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BUSINESS ENGLISH · BUSINESS SITUATIONS · UPPER-INTERMEDIATE (B2-C1)

NEGOTIATING
DEALS

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1 Types of negotiation

Complete the phrases and match them to their correct definition:

1. A win- sum game ⇒ a situation in which a benefit gained by

one side means a loss to the other side

2. A zero- win situation ⇒ a situation in which both sides benefit.

2 The negotiation process

Complete the following typical stages of a negotiation:

compromise concessions counter details interests

procedure proposals rapport stalemate table

1. Build ⇒ develop an understanding of and ability to communicate with someone

2. Probe ⇒ find out the other side’s expectations
3. Begin the bargaining ⇒ start to negotiate the terms of an agreement
4. Make ⇒ make suggestions
5. Make proposals ⇒ react to suggestions
6. Reach a ⇒ arrive at a situation which no progress can be made
7. Make ⇒ allow or give up things in order to reach an agreement
8. Reach a ⇒ arrive at an agreement where both parties reduce their demands in
order to agree
9. Work out the ⇒ discuss all the aspects of the deal
10. Return to the negotiating ⇒ re-negotiate an agreement
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NEGOTIATING DEALS

3 Listening

Listen to the following extracts from a negotiation. Which stages from Exercise 2 did you notice?
Audio 1

Extract 1:

Extract 2:

Audio 2

4 Negotiation tactics

Match the following common ‘manipulative’ negotiation tactics to their descriptions. Can you think
of any dangers in using them? Which type of negotiation in Exercise 1 do they represent?

1. The negotiation decoy a. add extra false interests to your agenda which you can bargain
with, without affecting your real interests
2. The extreme offer b. appear as if you are ready to break off the negotiations unless
your interests are met
3. Negotiation nibbling c. ask for more or offer less than expected in order to make
‘concessions’ later
4. Good cop bad cop d. make one last ‘small’ demand once the deal has been done
hoping that your opponent will agree in order not to harm the
agreement
5. Mention the competition e. make references to what your opponent’s competitors are
offering in order to gain the concessions that you want.
6. Negotiation limits f. one member of your team is demanding and inflexible (the bad
cop), the other appears to be pleasant and reasonable (the good
cop). Your opponent will have to deal with the good cop.
7. Take it or leave it g. state limitations (e.g. money, time), real or imagined, hoping that
your opponent will make a concession to meet your limit.
8. Negotiation silence h. stop talking during the negotiation in the hope that your
opponent will become uncomfortable and want to make a
concession in order to break the silence.

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UPPER-INTERMEDIATE (B2-C1)

NEGOTIATING DEALS

Which negotiation tactic above would you ‘neutralise’ with the following responses?

a. Probe each interest thoroughly, e.g. by asking how each one helps your opponent.
b. Focus your efforts on Mr./Mrs. Nasty and ignore Mr./Mrs. Nice. Alternatively, just ignore the
tactic altogether.
c. Be very clear about what is included and excluded in the deal. Resist the temptation to make this
final concession.
d. Show your surprise and allow yourself to laugh. Mention other deals you have made to persuade
your opponent to adjust his/her expectations.
e. Ignore the threat and continue the negotiation as if you have not heard it.
f. Restate your offer. Do not make any suggestions or concessions. In extreme cases, get up and
walk out the door in the hope that your opponent will call you back and continue in a reasonable
manner.
g. Make sure you know what your competitors are offering and be prepared to explain how your
product or service differs in terms of value.
h. If you can make this concession, make sure you get something back. Alternatively, focus on how
your product or service will save your opponent time or money in the long-term.
Listen again to the negotiation extracts. Which of the tactics 1-8 do you hear? Which of them worked
and which of them were neutralised?

Extract 1:

Extract 2:

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NEGOTIATING DEALS

5 Useful Expressions

Complete the expressions that you heard in the dialogues:

agree deal flexibility for halfway make manage

mind prepared reasonable room get throw work

Opening the negotiation

1. So, shall we get down to business, then?

Stating/probing interests
2. We were looking to an order for 100 cases.
3. What sort of price did you have in ?
4. We were hoping a unit price of around e4.50.

Bargaining
5. Would you be willing to meet us ?
6. If you cut your delivery time by, say, 10 days, we would be to pay the price you
have proposed.
7. We’d need to see a bit more on terms of payment.

Rejecting a proposal
8. Come on, let’s be here.
9. Unfortunately, I don’t have any more to negotiate this fee.

Accepting a proposal
10. I suppose we could that.
11. I think we could something out here.
12. I think we could on 3 weeks.
13. Sure, we can that in.

Closing the deal

14. OK, it’s a .

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NEGOTIATING DEALS

6 The grammar of diplomacy

In order to negotiate more effectively, various grammatical features are used to keep your options
open, soften ’bad news’ and generally make remarks and questions more diplomatic and persuasive.
Find examples from the expressions for each of the following features:

1. Continuous forms of tenses:

2. Modifiers, e.g. a bit, a little:

3. Would/might/could:

4. Approximation, e.g. sort of

5. Introductory softeners, e.g. ‘unfortunately’:

7 Role play

Work with a partner. Imagine you are negotiating a deal with one of your actual customers. Use
language from this lesson. Take turns to be supplier and customer.

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