• Identifying yourself:

• I’m Peter Jensen from British Petroleum.

• I’m the General Manager at IBM.

• Introducing other people:

  • Let me introduce my colleague, John Martin.

  • I’d like you to meet..., he is our Marketing Manager.

  • This is …

• Greetings for first meetings:

• How do you do?

• I’m pleased to meet you.

• Greetings for second meetings:

• It’s good to see you again.

• How are you?

• Getting agreement on procedure:

• Can we now agree on the overall procedure?

• First of all, I think we should establish the overall procedure.

• Starting principal objectives:

• Our main objective is to...

• What we’d like to achieve from this meeting is …

• Checking agreement and acceptance of objectives:

• Is that OK with you?

• Does that fit with your objectives?

• Starting general negotiating interest:

• We are interested in increasing our options...

• We’d like to work with …

• Our key interest here is …

• It is extremely important for us to …

• It’s imperative for us to …

• Leading in to questions:

• Can I just ask you a few questions about your selling policy?

• Can I just move on to another question?

• Introducing the idea of generating options:

• It seems to me that there are a number of ways we could work together.

• I’d like to start by suggesting …

• How about trying..?

• Suggesting a move to the next stage in the process:

• Why don’t we go through each of these on more detail?

• At this stage I think we should look at each option in turn.

• Putting forward proposals:

• We propose that ...

• Our proposal is …

• Maybe a better solution would be to …

• It could be a good idea to …

• Alternatively, we could …

• Linking offers and conditions:

• We couldn’t fund … unless …

• We could fund if …

• If you accepted … we could pay …

• That seems reasonable.

• We could agree to that.

• That should be all right.

• That seems to be rather high (low).

• That not exactly what we had in mind.

• I’m afraid that is unacceptable.

• That is out of the question.

• Introducing the summary:

• Perhaps I could just summarise our conclusions (agreements, decisions) so far.

• We have agreed to …

• As we agreed we’ll take care of (be responsible for, deal with) …

• There are some outstanding points.

• The question of … remains to be clarified.

• Checking:

• Have I covered everything?

• Is there anything else you’d like to add?

The words will help you to get the idea of the negotiation. Match the words with their definitions and Russian equivalents:

clarify conduct a negotiation price turn down finalize [‘fainelaiz] (un)acceptable terms of payment quantity precise [pri’sais] commit discount

скидка цена, стоимость (не)приемлемый сроки оплаты точный отклонять количество вести переговоры уточнять, разъяснять подытоживать высказывать окончательное мнение

an amount of money taken off the usual cost of smth suitable to reject or refuse to consider an offer to become or make smth clearer or easier to understand to give one’s opinion openly so that it is difficult to change to direct or manage a discussion aimed at reaching an agreement to put smth into its final form exact; stated clearly and accurately an amount of money for which smth may be bought or sold conditions offered in an agreement of paying smth an amount or number of smth