Lesson 2 -Negotiating with a Client Company
- Chetana Karla Shakti
- May 27
- 7 min read
Lesson 2 Negotiating with a Client Company — Level: Intermediate.
This lesson focuses on the mid-stage of a negotiation—moving past the initial introductions and focusing on problem-solving, handling objections, and finding a middle ground.
Exercise 1: Vocabulary
Compromise (Noun / Verb) | /ˈkɑːmprəmaɪz/
Definition: An agreement reached by each side making concessions (giving up something).
Example: We wanted a 10% discount and they offered 2%, so we met in the middle and made a compromise at 6%.
Budget (Noun) | /ˈbʌdʒɪt/
Definition: The total amount of money allocated or available for a specific purpose.
Example: I cannot go any higher because this project has a strict budget.
Flexible (Adjective) | /ˈfleksəbl/
Definition: Able to change or be changed easily according to the situation.
Example: Our timeline is flexible, but our price point is not.
Deal-breaker (Noun) | /ˈdiːl ˌbreɪkər/
Definition: A factor or issue that will cause a negotiation to fail completely.
Example: Charging extra for delivery is a deal-breaker for our company.
Exercise 2: Useful Expressions
Proposing a Middle Ground
"Could we meet in the middle?"
"What if we split the difference?"
"I’m willing to be flexible on the timeline if you can help me with the price."
Explaining Limits & Handling Objections
"That is slightly over our budget."
"I understand your point, but we need to consider the total cost."
"We cannot accept those terms, but we can offer an alternative."
Moving Toward an Agreement
"That sounds reasonable to me."
"If you can do that, we have a deal."
Exercise 3: Dialogue Practice
Context: Sarah is negotiating a catering and event contract with a hotel representative, David, for an upcoming corporate company party.
Sarah: Thank you for sending over the initial proposal, David. The venue looks perfect, but the cost per person for the dinner menu is a bit higher than we expected.
David: I appreciate you bringing that up, Sarah. We pride ourselves on using organic, local ingredients. Our standard rate is $80 per person for the premium buffet.
Sarah: I understand, but that is slightly over our budget. We have 100 guests coming, so we need to keep costs under control. Is your price flexible at all?
David: Since it is high season, it is difficult for us to lower the baseline price. However, we want to work with you. What number did you have in mind?
Sarah: We were hoping for $65 per person.
David: I'm afraid $65 is too low for the premium buffet. Could we meet in the middle at $72 per person?
Sarah: $72 is better, but it's still a little tight for us. What if we split the difference at $70, and we promise to book our holiday party with you next winter as well?
David: Booking a second event with us changes things. If you can do that, we have a deal. I will update the contract to $70 per person.
Sarah: That sounds reasonable to me. Thank you, David!
Check Your Understanding:
Why was the hotel representative (David) reluctant to lower the price at first?
What future promise did Sarah make to convince David to lower the price to $70?
Exercise 4: Role Play (Intermediate)
Situation
You need to hire a local printing company to print 1,000 high-quality brochures for an upcoming marketing campaign.
The printer’s standard price is $2.50 per brochure ($2,500 total).
Your maximum budget is $2,000 total ($2.00 per brochure).
Your timeline is flexible—you need them in three weeks, but the printer usually charges a premium for fast delivery.
Try to find a compromise using the intermediate expressions. I will play the Printing Shop Manager.
Printing Shop Manager (Me): "Hi there! I looked over your design file for the 1,000 brochures. It's going to look great on our glossy paper stock. Our standard total for an order of this size comes out to $2,500. How does that look on your end?"
Lesson 2: Advanced Negotiation Tactics & Closing the Deal.
This lesson builds right on top of your last one, moving from basic bargaining to advanced psychology, managing pushback, and handling concessions.
Exercise 1: Vocabulary
Concession (Noun) | /kənˈseʃn/
Definition: Something you allow or give up during a negotiation to reach an agreement.
Example: We made a major concession on the delivery timeline to keep the client happy.
Leverage (Noun) | /ˈlevərɪdʒ/
Definition: Something that gives you an advantage or power over the other side.
Example: Having a lower quote from a competitor gave us great leverage.
Counter-offer (Noun) | /ˈkaʊntər ˈɔːfər/
Definition: An offer made in response to a previous unsatisfactory offer.
Example: Their initial price was too high, so we submitted a counter-offer.
Walk-away point (Noun/Phrase) | /ˈwɔːk əwaɪ pɔɪnt/
Definition: The absolute limit where you will refuse a deal because the terms are unacceptable.
Example: $800 per unit is our walk-away point; anything higher makes no financial sense.
Exercise 2: Useful Expressions
Exploring Flexibilities & Testing Boundaries
"If we can commit to X, what can you do for us on Y?"
"Is there any flexibility on that price if we adjust the payment terms?"
"What is driving that specific cost/timeline on your end?"
Making Conditional Concessions (The "If-Then" Strategy)
"We can agree to that price, provided that you include premium technical support."
"If you can meet our budget of $X, we are prepared to sign the contract today."
Handling Pushback firmly
"I understand your position, but that doesn't align with our current budget constraints."
"Unfortunately, at that price point, we would have to look at alternative options."
Exercise 3: Dialogue Practice
Context: Mr. Smith is following up with Ms. Jackson a month later. They closed the first deal, but now they are discussing a permanent, long-term service contract.
Mark Smith: Thank you for meeting with me again, Ms. Jackson. Our Tokyo office setup is moving fast, and the furniture looks great. Now, let’s talk about a long-term supply contract for our remaining branches.
Ellen Jackson: I'm glad to hear the Tokyo office is happy! We would love to be your exclusive supplier. For a multi-year contract, our standard volume discount is 8%.
Mark Smith: I appreciate the offer, but 8% doesn't give us enough leverage to justify exclusivity. If we can commit to a three-year contract, what can you do for us on the unit price?
Ellen Jackson: A three-year commitment is fantastic, but material costs are rising. The absolute maximum discount I could offer is 10%.
Mark Smith: Is there any flexibility on that if we adjust the payment terms? For instance, paying 50% upfront for each order instead of our usual Net-30?
Ellen Jackson: Hmm, a 50% upfront payment would drastically improve our cash flow. If you can agree to those payment terms, we can make a concession and bump the discount to 12.5%.
Mark Smith: That brings us much closer to our goals. If you can include free delivery for all domestic orders, we are prepared to sign the contract today.
Ellen Jackson: You certainly know how to maximize a deal, Mr. Smith! Free domestic delivery is a deal-breaker for us normally, but given the upfront payment, I think we have a win-win. Let's draft up the paperwork.
Check Your Understanding:
What did Mr. Smith offer to change in order to get a higher discount?
What phrase did Mr. Smith use to put immediate pressure on closing the deal at the very end?
Exercise 4: Role Play (Advanced)
Situation
You successfully bought those 50 computers last week, but now management wants to add a mandatory 3-year hardware warranty and 24/7 technical support package. The standard cost for this support is an extra $150 per computer per year. Your total remaining budget for this upgrade is strictly $15,000 (instead of the standard $22,500).
Try to use the "If-Then" strategy to get the support package within your budget. I will play the Tech Sales Rep, and I am going to try to push for a longer contract or faster payment terms to give you that discount.
Tech Sales Rep (Me): "Hi there! Glad to hear the 50 computers arrived safely. I received your request about adding the 3-year premium support package. Usually, that runs at $150 annually per machine, which would total $22,500 for your fleet. What kind of numbers did you have in mind for this add-on?"
More Useful Phrases:
Part 1: Better Ways to Say "I'll Forward That to You"
When you need to promise to send information, documents, or data, tailoring your phrase to your audience makes a massive difference.
👔 Professional & Formal
Best for clients, stakeholders, or senior leadership.
"I will ensure this information is relayed to you." (Shows high accountability)
"I will dispatch the details to you shortly." (Polished and efficient)
"I will route the necessary documents to you." (Great for multi-step workflows)
"I will keep you in the loop by sharing these updates." (Reassuring and proactive)
⚡ Direct & Action-Oriented
Best when speed is top priority or you want to emphasize momentum.
"I'll send it over to you ASAP."
"I'll drop this in your inbox right now."
"I will pass this along to you once I have it."
"I'll get this in your hands by [Time]."
☕ Casual & Conversational
Best for close colleagues, quick Slack messages, or casual texts.
"I'll shoot that over to you in a minute."
"I'll text/DM you that info."
"I've got you covered; I'll send it over."
"I'll show you what I have later."
🤝 Collaborative
Best when working on cross-functional teams or shared projects.
"I'll be sure to copy you on this thread."
"Let's go over this together when I send it."
"I will share these resources with you."
Part 2: Better Ways to Say "I Will Get Back to You"
"I will get back to you" is a fantastic placeholder when you need to pause a conversation to look for an answer. However, you can use different expressions to set better expectations.
👔 Professional & Formal
Use these to sound reliable, organized, and thoroughly polished.
"I will follow up with you shortly."
"I will provide an update as soon as possible."
"I will circle back with you once I have an answer."
"I will investigate this and report back to you."
"I will re-engage with you on this matter by tomorrow."
⏱️ Clear & Time-Specific
The absolute best way to build trust is to give a concrete timeline.
"I will confirm the details and update you by [Time/Day]."
"Let me look into this and reply by the end of the day."
"I will have an answer for you in [Number] minutes."
"I will touch base with you first thing on Monday."
💬 Casual & Quick
Keep it light and fast for teammates and internal chat apps.
"I'll check on that and let you know."
"I'll ping you as soon as I find out."
"Let me double-check and get right back to you."
"I'll keep you posted."
"I'll loop back in a bit."
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