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Negotiation · part 1 — opening the deal

Open by stating the value you bring to the table.

自分たちの価値を示して交渉を始められるようになりましょう。

Key English phrases

Here's what we bring to the table: ~.
Let's be clear about value.
We're not the cheapest, but ~.
What would make this a yes for you?

Example conversation

AWhy you over a cheaper option?
BHere's what we bring to the table: reliability and support.
AFair, but price matters.
BWe're not the cheapest, but we're the safest bet.
AI'll grant you that.
BSo — what would make this a yes for you?

In context

Listen to a value-led opening. 'I know there are cheaper options, so let me be clear about value. Here's what we bring to the table: a flawless delivery record, round-the-clock support, and a team that knows your industry. We're not the cheapest, but we're the safest pair of hands you'll find. So, honestly — what would make this a yes for you?'

When to use it · practice

A cheaper competitor exists. Open by stating your value.
より安い競合がいます。自分たちの価値から始めましょう。
You want to refocus on value. Make it clear.
価値に焦点を戻したいです。はっきりさせましょう。
You want to learn their conditions. Ask what makes it a yes.
相手の条件を知りたいです。「何があればYESか」聞きましょう。

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