Illustrationen: Frank Ramspott, pseudodaemon, Robert Wicher/iStock.comCOMMON GROUND
● Look, we both know that no one
wants to see long delays.
● Exactly. That’s why we’re happy to
provide the guarantees you need,
at no extra cost.
● That sounds good. I can see the
benefits for us both.
COUNTERPROPOSALS
Be polite with your counter
proposals:
● I would propose a six per cent
discount if we ordered today.
● I’m afraid that’s too high. We could
accept four per cent.
● OK, so what if we say five per cent?
● Agreed. That’s a good compromise.
DIRECT OR NOT?
Generally, German business
people say what they mean and
mean what they say. They are
usually direct. In other cultures,
the communication style may be
much more indirect:
● I don’t want to seem rude, but I’m
going to be completely honest.
There’s no way we can accept this.
KEY NOUNS
advantage , Vorteil
backing , Unterstützung
bad faith negotiation , Verhandlung entgegen Treu und
Glauben
bargain , günstiges Angebot; Abmachung,
Handel
benefit , Nutzen; Vergünstigung
common ground , Gemeinsamkeit, gemeinsamer
Nenner
compromise , Kompromiss
concession , Zugeständnis
counterproposal , Gegenvorschlag
damage , Schaden, Beschädigung
delay , Verzögerung
disadvantage , Nachteil
discount , Rabatt
exclusivity , Exklusivität
fixed price , Fix-, Festpreis
guarantee , Garantie
insurance , Versicherung
invoice , Rechnung
mutual gain , gegenseitiger Gewinn
payment , Zahlung
penalty clause , Strafklausel
pricing , Preisgestaltung
profit margin , Gewinnspanne
rebate , Nachlass
retainer , Vorschuss
tender , Offerte
terms of payment , Zahlungsbedingungen
unit price , Einheits-, Stückpreis
NEGOTIATING STYLES
cautious , vorsichtig, zurückhaltend
confident , selbstbewusst
cut-throat , halsabschneiderisch
demanding , fordernd, anspruchsvoll
devious , hinterhältig, undurchsichtig
direct , direkt
experienced , erfahren
honest , ehrlich
hostile , feindselig
open , offen
rude , unhöflich, rüpelhaft
successful , erfolgreich
tentative , zögerlich, vorsichtig
trustworthy , vertrauenswürdig