The Languageof Negotiation

Robert Vakili

The process of negotiation

Opening the negotiations Clarifying proposals Exploring the zone of bargaining and

options Bargaining Entering the critical phase closing

Opening the negotiations:Welcoming

Suggesting a procedure

Checking for agreement

Clarifying proposals

Exploring the zone of bargaining and options

Bargaining

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 ...

Entering the Critical Phase

Critical phase

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 ...

Dealing with obstacles

What exactly is the underlying problem here?

Let's take a closer look at this problem.

I would like to analyse this situation and get to the bottom of the problem.

Asking for concession

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.

Checking and Delaying can we check these

points one last time? 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.

We are happy to accept this agreement. This agreement is acceptable to us.

Accepting an agreement

We are happy to accept this agreement.

This agreement is acceptable to us.

I believe we have an agreement.

A successful deal

Conclusion

start with welcome and introducing yourself

Clarify proposal Check for bargaining options Bargaining Critical zone, dealing with obstacles Declining an offer Checking and delaying an offer Accepting an agreement