Negotiating in a second language is hard because the words carry so much weight. One phrase that\u2019s too direct can sound like an ultimatum; one that\u2019s too soft gives the deal away. The phrases below are the ones experienced negotiators use, ordered by the stage where you\u2019ll need them.<\/p>\n
| Term<\/th>\n | Meaning<\/th>\n | Example<\/th>\n<\/tr>\n<\/thead>\n | ||||||||
|---|---|---|---|---|---|---|---|---|---|---|
| BATNA<\/td>\n | Your best alternative if this deal fails<\/td>\n | \u201cOur BATNA is the second supplier, so we can walk away if the price stays high.\u201d<\/td>\n<\/tr>\n | ||||||||
| walk-away point<\/td>\n | The limit beyond which you won\u2019t accept<\/td>\n | \u201cOur walk-away point is 8%. Anything lower and the project loses money.\u201d<\/td>\n<\/tr>\n | ||||||||
| anchor<\/td>\n | To set the first number, which shapes the rest<\/td>\n | \u201cThey anchored high at $200k, so our $150k felt like a big discount.\u201d<\/td>\n<\/tr>\n<\/tbody>\n<\/table>\n<\/div>\n Decide your BATNA and walk-away point before the meeting, so emotions don\u2019t move them.<\/p>\n Opening and building common ground<\/h2>\nAsking for flexibility<\/h2>\n\n wiggle room<\/p>\n noun \u00b7 B2<\/span><\/div>\n A small amount of freedom to change a decision or number.<\/p>\n \u201cIs there any wiggle room on the delivery date?\u201d<\/p>\n How to use it:<\/strong> Informal and friendly. A soft way to ask whether a term can move without demanding it.<\/p>\n<\/div>\n The golden rule: never give a concession for free<\/strong>. Tie every \u201cyes\u201d to something in return with if<\/em> or in exchange for<\/em>.<\/p>\n Near the end, a small extra can close the gap: \u201cTo sweeten the deal, we\u2019ll include the first month free.\u201d<\/strong><\/p>\n Avoid \u201ctake it or leave it\u201d<\/strong>. It usually damages the relationship, and describing the other side that way (\u201ctheir attitude was take it or leave it\u201d) is more common than saying it.<\/p>\n |