Knowing how to be direct, show disagreement, and stay calm during a negotiation can make the difference between closing a deal and walking away empty-handed. These skills go beyond basic vocabulary — they require specific phrases and strategies that experienced professionals use every day in business English.
How do you handle sticking points in a negotiation?
A sticking point is an obstacle that prevents progress during a negotiation [01:36]. When both sides cannot agree on a particular issue, the conversation can stall. In these moments, being direct with your language becomes absolutely essential.
There are several ways to express directness:
- "We won't be able to offer you the lower price" — a clear refusal without being rude [02:06].
- "We can't offer our best prices without a regular commitment on your part" — setting a firm condition [02:18].
- "We are not willing to absorb those costs" — stating your limits clearly [02:37].
Showing disagreement is equally important. You can use phrases like:
- "I'll come right out and say that's not going to work for us" — being honest and transparent [02:55].
- "There's no way around this" — communicating that a situation is impossible to accept [03:10].
- "I'm sorry, but I have to draw a line here" — apologizing while still holding your position [03:20].
Why is staying calm so important?
Getting upset or angry during a negotiation is the last thing you want. A simple phrase like "Shall we take a five-minute break?" [03:37] can completely change the dynamic. Breaks allow both parties to reassess their positions and come back with fresh ideas.
When both sides reach an impasse — a synonym for sticking point that describes a deadlock where no progress seems possible [04:17] — taking a step back is often the smartest move.
How can you move a negotiation forward after a deadlock?
After a break, making new suggestions is the key to progress. You can introduce proposals using phrases like:
- "I have a proposal which I hope is beneficial for all" [04:30].
- "Here's my solution" [04:38].
- "I'll make another offer" [05:17].
These expressions show willingness to collaborate while keeping the negotiation alive. You should also involve the other party by asking open-ended questions [04:52] — questions that cannot be answered with a simple yes or no. For example, "What's your idea?" or "What would you suggest?" invites the other side to participate in finding a resolution.
When reacting to the other party's proposals, you can express agreement by saying "That's a good offer" or "I think this should be feasible" [05:37]. The word feasible means something that is possible or practical to accomplish.
What does a successful compromise look like?
In the negotiation example, both sides found middle ground: an annual minimum volume with flexible delivery, specific pricing for leather straps at $3.75 and stainless steel straps at $5, and a six-month contract with quarterly minimums [05:20]. Neither party got everything they wanted, but both could move forward.
How do you summarize and close a negotiation?
Once you reach an agreement, three things need to happen: summarizing, noting pending items, and agreeing on next steps [06:30].
To summarize, use the phrase "Let's go through the main points" [06:10] to make sure nothing is forgotten. You can introduce specific topics with the word "regarding" [06:50] — for example, "Regarding delivery, orders are flexible with three weeks' notice."
For items that still need discussion, say:
- "We still need to settle the exact details of ..." [07:15].
- "There's also the matter of ..." [07:22].
Finally, agree on next steps to keep momentum:
- "We'll put this in writing" — because everything in business needs to be documented [07:40].
- "We'll send you a provisional agreement" — a preliminary document before the final contract [07:48].
- "We can work on getting a contract drawn up" — where drawn up [07:55] is a phrasal verb meaning to write or prepare a formal document, used specifically in legal and contractual contexts.
What strategies have worked for you in business negotiations? Share your experience and tips in the comments.
