A Proven Way to Negotiate More Confidently in English
In today’s guide, I show you how to enhance your negotiation skills in English by using ‘language functions’ specific to negotiating with ‘native-like’ expressions.
For more than twenty years I’ve been helping managers and leaders improve their business English skills and many of my clients need to work on their negotiation abilities at some point.
Negotiating in English is an important sub-skill of business English. You will always find yourself negotiating, whether directly with a customer, presenting a new project, or being hired for a position abroad.
However, many non-native speakers don’t feel at the top of their game in English negotiations. They often face two barriers: confidence and the specific language of negotiations.
Your confidence level in English going into a negotiation will impact its outcome.
An effective way of enhancing your negotiation skills in English and building confidence is to break down the negotiation beforehand by dividing it into language functions.
Language functions are simply the “goals” behind the words you use in conversations. Segmenting your negotiations into functions or small goals and learning expressions related to these functions will help you prepare better and elevate your confidence.
So today, I want to share four useful language functions specific to negotiations with expressions commonly used by native speakers. They are:
1. Building Rapport
2. Making Proposals
3. Making Concessions
4. Reaching Agreement
Let’s dive deeper into each function.
1. Building Rapport
Building rapport in negotiations is crucial because it builds trust, which can lead to more open communication. Strong rapport helps both parties feel valued, increasing the likelihood of collaboration and a successful resolution.
You can build rapport when initiating a conversation and by finding common ground. Here are useful expressions for both:
Initiating Conversation:
“I trust your journey here was smooth. Did you run into any delays?”
“I’ve been looking forward to this meeting. How have you been?”
“Before we dive in, would you like a coffee or tea?”
Finding Common Ground:
“I noticed you’re interested in [shared interest]. I’m also passionate about that.”
“I saw you’ve done some work in [field of interest]. I’ve been dabbling in that myself. What do you enjoy most about it?”
“I see you’re involved in [specific interest]. That’s something I’ve been following closely as well.”
2. Making Proposals
For non-native English speakers, making proposals in negotiations can be challenging due to difficulties in selecting the appropriate tone, vocabulary, and phrasing to sound both assertive and polite.
Here are some professional and polite expressions you can use to propose ideas and options in a negotiation:
Introducing a Proposal:
“After some careful thought, we’d like to put forward this proposal…”
“Here’s an idea we’ve been considering that could align with our objectives…”
“I’d like to suggest the following approach…”
Outlining the Benefits of the Proposal:
“One of the key benefits of this option is that it allows us to…”
“With this proposal, you’ll gain [specific benefit], while also…”
“By going with this approach, we can achieve…”
3. Making Concessions
Making concessions in negotiations can be particularly challenging for non-native English speakers due to difficulties in maintaining the right balance between being firm and accommodating. It can also be hard to phrase concessions in a way that doesn’t seem like a weakness or loss.
Here are some expressions you can use while making concessions:
Presenting the Concession:
“To move things forward, we’re willing to accommodate your request for…”
“In the interest of reaching an agreement, we’re open to…”
“We can meet you halfway by…”
Linking Concessions to Reciprocity:
“We’re happy to make this change, provided we can count on you to…”
“In exchange for this adjustment, we’d appreciate it if you could…”
“If we agree to this term, would you be open to revisiting the issue of…”
4. Reaching Agreement
Reaching an agreement in a negotiation and ensuring clarity on the next steps are essential for a successful outcome and smooth implementation. Here are some expressions you can use to finalize an agreement and establish clear plans for moving forward.
Confirming the Agreement:
“It looks like we’ve reached an agreement on this matter.”
“Let’s summarise what we’ve agreed upon…”
“It seems we’re all aligned on this now.”
Reviewing the Key Terms:
“Just to reiterate, here are the key points we’ve agreed on…”
“Let’s go over the terms one last time to ensure we’re on the same page.”
“To make sure everything is clear, let’s recap the main points.”
Conclusion
By focusing on specific language functions such as building rapport, making proposals, making concessions, and reaching agreements, you can enhance both your confidence and communication for negotiating in English.
Take Action
Take action by breaking down your next negotiation into functions. Once you have done this, choose a new expression for each function. Rehearse the expressions and look for opportunities to use them in the meeting.
