Business Negotiation English

2026.10.07

08.Friendly negotiations

  • Adding a personal touch
  • Using proper language
  • Showing appreciation

1. Adding a personal touch

Carol: Hi, Reggie. It’s great to see you again.

Reggie: Yes, it’s nice to see you, too, Carol. How’s everything back home?

Carol: Just fine, thanks. You said your son was ill last time we met. How is he?

Reggie: Fully recovered. Thanks for asking. My son just started pre-school …

Matching

  1. You said last week that your son, Tommy, was in an accident.
  2. I read an article in the paper about your company’s new product.
  3. I saw your advertisement on the train.
  4. I haven’t spoken to David in Marketing for months.

How is that going?

It was very well done.

How’s he doing?

Is he OK now?

Create two similar examples.

2. Using proper language

Track 14

Listen to Henry speaking with a client. What improper phrases do you hear?

Matching

  1. No, that’s not true.
  2. No, I can’t do that.
  3. Calm down.
  4. It’s against our policy.
  5. I don’t know.

That’s a good question, let me check for you.

I think there might be a misunderstanding.

What I can do for you is …

I understand how you feel.

Our policy is …, but let me see if I can do something about it.

Replace the improper expressions.

Henry: OK, that’s it.

Betty: Oh, would you be able to send the invoice to the Chicago office?

Henry: No, I can’t do that.

Betty: I don’t understand. It’s just an invoice.

Henry: Calm down. It’s against our policy.

Betty: Well, who do I speak to about this?

Henry: I don’t know.

Betty: In the past, you’ve sent our invoice to other offices.

Henry: No, that’s not true.

3. Showing appreciation

Track 15

Track 16 Track 17 Listen to three people showing appreciation.

Fill in the chart.

RelationshipAppreciation forClosing
1.
2.
3.

Show appreciation to the following people.

  1. A customer for their loyalty
  2. A colleague for helping with your assignment
  3. A supplier for their flexibility

4. Putting it all together

Role A: supplier

You are meeting with a loyal customer to discuss a contract your customer signed last week. There are a few points your customer is not satisfied with. You know the customer very well. In fact, you attended the customer’s company barbecue party two days ago and met many of his colleagues, including Jim and Cindy.

Your company policy states that the customer must pay before any products can be delivered. Also, you are unsure about the warranty.

Role B: customer

You are meeting with a supplier to discuss a contract you signed last week. There are a few points that you are not satisfied with. You know the supplier very well, so you are sure that your requests will be met. In fact, the supplier came to your company barbecue party two days ago and met many of your colleagues including Jim and Cindy.

Here are your requests:

  • change 1,000 units to be delivered on September 1 to 500 units delivered on August 1 and 500 units on October 1
  • more specific details on warranty
  • deadline for full payment on September 1
Tip!

Long-term relationships can only be built with time. Keep in touch with your counterparts regularly to show them you care.

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