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Opening the Negotiations
Welcoming:
On behalf of... I would like to welcome you to...
It's my pleasure to welcome you to...
Welcome to...
Suggesting a procedure:
I would like now to begin by suggesting the following procedure (agenda).
To start with, I think we should establish the overall procedure.
As our first order of business, can we agree on a procedure?
Checking for agreement:
Does that fit in with your objectives?
Is that compatible with what you would like to see?
Does that seem acceptable to you?
Is there anything you'd like to change?
Is this okay with you?
Giving the discussion leadership to a colleague:
I will now hand you over to Mr. Brown___, who is...
I will now hand the floor over to Mr. Adams, who is...
Now let me hand the meeting over to my colleague, Ms. Jones, who...
General outline of a proposal:
May I ask, please, what your proposal is in connection with our company?
What in general terms are you looking for here?
Dealing with digressions:
May we leave that till later and first look 3at...
Can we deal with... first?
Clarifying Proposals
Reviewing the previous session:
At our last meeting, we discussed...
Perhaps you will recall that during our last discussion, we decided that...
Moving on to the next point:
Could we now move on to the next subject, which is...
Let's go on to the next subject, shall we?
Putting forward future possibilities:
We foresee...
We envisage...
We see...
Seeking clarification:
Could you clarify one point for me?
I'm not sure I fully understand your point.
What exactly do you mean by...?
Could you be more specific?
Defining a proposal more specifically:
It involves...
It covers...
It includes...
It leaves out...
Reassuring:
Let me reassure you that...
I can promise you that...
Have no doubts that we will...
Going Beyond Positions to the Underlying Interests
Asking why:
Why would you want to...?
What would you do with...?
What is the reason for wanting to...?
Asking why not:
Why couldn't you...?
What would be wrong with doing this?
Why would you object to...?
Exploring the Zone of Bargaining and Options
Summarizing positions up to this point:
Can we summarize your position up to this point?
Would you care to summarize your position up this point?
Confirming a negotiating position:
Is that an accurate summary of where you stand?
Would you say that is a fair representation of your position?
Probing / Looking for options:
Just for the sake of argument, what if...
Can I ask a hypothetical question? Suppose that...
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