of meeting - How are you doing for time?

5.7. Questions - OK. Are there any questions at this point.

6. GOLDEN RULES

6.1. DO - summarize the deal

6.2. DON'T - set unrealistic targets.