12/28/22, 1:40 PM Negotiations phrases: Convincing people to buy online exercise | Blair English

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Negotiations phrases:
Convincing people to buy
exercise

Often in negotiations you'll face a situation where the other side/party don't believe that an offer
that you have made is beneficial for them. Maybe they think that the price is too high or it doesn't
include something which they believe is important.

It can be tempting to reduce the price. But there is another way. And that is to convince them of the benefits and positive
aspects of both your offer and selecting the products or services from your company. To do this, you need to be subtle,
connect with them on a personal level and show empathy for their position.

In this online exercise on negotiations, we will both look at and I will explain the purpose of subtle and persuasive phrases in
English which a seller can use in a business negotiation to convince/persuade the buyer to select their offer/company.

Click here to see more of our free online exercises on business negotiation vocabulary

Exercise: Selling the positives in a negotiation

Read the following business negotiation between a seller and potential buyer for a contract to
supply television components to a television manufacturer. The buyer is negotiating for a better
price.

From the context, try to guess what the meaning of the words/phrases in bold are. Then do
the quiz at the end to check if you are right.

Seller:
'So, we can offer you 40,000 components at a unit cost of $4.35 per unit.'

Buyer:
'$4.35 per unit. Hmm.'

Seller:
'You don't seem entirely pleased. Could I ask you what the issue is?'

Buyer:
'We weren't expecting the price to be so high.'

Seller:
'It's an extremely competitive price for the quality of the component that you'll be
getting.'

Buyer:

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'As you are aware, we've had a number of different offers and in comparison
with those, the price that you're offering us is a lot higher.'

Seller:
'I can understand why you're looking around other companies for offers. I
would do the same. I recently concluded a negotiation for microcircuits and I was in
your position. I visited so many different suppliers. It's a very time-consuming
process. At times it feels like it'll never end.'

Buyer:
'Yeah. I've been very busy with negotiating for this order for the last couple of
weeks. This is the third meeting this week that I've had with a supplier about it. It's
tiring.'

Seller:
'I can appreciate how you feel.'

Buyer:
'It's what we're paid for.'

Seller:
'True. Let's have a break.'

5 minutes later

Seller:
'Although you see the price is high, what I'd like you to consider is the quality of
the product that you're obtaining. This component is not only the best built and
most reliable on the market, it's also the most innovative and advanced. In fact, it
won first prize at this year's Berlin TV component fair. So, what this gives you is
the confidence that this component in two years time will still be at the cutting
edge. Unfortunately, with some of the components on the market from other
manufacturers, in six months they'll be obsolete.'

Buyer:
'It's something that we have taken into consideration, but the price you're asking is
very high.'

Seller:
'Let's put the question of money to one side for the moment. You know that
our company has one of the best reputations in the industry for not only the quality
of the product and innovation, but also the quality control system in our factories.
We have the lowest rate of returns of any company in the sector. So you know
what you're getting, a cutting edge quality product with a negligible risk of
failure.'

Buyer:
'The quality and innovation of the product is not in doubt. But the price is higher
than we're willing to pay.'

Seller:
'I understand that you see the price as a little high, and I'm sure that you've
been offered less. But how much do you spend each year replacing faulty
components? What would you say if we guaranteed each of the components not
for the standard 3 years but for 5 years. Plus, if one of your televisions breaks down

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due to a failure of one of our components, we'll not only replace the component for
free, but also cover your labour costs of repair.'

Buyer:
'So, if I understand correctly, you offering a 5 year guarantee and you'll pay for all
labour costs where one of your components has caused a television to break down?'

Seller:
'Yes.'

Buyer:
'Hmm.'

Seller:
'Don't give me an answer straight away. Think about it and get back to me.'

Click to see more

Making a deal in
business
negotiations
negotiation
exercise
exercises

Quiz: Negotiations phrases - Convincing people to buy

Below is a definition or description of each of the words/phrases in bold from the above text. Now choose the word/phrase
from the question's selection box which you believe answers each question. Only use one word/phrase once. Click on the
"Check Answers" button at the bottom of the quiz to check your answers.

When the answer is correct, two icons will appear next to the question. The first is an Additional Information Icon " ".
Click on this for extra information on the word/phrase and for a translation. The second is a Pronunciation Icon " ".
Click on this to listen to the pronunciation of the word/phrase.

1. A phrase that is used to try to change the focus of a conversation, is

       

2. A different way to say that you don't have a problem with them getting quotes/offers from other companies, is
       

3. A phrase that suggests that someone should think about an offer before replying, is
       

4. A phrase used to highlight to the other party/side the positive benefits of your product or service, is
       

5. A way to express that you appreciate how the price is too much for them, is
       

6. A way to say that something takes a long time, is

       

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7. A phrase that is used to introduce a new offer/concession, is
       

8. A way to say that you are looking at other companies for the contract, is
       

9. A phrase used to empathize or connect with the other side/party on a subject/topic, is

       

10. A phrase that means that you 'can trust the product or service that you would obtain', is
       

11. A polite way to say 'what's the problem?', is

       

12. A polite way to say 'what I want you to think about', is

       

Check answers

$2.50 $640.00 $2.60 $1.32

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Click to see more business negotiation exercises

Practice
Now that you understand the new selling the positives in a negotiation vocabulary, practise it by creating your own sentences
in English with the new phrases.

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