Negotiation in English is not just about knowing what to say — it's about knowing WHEN to say it, and having the vocabulary to say it precisely. Vague language in a negotiation costs money. Precise language makes deals.
| BATNA | Best Alternative To a Negotiated Agreement — your plan B |
| Leverage | Power or advantage in a negotiation |
| Anchor | The first number put on the table — it sets the frame |
| Concession | Something you give up to reach an agreement |
| Non-negotiable | A condition that cannot be changed |
| Win-win | Both parties benefit from the outcome |
| Dealbreaker | A condition that prevents a deal from happening |
| Counteroffer | A response to an offer with different terms |
| Closing | Finalizing and agreeing to terms |
| Terms | The conditions of an agreement |
| Stage | Phrases |
|---|---|
| Opening | "Our starting point is..." / "What we're looking for is..." |
| Anchoring | "We had a figure of X in mind." / "Our budget for this is X." |
| Probing | "Help me understand your constraints." / "What's most important to you here?" |
| Making an offer | "What we can offer is..." / "We're prepared to..." |
| Countering | "That's a bit outside our range. Could we look at X instead?" / "We'd need to see a number closer to..." |
| Conceding | "We're willing to move on X if you can move on Y." / "If you can commit to [X], we can adjust [Y]." |
| Stalling | "I'd need to take this back to my team." / "Let me review the numbers and come back to you." |
| Closing | "So if we can agree on X, do we have a deal?" / "I think we're close — what would it take to close this today?" |
| Holding firm | "I understand your position, but that's our floor." / "We've already moved significantly — this is where we need to land." |
| Walking away | "I don't think we're going to find common ground today." / "Let's revisit this when circumstances change." |
After naming your price or making your counteroffer — stop talking. Most people fill silence because it's uncomfortable. In a negotiation, the first person to speak after an offer is usually the one who concedes. Silence is a negotiation tool.