Lesson 8: Negotiating and Prices

Watch how the sentences get shorter as the money gets serious. That is not rudeness. In English, that is how negotiation sounds.

How to use this lesson. Read each conversation aloud, slowly, two or three times. Do not worry about speed — clear is better than fast. Notice the expressions under each conversation, then try the practice at the end. If you can, read with a friend and take turns playing each person.

1. Asking for a Quote

Omar: Could you send us a quote?

Supplier: Of course. For what volume?

Omar: Two thousand units a month.

Supplier: And how long a contract?

Omar: Twelve months.

Supplier: You'll have it Thursday.

Useful expressionsCould you send us a quote?For what volume?how long a contractYou'll have it Thursday.

2. Saying the Price Is Too High

Omar: Thanks for the quote.

Supplier: My pleasure. What do you think?

Omar: It's higher than we expected.

Supplier: What number did you have in mind?

Omar: Ten percent lower.

Supplier: That's difficult for us.

Useful expressionsIt's higher than we expected.What did you have in mind?That's difficult for us.Ten percent lower.

3. Asking for a Discount

Lea: Is there any movement on price?

Seller: A little, for a longer term.

Lea: What would two years get us?

Seller: Five percent.

Lea: Make it eight and we'll sign.

Seller: Let me check with my director.

Useful expressionsIs there any movement on price?What would two years get us?Make it eight.Let me check.

4. Meeting in the Middle

Omar: Can we meet in the middle?

Supplier: Maybe, if you order more.

Omar: How much more?

Supplier: Double the volume.

Omar: That's a lot.

Supplier: Then we can talk about seven percent.

Useful expressionsCan we meet in the middle?How much more?That's a lot.Then we can talk.

5. Payment Terms

Rita: What are your payment terms?

Seller: Thirty days from invoice.

Rita: We normally work on sixty.

Seller: Sixty is a stretch for us.

Rita: Forty-five?

Seller: Forty-five I can agree to.

Useful expressionsWhat are your payment terms?thirty days from invoiceThat's a stretch.I can agree to that.

6. Buying Time

Seller: Can you decide today?

Ken: I'd rather not rush it.

Seller: The price holds until Friday.

Ken: Understood. I'll come back to you Thursday.

Seller: I'll wait to hear from you.

Useful expressionsI'd rather not rush it.The price holds until Friday.I'll come back to you.I'll wait to hear.

7. Walking Away Politely

Lea: I don't think we can make this work.

Seller: May I ask why?

Lea: The price, mainly.

Seller: Is there room to talk?

Lea: Not this quarter. Perhaps next.

Seller: Then let's stay in touch.

Useful expressionsI don't think we can make this work.May I ask why?Is there room to talk?let's stay in touch

8. Closing the Deal

Omar: So, are we agreed?

Supplier: We are. Seven percent, forty-five days.

Omar: Could you put that in writing?

Supplier: I'll send it this afternoon.

Omar: Then we have a deal.

Supplier: Pleasure doing business with you.

Useful expressionsAre we agreed?Put that in writing.We have a deal.Pleasure doing business with you.

Words to know

quote	a written price for a job or an order Could you send us a quote?
volume	how much you buy or sell For what volume?
movement	room to change a price Is there any movement on price?
meet in the middle	to agree on a point between two offers Can we meet in the middle?
terms	the conditions of an agreement What are your payment terms?
a stretch	difficult, close to impossible Sixty is a stretch for us.
room to talk	space left to negotiate Is there room to talk?
in writing	written down, not only spoken Could you put that in writing?

Quick practice

Complete each sentence with an expression from the lessons.

1. A: Could you send us a ________?
    B: Of course. For what volume?

2. A: What do you think?
    B: It's ________ than we expected.

3. A: Is there any ________ on price?
    B: A little, for a longer term.

4. A: Can we meet in the ________?
    B: Maybe, if you order more.

5. A: What are your payment ________?
    B: Thirty days from invoice.

6. A: Could you put that in ________?
    B: I'll send it this afternoon.

Show the answers

1. quote   2. higher   3. movement   4. middle   5. terms   6. writing

Common mistakes

Not: Your price is too expensive.

Say: Your price is too high.

A price is high or low. A product is expensive or cheap.

Not: I want a discount.

Say: Is there any movement on price?

Naming what you want first gives away your position. Ask whether the price can move at all.

Not: Okay, we agree. (and nothing more)

Say: Could you put that in writing?

In English-speaking business, a deal is not a deal until someone confirms it in writing. Always ask.

Your turn

Imagine you are buying something for your company this week. Say these five things aloud.

• Ask for a quote and give the volume and the contract length.
• Say the price is too high without insulting anyone.
• Ask whether there is any movement, and offer something in return.
• Ask for more time to decide.
• Close the deal and ask for it in writing.

Quick review

Read the eight conversations again and count the words in each line. Almost none of them go past ten. When money is on the table, English speakers use fewer words, not more, and a long sentence at the wrong moment can sound nervous. Practise saying your number and then stopping.