Course Name: English Professional

Effective date: 01 Sept 2022

Week – 5
Dealing with Business Negotiation
&
Composing Business Negotiation Email
 LEARNING OUTCOMES
• On successful completion of this course, students will be able to:
• LO 1: demonstrate the upper intermediate English listening skills both
academically and professionally
• LO 3: demonstrate the upper intermediate English speaking skills both
academically and professionally.
• LO 4: demonstrate the upper intermediate English writing skills both
academically and professionally.
 OUTLINE

Listening Skill: Language expression for business negotiation

Speaking Skill: Dealing with business negotiation

Writing Skill: Composing email dealing with business negotiation

Language expression for business negotiation
Six Parts
 Business Negotiation Expression 1
1. Welcoming and establishing a connection

Ex: “I would like to welcome you to…”

2. Setting the negotiation agenda

Ex: “Before we begin, shall we have a look at the main points on the agenda?”

3. Asking if the other party is in agreement

Ex: “Is there anything you’d like to add?”

 Business Negotiation Expression 2
4. Making proposals

Ex: “We’ve got several options…”

5. Effective questioning for proposals

Ex: “How do you feel about…?”

6. Responding to suggestions

Ex: “Perhaps a better idea would be…”

 Business Negotiation Expression 3
7. Reasoning

Ex: “One of the key reasons for this is…”

8. Expressing priorities

Ex: “Our main priority is…”

9. Giving clarification

Ex: “In other words, you feel that…”

 Business Negotiation Expression 4
10.Expressing agreement

Ex: “That sounds great to us.”

11.Expressing disagreement and giving reasons

Ex: “I understand where you’re coming from, however,…”

12.Compromising

Ex: “Could you meet us halfway?”

 Business Negotiation Expression 5
13.Bargaining

Ex:“Our absolute bottom line is…”

14.Delaying

Ex: “I am not entitled to make decisions of that kind by myself.

15.Refusing a proposal while maintaining goodwill

Ex: “That would be very difficult for us because…”

 Business Negotiation Expression 6
16.Accepting the proposal

Ex: “I can agree to that.”

17.Concluding

Ex: “Have I left anything out?”

18.Closing

Ex: “Let’s leave it this way for now.”

 
Dealing with business negotiation
Three Parts
 Business Negotiation Definition
A Business Negotiation is a process between
two or more parties. Each of them
commonly has its own aims, needs, and
viewpoints seeking to discover a common
ground and reach an agreement to settle a
matter of mutual concern.
This Photo by Unknown Author is licensed under CC BY-SA-NC
 Business Negotiation Tips
• Know your objectives: make a list of the results you'd like to achieve.

• Separate the people from the issue: manage your negative

emotions.

• Ask questions and listen: understand your negotiation partner's

interests and objectives

• Find shared interests: see this as an opportunity to work

together rather than a competitive situation. 

• Look at creative options: discuss different alternatives that might

work for everyone
 Do’s and Don’ts in Business Negotiation
Do’s Don’ts
•Be honest and straightforward. Don’t get •Avoid being rigid. Listen to the other parties
carried away by rumours. view point if valid.
•Be optimistic. Don’t fear losing. There are •Don’t make demands which can’t be accepted
opportunities in other transactions also at all.
•Keep away personal differences. Just focus your •Don’t let emotions overwhelm you.
arguments on facts.
•Do not discuss too many issues, emphasize on
•Keep on giving recaps during the negotiation the prior issues.
process.
•Never give deadlines, it might lead to delays
•Give testimonials for your argument. Support
your argument with facts. in deals.
Composing email dealing with business
negotiation
Two Parts
 Business negotiation email
consideration
1. Ensure your tone is polite and professional

2. Use words that show you believe in his ability.

3. Make him empathize with you.

4. Subtly let the vendor know the action you intend to take if he does not accept
your proposed price.

5. Intimate him about your desire to continue doing business with him in future.
 Business negotiation email example
https://www.themuse.com/advice/how-to-negotiate-over-email

This Photo by Unknown Author is licensed under CC BY

 REFERENCES
•Deborah Phillips. (2014). Longman Preparation Course for the TOEFL Test: IBT. 3rd
Edition. Pearson Longman. New Jersey. ISBN-10: 0133248127/ ISBN-13: 978-0133248128
•Emma Ledden. (2017). The Presentation Book: How to Create it, Shape it and Deliver it!.
Pearson Business. Harlow, United Kingdom. ISBN: 9781292171982
•Lin Lougheed. (2007). Longman Preparation Series for the New TOEIC Test: Advanced
Course, Fourtg Edition. Pearson Longman. New York. ISBN 0-13-199311-
•Mable Chan. (2020). English for Business Communication. 1st Routledge, Taylor et Francis
Group. London. ISBN: 9781138481688
•https://www.businessphrases.net/negotiation-phrases/
•https://www.fluentu.com/blog/business-english/business-english-negotiation-phrases
 REFERENCES
•https://www.themuse.com/advice/how-to-negotiate-over-email
•https://www.youtube.com/watch?v=_2ZDNgtAsbw
•https://www.youtube.com/watch?v=05uFs8qVCcI
•https://www.youtube.com/watch?v=-3mFnAk9sbw
•https://www.youtube.com/watch?v=3Tu1jN65slw&t=1s
•https://www.youtube.com/watch?v=amJZXjxnhTI
•https://www.youtube.com/watch?v=ODgy-wY0WhU
•https://www.youtube.com/watch?v=VQNK38iKRxk&t=74s