Business B2 · Lesson 7A
Every word and expression from this lesson — with definitions, synonyms and examples.
vague self-blame — feels humble, produces no next-Monday change
accusation that closes off learning — the client becomes the villain, so nothing WE could have done
set the first number in the room, deliberately, to shape the range
your best alternative if this deal falls apart
act as if their ultimatum isn't real — because you think it isn't
something you give up in the negotiation to move it forward
your response — a different number/term, not a yes/no
an agreement that solves for interests, not positions
ask questions until you find the interest behind the position
refuse to budge on a specific term, calmly and repeatedly
the reason behind the position — where creative deals live
don't state your final position as your first position
the initial number/term put on the table
the specific ask the other side puts on the table
pick up what they mean, not what they said
the number past which you refuse to deal (private, not shared)
give the other side something they can report as a win
float an idea to see how they react before committing
you give up X in exchange for Y — both sides move
the genuine rationale behind the stated ask
leave the negotiation because your BATNA is better
the number / term below which you leave the room
the overlap between both sides' walk-away points