In negotiation, we want to control our verbal and our nonverbal communication in order to send the signals we want our counterparty to receive. This allows us to influence the other party.
Now, in the same way, we need to control our verbal and nonverbal communication, we can learn to read our counterparty by closely listening to what they have to say. A great way of spotting doubts or insecurity about someone’s proposal, is to listen out for weak negotiation language. In the table below we compiled some weak negotiation language in the form of proposals and what they mean in reality.
Making Firm Proposals
So how do you make firm proposals?
General speaking, you always want to make sure your proposals are firm and leave no doubt to the other party that it may be moveable. In order to do so, one must be be short and to the point without leaving any fluidity or weak language in it. Examples are:
The price is…..
The price for this product is…
We are selling this product for…
You can purchase this product or service for…
We always want to make sure to leave some silence after our proposals. This silence amplifies the firmness of the proposal and let’s the other party respond. Don’t be tempted to overexplain or justify. That will only serve to weaken your offer.
Also, consider for a moment, how credible you are if you tell a person that your first proposal is entirely movable…
Lastly, we need to be mindful that we are always dependent on the other party’s interpretation of the signals that we send. So if your proposals are being perceived as firm regardless of how they are formulated, you are sending the right signals.
Jan Aerts 
