Below are the stages of a negotiation and some expressions, which you may find useful at each stage.

 

Conversation (1)

 

I’m sure/confident we can reach agreement, (optimistic)

I'm sure there's room for negotiation.

We have a lot to discuss.

Let’s see how we get on. (cautious)

 

Presenting your position (2)

 

This is our position.

This is how we see it.

We think the following is reasonable/appropriate.

Our approach is this.

 

Questioning the other’s position (3)

 

How do you

explain your attitude?

justify... ? account for... ? arrive at

 

Why do you want ... ?

Why such a

high charge?

long delivery period?

low discount?

 

Refusing to accept (4)

 

I’m sorry, I can’t accept 2%.

You’ll have to do better than that, I’m afraid.

I’m afraid it’s not enough.

Other firms offer more than 2%.

 

Refusing to move (5)

 

I’m afraid I can’t agree to

that.

increase the rate.

lower the price.

shorten delivery.

 

We’ve done our best for you.

We have to maintain a policy.

I have my instructions.

 

Suggesting a compromise (6)

 

May I make a suggestion?

If you ... then we may be able to ...

We may be able to ... but only if you ...

Unless you ... there is no question of our being able to .

 

Reaching agreement (7)

 

Let’s just go through the terms.

Let’s summarize the conditions.