How to Negotiate in English: The Key Phrases That Matter

Negotiating in a second language is where vocabulary pressure is highest, because the stakes are visible and the pace is fast. Here are the phrases that carry the most weight in English business negotiation, organized by what you're trying to do.

Anchoring (stating your position first)

• "Based on what we've discussed, here's where we'd start: [number/terms]."
• "For a deal like this, [number] is typically where we land."
• "Let me put a number on the table so we have something concrete to work from."

Holding firm without sounding aggressive

• "That doesn't work for us, but let's see what would."
• "I hear you, but I can't move on that specific point."
• "That's outside what we can do, is there flexibility on your end elsewhere that could bridge the gap?"

Making a conditional concession

• "If we could move on [X], would that help you move on [Y]?"
• "We could do [concession] if [condition], would that work?"
• "I can get you closer on price if we extend the contract term. Is that worth exploring?"

Asking for their position without giving yours away first

• "Before I throw out a number, what were you thinking?"
• "What would make this an easy yes for you?"
• "Where do you need this to land for it to work on your end?"

Buying time under pressure

• "Let me check on that and come back to you rather than guess."
• "I want to give you an accurate answer, not a fast one, can I follow up by [specific time]?"
• "That's a fair ask. Give me a moment to think through what's actually possible here."

Using silence deliberately

After stating a number or a firm position, stop talking. In English-language negotiation culture, silence after an offer is a deliberate tactic, not an accident: it puts the pressure of the next move on the other side. Resist the very strong urge, common when nervous in a second language, to keep talking to fill the silence, since that talking often ends up conceding something you didn't need to.

Closing the gap

• "We're close. If we meet in the middle at [number], can we shake on this today?"
• "Let's not lose this deal over the last small gap, what if we split the difference?"
• "I think we both want this to work. What's the one thing standing in the way right now?"

Confirming the agreement

• "Just to make sure we're aligned: we agreed on [terms], is that right?"
• "I'll send this over in writing so we're both working from the same understanding."

The tone that matters as much as the words

English business negotiation generally rewards calm directness over either aggression or excessive softening. Phrases like "that doesn't work for us" said in a steady, unhurried tone land as confident. The same words said quickly, with an apologetic tone, land as uncertain, regardless of the vocabulary. If you're translating a more indirect negotiation style from your native language, the biggest adjustment is often not the words but permitting yourself to be this directly clear without softening it further.