Speaking: Speaking for Specific Purposes C1 - Lesson 2: Leading & Influencing in Professional Negotiations

Speaking: Speaking for Specific Purposes C1

Leading & Influencing in Professional Negotiations

Listen to the scenario audio here.

What you will learn: By the end of this lesson, you will be able to use strategic frameworks to frame discussions, probe for flexibility, propose trade-offs, and steer a negotiation to a successful outcome.

Scenario: The Budget Disagreement 💬

Listen to this negotiation. Vanna (a project manager) is negotiating with Mr. Borin (a client) who has a smaller budget than her proposal.

Mr. Borin: "Thank you for the proposal, Vanna. However, it's about 20% higher than we've budgeted for."

Vanna: "I understand your budget constraints. My main goal today is to find a solution that delivers the core value you need, while respecting your financial position."

Mr. Borin: "I appreciate that, but our bottom line is firm. We just need a lower price."

Vanna: "I hear you. Just hypothetically, if we were to look at a phased rollout—launching the core system first and Phase 2 in Q3—would that be a viable option for you?"

Mr. Borin: "Possibly. How would that affect the cost?"

Vanna: "Our position is that the full feature set is non-negotiable for quality. However, what we *could* do is launch Phase 1 at 60% of the cost, on the condition that we sign the agreement for Phase 2 now."

Mr. Borin: "That's an interesting idea. Let me discuss it with my team."

Vanna: "Great. So, to confirm what we've discussed, I'll draft a proposal for a two-phased project at the agreed budget. Does that align with your understanding?"

C1 Negotiation Toolkit 🛠️ (Click 🔊)

A C1 negotiator doesn't just ask for things. They *lead* the conversation using strategic language.

1. Framing & Setting the Agenda

Control the focus of the conversation.

• My main goal today is to...
• What we're both trying to achieve is...

2. Probing & Diplomatic Disagreement

Check for flexibility and disagree politely.

• Hypothetically, if we were to...
• Would you be open to considering...?
• I have some reservations about...
• I'm afraid that doesn't quite work for us.

3. Bargaining & Proposing Trade-offs

Give one thing to get another.

• We'd be prepared to...
• ...on the condition that...
• If you can agree to [X], then we can [Y].

4. Steering & Concluding

Control the conversation's end.

• To go back to my earlier point...
• So, to recap what we've agreed...
• Does that align with your understanding?

Pronunciation Tip

🗣️ Sounding Firm vs. Tentative

Your intonation signals your flexibility. Use a rising, "open" tone for probing and a falling, "closed" tone for firm positions.

• Probing (Tentative): "Would you be open to considering...↗?" (Your voice goes up, inviting ideas).
• Firm Position: "Our position is that the price is non-negotiable.↘" (Your voice goes down, indicating a final point).

Practice Your Strategy 🎯

Practice Quiz: What's the Best Phrase?

Read the situation, then choose the *best* strategic phrase. Click "Check Answers" when done.

1. Situation: The client offers you a very low price. You want to refuse politely but strongly.

A) No, that is impossible. B) I'm afraid that doesn't quite align with our cost structure. C) I'm positive we can do that.

---

2. Situation: You want to see if the client is flexible on the timeline *before* you offer a discount.

A) We need a new timeline. B) Would you be open to considering an extension on the deadline? C) If you give us an extension, we'd be happy.

---

3. Situation: The meeting is almost over. You want to make sure everyone agrees on the three main decisions.

A) Okay, so to recap the key points... B) What are your thoughts on this? C) It's highly unlikely we'll finish.

Key Vocabulary (Click 🔊)

• Leverage (Noun) | អានុភាព
  The power to influence a person or situation to get the results you want.
• Impasse (Noun) | ភាពជាប់គាំង
  A situation in a negotiation where no progress is possible; a deadlock.
• Concession (Noun) | ការសម្បទាន
  Something that you agree to give or allow in order to end an argument.
• Tentative (Adjective) | បណ្តោះអាសន្ន
  Not certain or fixed; provisional. (e.g., "a tentative agreement").
• Non-negotiable (Adjective) | មិនអាចចរចាបាន
  Something that cannot be changed by discussion.
• Viable (Adjective) | អាចសម្រេចបាន
  Capable of working successfully; feasible.

Your Mission: The Trade-Off Challenge ⭐

Your mission is to prepare and record a 90-second response to a negotiation challenge. This tests your ability to think strategically under pressure.

The Scenario: You are selling high-quality web design services. The client says, "I love your work, but your competitor is 25% cheaper. Can you match their price?"

Your recorded response must include:

1. Diplomatic Disagreement: (e.g., "I understand...")
2. Framing: Explain *why* your service is different (value, quality, not just price).
3. A Counter-Proposal / Trade-Off: You cannot match the 25% discount, so you must offer something else. (e.g., "What I *can* do is...")

Example Idea: "I understand that price is a key factor. Our proposals are different because we include 3 months of full support... I'm afraid I can't match that price, but what I *can* do is offer that same 3-month support package, on the condition that we sign the contract this week."