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English for Negotiating: A New Offer

Introduction

In this lesson, we will focus on the topic of a new offer, and how to handle it in a negotiation. We will cover four sections:

• Enquiring about offers

• Expressing opinions

• Types of negotiations

• Suggesting a solution

This lesson covers key strategies for effectively handling new offers during negotiations in English. You will learn how to inquire about offers, express opinions diplomatically, adapt to different negotiation styles, and suggest mutually beneficial solutions. 

By the end of this lesson you will be able to:

1. Ask clarifying questions about new offers using phrases like "Could you tell me more about...?" 

2. Express your viewpoints tactfully with language such as "In my opinion..." or "From our point of view..."

3. Identify and respond to different negotiation approaches like hard bargaining or principled negotiating.

4. Propose potential solutions by saying "I suggest we..." or "It might be possible to..."

5. Respond constructively to solutions with phrases like "That sounds reasonable, but..." or "We appreciate your offer..."

Section 1: Enquiring about offers

This is where you ask and answer questions about the details, the benefits, and the drawbacks of the offer. 

Enquiring about offers can help you:

• Gather information and clarify expectations

• Show interest and engagement

• Build trust and rapport

• Identify areas of agreement and disagreement

Here are some phrases that you can use to enquire about offers:

• What is your offer exactly?

• Could you tell me more about …?

• How does this offer benefit us?

• What are the terms and conditions of this offer?

• What are the advantages and disadvantages of this offer?

• How flexible are you on …?

Here is an example of a dialogue between two parties who are negotiating a new offer:

Party A: Hello, thank you for meeting with us today. We are very interested in your proposal. 

Party B: Thank you for your interest. We are glad to hear that. 

Party A: What is your offer exactly?

Party B: Our offer is to provide you with a customized software solution that will improve your productivity, efficiency, and customer satisfaction. We will also provide you with training, support, and maintenance for a period of one year. 

Party A: That sounds very promising. Could you tell me more about the software solution? 

Party B: Sure. The software solution is based on the latest technology and industry standards. It is designed to meet your specific needs and preferences. It is user-friendly, secure, and reliable. It will help you streamline your processes, reduce errors, and save costs. 

Party A: How does this offer benefit us? 

Party B: This offer benefits you in many ways. First, you will get a high-quality product that will enhance your performance and reputation. Second, you will get a competitive price that will fit your budget. Third, you will get a long-term partnership that will ensure your satisfaction and success.

As you can see, the parties are asking and answering questions about the offer in a clear and polite way. They are also using positive language and tone to show their interest and enthusiasm. This helps them to establish a good relationship and a common ground for further negotiation.

Some tips on how to enquire about offers effectively are:

Tip 1: Prepare a list of questions before the meeting. 

This will help you to focus on the most important aspects of the offer and avoid missing any details.

Tip 2: Be polite and respectful. 

Use words like please, thank you, or I appreciate to show courtesy and appreciation. For example:

• Thank you for your offer, it sounds very interesting.

• Please explain how your offer works.

• I appreciate your willingness to negotiate.

Tip 3: Be clear and concise. 

Use simple and direct language to avoid confusion and ambiguity. For example:

• What is the delivery time for your offer?

• How much does your offer cost?

• What are the terms and conditions of your offer?

Tip 4: Be curious and open-minded. 

Show genuine interest and curiosity in the other party’s offer, and avoid making assumptions or judgments. For example:

• How did you come up with this idea?

• What are the advantages of your offer over the others?

• How can your offer meet our needs and expectations?

Section 2: Expressing opinions

The second step of any negotiation is to express your opinions about the offer. This is where you share your thoughts, feelings, and preferences about the offer. 

Expressing opinions can help you:

• Communicate your position and perspective

• Persuade and influence the other party

• Show respect and consideration

• Find common ground and mutual benefit

Here are some phrases that you can use to express opinions:

• In my/our opinion …

• From my/our point of view …

• We are talking/speaking about …

• I am/We are of the opinion that …

• I/We strongly believe/feel that …

• I am confident that …

• I/We imagine it’s something like …

For example:

• In my opinion, your offer is very attractive, but …

• From our point of view, your offer is not suitable for us, because …

• We are talking about a long-term contract, not a one-time deal.

• I am of the opinion that your offer is too expensive, compared to …

• I strongly believe that your offer is the best option for us, as …

• I am confident that your offer will meet our requirements, if …

• I imagine it’s something like this: you provide us with …

Giving reasons and examples is a good way to support your opinions and persuade the other party. 

Reasons and examples are statements that explain why you think or feel a certain way, or that illustrate your point with concrete evidence. 

For example:

• Your offer is very attractive, but we have some budget constraints. (reason)

• Your offer is not suitable for us, because we need a faster delivery time. (reason)

• Your offer is too expensive, compared to the market average. (example)

• Your offer is the best option for us, as it has the most features and the best quality. (example)

Using hedging language is a good way to soften your opinions and show respect and flexibility. 

Hedging language is language that expresses uncertainty, possibility, or approximation, rather than certainty, necessity, or exactness. 

For example:

• Your offer might be very attractive, but …

• Your offer seems not suitable for us, because …

• Your offer is a bit expensive, compared to …

• Your offer is probably the best option for us, as …

Here are some tips on how to express opinions effectively:

Tip 1: Be honest and constructive. 

Express your opinions truthfully and respectfully, and avoid lying or exaggerating.

For example:

• I like your offer, but I have some concerns about …

• I don’t like your offer, but I appreciate your effort and creativity.

• I agree with your offer, but I would like to suggest some changes.

• I disagree with your offer, but I understand your perspective and motivation.

Tip 2: Be specific and relevant. 

Express your opinions clearly and precisely, and avoid being vague or off-topic. For example:

• I think your offer is too high, because we have done some research and found that …

• I think your offer is too low, because we have invested a lot of time and money in …

• I think your offer is fair, because it reflects the value and quality of …

• I think your offer is unrealistic, because it does not take into account the market conditions and the customer demand.

Tip 3: Be balanced and open-minded. 

Express your opinions objectively and rationally, and avoid being biased or emotional. For example:

• I see the pros and cons of your offer, and I would like to discuss them with you.

• I see the potential and the challenges of your offer, and I would like to explore them with you.

• I see the strengths and weaknesses of your offer, and I would like to improve them with you.

• I see the opportunities and the risks of your offer, and I would like to evaluate them with you.

Here is an example of a dialogue between two parties who are expressing their opinions about the offer:

Party A: From our point of view, your offer is very attractive and appealing. We are impressed by the quality and features of your software solution. We strongly believe that it will improve our productivity, efficiency, and customer satisfaction. 

Party B: We are glad to hear that. We are confident that our offer is the best one for you. We have invested a lot of time and resources to develop and deliver this software solution. We are talking about a state-of-the-art product that will give you a competitive edge in the market. 

Party A: We appreciate your efforts and expertise. However, we have some concerns about the price and the duration of the contract. We are of the opinion that the price is too high and the contract is too long. We imagine it’s something like 20% lower and 6 months shorter.

As you can see, the parties are expressing their opinions in a clear and diplomatic way. They are also using modifiers and qualifiers to soften or strengthen their opinions. For example, “very”, “impressed”, “strongly”, and “confident” are used to emphasize positive opinions, while “some”, “about”, “too”, and “imagine” are used to moderate negative opinions. This helps them to convey their message without offending or alienating the other party.

Section 3: Types of negotiations

The third step of any negotiation is to identify and adapt to the type of negotiation that is taking place. 

This is where you recognize and respond to the negotiation style of the other party. Types of negotiations can affect:

• The tone and atmosphere of the negotiation

• The level of cooperation and competition

• The amount and quality of information exchanged

• The outcome and satisfaction of the negotiation

There are three main types of negotiations:

• Hard bargaining

• Soft bargaining

• Principled negotiating

Here are some definitions and examples of each type:

Hard bargaining: 

In hard bargaining, each party tries to achieve their aims without making concessions or making only few or small ones. 

The aim is to ‘beat’ the other side. This style leads to a win—lose scenario, i.e. one side wins and the other loses. Often, the result is a stalemate, which results in a lose—lose situation.

Example: 

Party A offers $100,000 for a car. Party B asks for $120,000. Party A refuses to budge. Party B walks away. No deal is made.

Soft bargaining: 

In soft bargaining, the parties try to reach an agreement by giving concessions very freely. 

The soft bargainer often makes proposals very quickly and says ‘yes’ rather soon. This type of negotiator is often afraid of hurting the other party’s feelings.

Example: 

Party A offers $100,000 for a car. Party B asks for $120,000. Party A agrees to pay $120,000. Party B is happy, but Party A feels cheated. A deal is made, but one side is unhappy.

Principled negotiating: 

In their book, Getting to Yes, Fisher and Ury introduced this term. 

It refers to a style which focuses on discovering the interests behind the position. The principled negotiator separates the person from the issue and concentrates on mutual gain in order to reach agreement. 

In short, it leaves both sides with a sense of achievement, i.e. a win—win situation.

Example: 

Party A offers $100,000 for a car. Party B asks for $120,000. Party A asks why Party B wants $120,000. Party B explains that they need to pay off their mortgage. Party A suggests that they pay $110,000 and help Party B find a cheaper loan. Party B agrees. Both parties are satisfied. A deal is made, and both sides are happy.

As you can see, the type of negotiation can have a significant impact on the process and the result of the negotiation. Therefore, it is important to be aware of the different types and how to deal with them.

Choosing the negotiation strategy is a good way to plan your actions and reactions during the negotiation. 

Negotiation strategy is the overall plan that guides your decisions and moves in a negotiation. 

There are two main types of negotiation strategies:

Distributive Negotiation: 

In distributive negotiation, the parties view the negotiation as a fixed-sum game, i.e. there is a limited amount of resources to be divided, and one party’s gain is another party’s loss. The goal is to claim as much value as possible for oneself, and to make the other party concede. This strategy is often used in hard bargaining situations, where the parties have conflicting interests and no long-term relationship.

Integrative Negotiation: 

In integrative negotiation, the parties view the negotiation as a variable-sum game, i.e. there is a possibility of creating more value by expanding the resources or finding new solutions. 

The goal is to create as much value as possible for both parties, and to make the other party collaborate. 

This strategy is often used in principled negotiating situations, where the parties have common or compatible interests and a long-term relationship.

Applying the negotiation tactics is a good way to execute your strategy and influence the outcome of the negotiation. 

Negotiation tactics are the specific actions and moves that you make during a negotiation to achieve your objectives.

There are many types of negotiation tactics, but here are some of the most common ones:

Anchoring: 

Anchoring is a tactic where you set a high or low initial offer or demand, and then adjust it gradually. 

The purpose is to influence the other party’s expectations and perceptions of the value of the deal, and to make them move closer to your desired outcome.

Example: 

A seller lists a house for $500,000, knowing that it is worth much less. A buyer sees the listing and thinks that the house must be very valuable. The buyer offers $450,000, thinking that they are getting a good deal. The seller accepts, making a huge profit.

Framing: 

Framing is a tactic where you present the information or the situation in a certain way, using positive or negative words, emotions, or images. 

The purpose is to influence the other party’s attitude and behavior, and to make them more receptive or resistant to your offer or demand.

Example: 

A salesperson tells a customer that a product is on sale for 50% off, but only for today. The customer thinks that they are saving a lot of money and that they have to act fast. The customer buys the product, even though they may not need it or want it.

Trading: 

Trading is a tactic where you exchange something of value with the other party, such as a concession, a benefit, or a favor. 

The purpose is to create a sense of reciprocity and fairness, and to make the other party more willing to cooperate or compromise.

Example: 

A manager wants an employee to work overtime on a project. The employee does not want to work extra hours. The manager offers to give the employee a bonus, a day off, or a promotion if they agree to work overtime. The employee accepts one of the offers, feeling that they are getting something in return for their effort.

Some tips on how to handle different types of negotiations are:

Tip 1: Identify the negotiation style of the other party. 

Observe their words, tone, body language, and actions, and try to understand their motivations and goals. 

For example:

• If they are aggressive, demanding, or stubborn, they are probably using hard bargaining.

• If they are friendly, generous, or submissive, they are probably using soft bargaining.

• If they are respectful, curious, or creative, they are probably using principled negotiating.

Tip 2: Choose the negotiation strategy that suits your situation. 

Consider your interests, relationship, and alternatives, and decide whether you want to compete or cooperate, claim or create value, or do both. For example:

• If you have conflicting interests, no long-term relationship, and good alternatives, you can use distributive negotiation.

• If you have common or compatible interests, a long-term relationship, and no good alternatives, you can use integrative negotiation.

Tip 3: Apply the negotiation tactics that support your strategy. 

Use the appropriate actions and moves to achieve your objectives, and be aware of the other party’s tactics as well. 

For example:

• If you want to claim value, you can use anchoring, framing, or bluffing.

• If you want to create value, you can use trading, brainstorming, or problem-solving.

Section 4: Suggesting a solution

The last step of any negotiation is to suggest a solution that will satisfy both parties. 

This is where you propose and respond to possible options that will resolve the issue and close the deal. 

Suggesting a solution can help you:

• Demonstrate creativity and flexibility

• Generate value and benefit

• Build trust and goodwill

• Achieve a win—win outcome

Here are some phrases that you can use to suggest a solution:

• I/We could imagine …

• I/We think we should …

• I was/We were thinking that …

• It would be helpful/an option …

• It might be possible to/a possibility …

• From my/ our experience, the best way …

• Do you think we can/could ?

• Could the problem be solved by … ?

Here are some phrases that you can use to respond to a solution:

• That sounds reasonable/acceptable/feasible …

• I/We agree with you on …

• I/We appreciate your suggestion/proposal/offer …

• I/We are happy to accept …

• I/We have a few questions/concerns/issues about …

• I/We are not sure about …

• I/We need some time to think about …

• I/We would like to propose/counter-offer …

Here is an example of a dialogue between two parties who are suggesting and responding to a solution:

Party A: We think we should find a way to lower the price and shorten the contract. We were thinking that maybe we could pay $110,000 and sign a 6-month contract. It would be helpful if you could also offer us a discount for renewing the contract after 6 months. 

Party B: That sounds reasonable, but we have a few concerns about the contract duration. We think that 6 months is too short to fully implement and evaluate the software solution. It might be possible to offer you a 9-month contract with a 10% discount for renewal. Do you think we can agree on that? 

Party A: We appreciate your offer, but we are not sure about the 9-month contract. We need some time to think about it and discuss it with our team. Could we get back to you tomorrow? 

Party B: Sure, we understand. We are happy to give you some time to consider our offer. We hope to hear from you soon.

As you can see, the parties are suggesting and responding to solutions in a constructive and cooperative way. 

They are also using conditional and tentative language to show their willingness to compromise and negotiate. 

For example, “maybe”, “could”, “would”, “might”, and “can” are used to indicate possibility and flexibility. This helps them to move closer to a mutually acceptable agreement.

Some tips on how to suggest a solution effectively are:

Tip 1: Be positive and confident. 

Use positive and confident language to show your enthusiasm and conviction, and to persuade the other party to accept your proposal or agree with your response. 

For example:

• I am sure that this is a great solution for both of us.

• I am certain that this is a fair and reasonable agreement.

• I am confident that this is a beneficial and profitable deal.

Tip 2: Be clear and concise. 

Use clear and concise language to present your proposal or response, and to avoid confusion and ambiguity. 

For example:

• I propose that we do this: …

• I suggest that we try this: …

• I recommend that we follow this: …

Tip 3: Be respectful and polite. 

Use respectful and polite language to show your consideration and appreciation, and to maintain a good relationship with the other party. 

For example:

• I respect your opinion, but I have a different view.

• I appreciate your offer, but I have a counter-offer.

• I understand your position, but I have a suggestion.

Conclusion

In summary, effectively handling new offers during negotiations requires strong communication skills. This includes the ability to inquire about offers using clarifying questions, express opinions diplomatically, adapt to different negotiation styles, and suggest mutually-beneficial solutions. 

Here are some actionable advice that you can apply to your next negotiation:

• Advice 1: Prepare well for the negotiation. Do your research, set your goals, and plan your strategy.

• Advice 2: Communicate effectively and persuasively. Use clear, polite, and respectful language, and listen actively and attentively.

• Advice 3: Focus on the interests, not the positions, of both parties. Try to understand the underlying needs, wants, and goals of both parties, and find ways to create value and benefit for both sides.

• Advice 4: Be flexible and creative. Be willing to compromise and negotiate, and explore different options and possibilities.

• Advice 5: Aim for a win—win outcome. Seek a solution that satisfies both parties, and builds trust and goodwill.