The key to a successful negotiation is that both sides get something they want, without giving too much away. The language and approach need to be respectful and not too assertive. Being polite is very important to native English speakers.
Tip #1 - Know what you want
When you go into a negotiation know what it is you are looking to achieve, and what you are not prepared to give away.
How do you know what you can realistically expect?
Research. Do this in English so that you can gain any vocabulary that might be useful during the negotiation process.
When starting out, state the purpose of the discussion using language such as:
"Our main aim is to..."
"The goal of this discussion is to..."
"The objective of this meeting is to..."
Tip #2 - Start positively
It is in everyone's best interests to have a productive discussion and reach a mutually beneficial agreement. Starting the conversation on a positive and respectful note will not only help you to feel upbeat but also put the people you are negotiating with at ease.
Try using phrases like:
"Thank you for meeting with us..."
"We appreciate you taking the time to..."
"I'm looking forward to reaching a solution that..."
"I like to listen. I have learned a great deal from listening carefully. Most people never listen." Ernest Hemingway
Tip #3 - Listen
You know what you want, but what do they want?
It's not a good idea to assume something on their behalf that wasn't true, so be open minded.
Take notes and show that you have listened using phrases such as:
"I understand that you would..."
"I hear your need for..."
"Your suggestion to..."
You may agree or disagree with what they have said, but using these phrases shows that you are interested in what they want, as much as what you want.
Feeling that they have been listened to might make the other party more inclined to agree.
Tip #4 - Reach an agreement
You should not expect to achieve all of the desired outcomes that you entered into the negotiation with. If you do then it wasn't a successful negotiation for the other side, what was agreed upon may not last.
As mentioned in tip #1 you need to know what you are willing to give away. Use the following phrases to show that you are making a compromise:
"While we prefer to....we are willing to accept that..."
"Even though we had hoped to...we are prepared to...."
"We can agree to...if you are prepared to..."
"How about we...."
"Would it be agreeable to you if..."
Notice that a couple of these phrases use an 'if' clause as a way of reaching an agreement. This is used to show a compromise in what has been agreed.
"If you agree to lower the prices, we will agree to an annual minimum order value."
"We will agree to stock more of your product, if you agree to feature our business in your next newsletter."
Tip #5 - Close the discussion
The negotiation can be closed because you have reached an agreement, or because you have simply run out of time. How do you tell the other party that you are about to get up and leave the table?
Positive outcome
"Thank you for the discussion today, we will send you the agreed points by email."
"I'm pleased we were able to reach an agreement. Our legal team will send you the contract to review and sign later this week."
Discussion to be continued
"Unfortunately we have another meeting scheduled in this conference room. Although our conversation was productive I am afraid we will have to continue it another time."
"It seems that we are not going to be able to reach an agreement today. Let's take a break and continue again tomorrow."
Remember
Be polite. You are more likely to reach an agreement with an native English speaker if you are.
Practice
Click here to talk to me about negotiation or Business English coaching.
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