Good negotiation English is mostly polite conditionals: “Would you be open to…?”, “We could do X if you could do Y”, “Is there any wiggle room on…?” and “I’m not in a position to…”. Know your BATNA (best alternative) and walk-away point before you start, never give a concession without asking for something back, and confirm verbal agreements in writing the same day.
Negotiating in a second language is hard because the words carry so much weight. One phrase that’s too direct can sound like an ultimatum; one that’s too soft gives the deal away. The phrases below are the ones experienced negotiators use, ordered by the stage where you’ll need them.
Before you start: three concepts to know
| Term | Meaning | Example |
|---|---|---|
| BATNA | Your best alternative if this deal fails | “Our BATNA is the second supplier, so we can walk away if the price stays high.” |
| walk-away point | The limit beyond which you won’t accept | “Our walk-away point is 8%. Anything lower and the project loses money.” |
| anchor | To set the first number, which shapes the rest | “They anchored high at $200k, so our $150k felt like a big discount.” |
Decide your BATNA and walk-away point before the meeting, so emotions don’t move them.
Opening and building common ground
- “Thanks for making time. We’re looking for a mutually beneficial long-term partnership.”
- “Let’s focus on our common ground before we discuss the exceptions.”
- “Our value proposition is faster delivery at the same price.” Lead with value before price.
- “Our opening offer is…” Leave room between your opening offer and your real target.
Asking for flexibility
wiggle room
A small amount of freedom to change a decision or number.
“Is there any wiggle room on the delivery date?”
How to use it: Informal and friendly. A soft way to ask whether a term can move without demanding it.
- “Would you be open to a two-year contract at a lower rate?” Suggests an alternative without pressure.
- “What if we split the implementation into two phases?” Creative and non-threatening.
- “If we commit to 10,000 units, we’d expect a volume discount.”
- “Are the payment terms negotiable?” Terms often move even when price doesn’t.
Making conditional concessions
The golden rule: never give a concession for free. Tie every “yes” to something in return with if or in exchange for.
| Instead of | Say |
|---|---|
| “OK, we can lower the price.” | “We can lower the price in exchange for a longer commitment.” |
| “Fine, we’ll add training.” | “If you can sign this quarter, we can include the training hours.” |
| “We’ll do 15.” | “You asked for 20, we offered 10. Can we meet halfway at 15?” |
Near the end, a small extra can close the gap: “To sweeten the deal, we’ll include the first month free.”
Pushing back and saying no politely
- “I hear what you’re saying about the budget, but quality can’t drop.” Shows you listened before disagreeing.
- “I’m not in a position to approve that discount today.” A no that keeps the relationship intact.
- “That would be difficult for us, but what we could do is…” A no that moves to an alternative.
- “Data security requirements are non-negotiable.” Firm. Explain why so it doesn’t sound arbitrary.
- “Exclusive rights for five years is a deal-breaker for us.” Use it only for real limits.
Avoid “take it or leave it”. It usually damages the relationship, and describing the other side that way (“their attitude was take it or leave it”) is more common than saying it.
When you’re stuck
- “Liability is the main sticking point.” Naming the issue focuses the conversation.
- “What would it take to make this work for you?” Opens new options.
- “Let’s look at it as a package: software, training and support together.” Packages let you trade value, not only price.
- “As a goodwill gesture, we’ll waive the setup fee.” Useful to restart a stuck negotiation.
A deadlock is usually broken by adding a new option, not by pushing harder on the old one.
Closing the deal and confirming in writing
- “We agree in principle, but the numbers need work.” Goodwill without committing to details.
- “The offer is subject to board approval.” Makes conditions explicit.
- “We’ve sent our best proposal. The ball is in your court.”
- “Great. Let me confirm what we agreed by email today.” Always confirm verbal agreements in writing the same day.
Negotiating your salary
The same rules apply to a job offer. Express enthusiasm first, then negotiate the package:
“I’m really excited about the role. Based on my experience and the market for this position, I was hoping for a base closer to 105. Is there any flexibility there, or on the signing bonus?”
If base salary can’t move, ask about start date, equity, a learning budget or a salary review after six months. For the interview before the offer, see English for job interviews.
The Negotiation deck in WorkWords has 75 terms like these, from BATNA to “split the difference”, each with an example and a note on when it sounds collaborative or aggressive.
Frequently asked questions
How do you say no politely in a negotiation?
Use “I’m not in a position to…” (“I’m not in a position to approve that discount today”) or “That would be difficult for us, but what we could do is…”. Both keep the relationship intact and move toward an alternative.
What is a BATNA?
Your best alternative to a negotiated agreement: what you’ll do if this deal fails, such as another supplier or another job offer. A strong BATNA gives you leverage and tells you when to walk away.
How do I ask for a better price in English?
Ask about flexibility rather than demanding: “Is there any wiggle room on the price?” or link it to something you offer: “If we commit to two years, could you do 10% off?”
What does “meet halfway” mean?
To compromise so both sides give up something similar: “You asked for 20, we offered 10. Can we meet halfway at 15?”
The team behind WorkWords, the vocabulary app for English at work. Every phrase is checked against real workplace use and written with a usage note.
