The language of negotiations

1. Opening the Negotiations 2. Clarifying Proposals 3. Exploring the Zone of Bargaining and Options

4. Bargaining 5. Entering the Critical Phase 6. Closing

In this section, we give you expressions which can be used in negotiations. The expressions are grouped into 6 categories. These categories are built upon a strategy for negotiating that is neither "hard" nor "soft" but both hard and soft. It is the method of principled negotiation developed by the Harvard Negotiation Project at Harvard University. Its goal is to decide issues on their merits and not on the stated positions of the two sides. It suggests that you look for mutual gains wherever possible, and that where your interests conflict, you should insist that the result be based on some fair standards independent of the will of either side.

For detailed information on this strategy, refer to the book, Getting To Yes: Negotiating An Agreement Without Giving In by Roger Fisher, William Ury & Bruce Patton, ISBN 0099248425.

A note on language style:

English speakers, especially Americans, like to express a certain amount of informality as soon as possible. Therefore, we quickly move to first names (although this is NOT a sign of intimacy or friendship). In addition, we quickly begin to use informal language. These facts are intended to signal cooperation among equal partners.

At the same time that we are moving toward informality in order to signal a willingness to cooperate, it is important to maintain an atmosphere of respect. How can we do this when using first names and informal expressions? We show respect in English in the following ways.

Use would like rather than want when making requests. It's more indirect and, therefore, is more polite and respectful.

I want to hear you talk about that first point again. (This could sound too much like a demand.)

I would like to hear you talk about that first point again. (This is safer.)

Use "should", "could", or "might" to remind or inform people about what to do next. Without such words, you could sound too much like a teacher or a policeman.

Use phrases like "I think" and "maybe" and "perhaps" to introduce suggestions. These words do not indicate uncertainty; they do express respect for the other person.

It's time to start the meeting now. (This COULD sound too authoritarian.) I think we should start the meeting now. (This is safer.)

I'll give you some background information about that. (This is okay if your VOICE sounds helpful.) Perhaps I could give you some background information about that. (This is safer.)

Use QUESTIONS to make suggestions. Keep in mind, however, that you are not asking for permission, but you are showing the other person respect by giving him or her a chance to disagree or interrupt before you go on.

So, can we go on to the next point now? So, are we finished with that point? If so, let's go on to the next one.

NOTE: The better you get to know someone, the less important these strategies become. People who know each other well (and who respect each other) can be much more direct in saying what they want and what they think.

1 Opening the Negotiations

Welcoming:

On behalf of ... I would like to welcome you to ... It's my pleasure to welcome you to ... Welcome to ...

Suggesting a procedure:

I would like now to begin by suggesting the following procedure (agenda). To start with, I think we should establish the overall procedure. As our first order of business, can we agree on a procedure?

Checking for agreement:

Does that fit in with your objectives? Is that compatible with what you would like to see? Does that seem acceptable to you? Is there anything you'd like to change? Is this okay with you?

Giving the discussion leadership to a colleague:

I will now hand you over to Mr. Brown___ , who is ... I will now hand the floor over to Mr. Adams , who is ... Now let me hand the meeting over to my colleague, Ms. Jones , who ...

General outline of a proposal:

May I ask, please, what your proposal is in connection with our company? What in general terms are you looking for here?

Dealing with digressions:

May we leave that till later and first look at ... Can we deal with ... first?
	2 Clarifying Proposals

Reviewing the previous session:

At our last meeting, we discussed ... Perhaps you will recall that during our last discussion, we decided that ...

Moving on to the next point:

Could we now move on to the next subject, which is ... Let's go on to the next subject, shall we?

Putting forward future possibilities:

We foresee ... We envisage ... We see ...

Seeking clarification:

Could you clarify one point for me? I'm not sure I fully understand your point. What exactly do you mean by ... ? Could you be more specific?

Defining a proposal more specifically:

It involves ... It covers ... It includes ... It leaves out ...

Reassuring:

Let me reassure you that ... I can promise you that ... Have no doubts that we will ...