SOCIAL MEDIA
UNIT 13 STAY AT HOME
2. Negotiation phrases
It is important to win a negotiation by showing logic and fair options to a client. You have to consider value or something that the client or the customer belief. Make an offer that is beneficial for them. Read the following business negotiation between a seller and potential buyer for a contract to supply television components to a television manufacturer. The buyer is negotiating for a better price. From the context, try to guess what the meaning of the words/phrases in bold are. Then do the quiz at the end to check if you are right.
Seller: So, we can offer you 40,000 components at a unit cost of
$4.35 per unit.
Buyer:$4.35 per unit. Hmm…
Seller: You don't seem entirely pleased. Could I ask you what the issue is?
Buyer: We weren't expecting the price to be so high.
Seller: It's an extremely competitive price for the quality of the
134 component that you'll be getting.
Buyer: As you are aware, we've had a number of different offers and in comparison with those, the price that you're offering us is a lot higher.
Seller: I can understand why you're looking around other companies for offers. I would do the same. I recently concluded a negotiation for microcircuits and I was in your position. I visited so many different suppliers. It's a very time-consuming process. At times it feels like it'll never end.
Buyer: Yeah. I've been very busy with negotiating for this order for the last couple of weeks. This is the third meeting this week that I've had with a supplier about it. It's tiring.
Seller: I can appreciate how you feel.
Buyer: It's what we're paid for.
Seller: True. Let's have a break.
(5 minutes later)
Seller: Although you see the price is high, what I'd like you to consider is the quality of the product that you're obtaining. This component is not only the best built and most reliable on the market, it's also the most innovative and advanced. In fact, it won first prize at this year's Berlin TV component fair. So, what this gives you is the confidence that this component in two years time will still be at the cutting edge. Unfortunately, with some of the components on the market from other manufacturers, in six months they'll be obsolete.
Buyer: It's something that we have taken into consideration, but the price you're asking is very high.
Seller: Let's put the question of money to one side for the moment. You know that our company has one of the best reputations in the industry for not only the quality of the product and innovation, but also the quality control system in our factories.
We have the lowest rate of returns of any company in the sector. So you know what you're getting, a cutting edge quality product with
135 a negligible risk of failure.
Buyer: The quality and innovation of the product is not in doubt.
But the price is higher than we're willing to pay.
Seller: I understand that you see the price as a little high, and I'm sure that you've been offered less. But how much do you spend each year replacing faulty components? What would you say if we guaranteed each of the components not for the standard 3 years but for 5 years. Plus, if one of your televisions breaks down due to a failure of one of our components, we'll not only replace the component for free, but also cover your labour costs of repair.
Buyer: So, if I understand correctly, you offering a 5 year guarantee and you'll pay for all labour costs where one of your components has caused a television to break down?
Seller: Yes.
Buyer: Hmm..
Seller: Don't give me an answer straight away. Think about it and get back to me.
What is the result of negation between seller and buyer?
Practice the conversation with your partner.
Make a list of phrases that you find in the conversation above.
Negotiation Phrases 1.
2.
3.
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5.
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7.
8.
9.
10.
136 3. Expressions
Pay attention on all phrases or expression to sound persuasive and convincing.
Trying to persuade
Are you sure you ought to make that complaint?
You really should invite your boss, you know.
That’s quite a good idea, you know.
He’s an excellent Teacher, actually.
Don’t be silly John, it’s not that expensive.
Don’t forget that he’s your uncle.
What about your friends?
What about the time and energy you’ve already invested, then?
Don’t you think you should do something for your institute?
I could do with your support, you know.
I can assure you of my full support.
Trying to convince
I can guarantee…
I tell you, it’s a fact.
I tell you, it’s true.
I am absolutely certain.
I saw him just now, really.
I saw it with my own eyes.
I saw it myself.
I can assure you…
It’s quite true.
It must be true.
It’s quite true.
It’s here in black and white.
It’s crystal clear…
Yes, really. It’s quite true.
Don’t you feel that he could have been mistaken?
But can’t you see that he’s interested in the idea?
That’s all I know, honestly.
But surely you must agree that this is an
extraordinary case.
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He’s honest, I can assure you.
Isn’t it possible that he doesn’t know anything about it?
I can guarantee that you’ll get a promotion soon.
But don’t you agree that he was not in station at that time?
This is the best quality we can get – there’s no doubt about it.
Insisting on or on doing
I insist on a written report from him.
I insist you do it.
I’m afraid you’ll have to do it.
I want to know when you’ll do it.
I don’t mind waiting. It’s very important.
I won’t go until you give me a full refund.
I’m not leaving until I know. I’m sorry. I can’t accept that.
You must go and meet the Director.
You simply must do it.
You really must help him.
You will come before five in the evening – I insist.
You’ll have to finish it by tomorrow.
You must stay for dinner.
You must stay for lunch, I insist.
Do stay for tea.
It’s essential that you
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meet him.
If you can’t help me, I’d like to see your boss.