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Negotiation can be a powerful tool for getting what you want, whether it is a lower price on a new car or a better benefits package for your job. Negotiation is also something we do every day, from finding your place in a queue to navigating relationships with friends, colleagues, your boss, and all your personal relationships. It is one thing to be able to negotiate in your own language, but how can you improve your negotiation skills in English as well?

Always aim high at the start

Most negotiations tend to move downwards after the initial offers, so it is always a good idea to start a little higher than is actually necessary. For example, if you are negotiating a salary increase, asking for £30,000 at the beginning will give you a better chance of reaching a final result of £25,000 than if you start with a lower figure. A high initial figure will also make any amount below it seem much more reasonable.

Avoid closed questions

If you ask questions that only require a “yes” or “no” answer, you will not learn much about the person you are negotiating with. Open-ended questions always provide more information about the person you are speaking to, from how far they are willing to go in the negotiation process to what brought them there in the first place.

Listen actively and use silence effectively

When you ask an open-ended question, make sure you truly listen to the answer. For many of us, when the other person is speaking, it is an opportunity to start putting together what we want to talk about next. Stay in the present moment and listen to what is being said if you want to negotiate more successfully. You will have a much clearer idea of where the other person stands and will be able to read between the lines in terms of what is implied in their speech. Silence is also an incredibly powerful tool—many people rush to fill it with words and even capitulate rather than let the silence continue. If you are negotiating in English and it is not your first language, silence can also provide an opportunity to gather your thoughts.

Learn some useful phrases for negotiation

When you are prepared with the right language, it can be much easier to respond in negotiations. For example:

• “I would like to make a suggestion that will benefit everyone” – if you think you have a win-win solution.
• “I am ready to…” if you are prepared to make a concession.
• “On the condition that you do… [this]… I am happy to do [this]” – if you feel a compromise is needed from both sides.
• “No, I’m sorry, that is out of the question/unacceptable” – if you know you have reached your limit.
• “I can accept that” – if you are willing to accept what has been offered.
• “It has been a pleasure doing business with you” – when you are ready to close the conversation.

Improving your negotiation skills in English takes practice, but it is worth it because it will give you the confidence, communication tools, and insight to achieve more positive results overall.