Module 4 — Negotiation Skills
Unit 4.1 Comprehensive Teaching Materials
Basic Negotiation Strategies
Target Learners
Japanese professionals working in international companies
English Level
Intermediate to Upper Intermediate
Recommended Lesson Time
4–6 hours total or divided into multiple lessons
UNIT OBJECTIVES
By the end of this unit, learners will be able to:
Understand basic business negotiation strategies
Use polite and professional negotiation language
Make proposals and counteroffers effectively
Discuss prices, schedules, and conditions confidently
Reach agreements diplomatically
Handle disagreements professionally
Improve listening comprehension during negotiations
Take organized negotiation notes in English
Use common negotiation idioms and business expressions naturally
UNIT TOPICS
Introduction to Business Negotiation
Making Proposals and Offers
Negotiating Prices and Conditions
Agreeing and Disagreeing Diplomatically
Reaching Compromises and Agreements
Closing Negotiations Professionally
Listening and Note-Taking During Negotiations
Full Negotiation Role-Play Practice
TOPIC 1 — INTRODUCTION TO BUSINESS NEGOTIATION
PART A — WARM-UP DISCUSSION
Discussion Questions
What is the purpose of negotiation in business?
What negotiation styles are common in Japan?
Why are negotiation skills important in international companies?
What makes a successful negotiation?
PART B — KEY VOCABULARY
| Word/Phrase | Meaning |
|---|---|
| Proposal | Suggested offer |
| Agreement | Mutual decision |
| Contract | Official business document |
| Condition | Requirement or rule |
| Deadline | Final date |
| Compromise | Middle solution |
| Counteroffer | Alternative proposal |
| Bargain | Negotiate price |
| Partnership | Business relationship |
| Terms | Agreement details |
PART C — KEY EXPRESSIONS
Starting Negotiations
“Thank you for meeting with us today.”
“We’d like to discuss the contract details.”
“Our goal today is to reach a mutually beneficial agreement.”
Introducing Discussion Points
“Let’s begin by reviewing the proposal.”
“We’d like to discuss pricing first.”
“One important issue is the delivery schedule.”
PART D — COMMON BUSINESS IDIOMS
| Idiom | Meaning | Example |
|---|---|---|
| Meet halfway | Compromise | “Perhaps we can meet halfway.” |
| Win-win situation | Good result for both sides | “We’re looking for a win-win situation.” |
| On the table | Available for discussion | “Several options are on the table.” |
PART E — MODEL DIALOGUE
Dialogue 1 — Opening Negotiation
Manager: Thank you for joining today’s meeting.
Client: Thank you for inviting us.
Manager: We’d like to discuss the pricing and delivery schedule for the new project.
Client: Certainly. We hope we can reach an agreement that benefits both companies.
PART F — SPEAKING PRACTICE
Activity 1 — Opening Negotiation Role-Play
Instructions
Students practice:
Greeting business partners
Introducing negotiation topics
Setting meeting objectives
Activity 2 — Partnership Discussion
Scenario
Two companies discuss a future partnership project.
PART G — LISTENING PRACTICE
Teacher Reading Script
“Thank you for meeting with us today. Our main objective is to finalize the delivery schedule and discuss the proposed pricing structure. We believe this partnership could provide long-term benefits for both companies.”
Exercise A — Listening Questions
What is the main objective?
What will they discuss?
What do they believe about the partnership?
PART H — NOTE-TAKING PRACTICE
| Negotiation Topic | Notes |
|---|---|
| Main Objective | |
| Discussion Topics | |
| Expected Benefits |
TOPIC 2 — MAKING PROPOSALS AND OFFERS
PART A — KEY EXPRESSIONS
Making Proposals
“We would like to propose…”
“One possible option is…”
“We suggest the following terms…”
Making Offers
“We can offer a 10% discount.”
“We’re prepared to extend the deadline.”
“We’d be willing to adjust the schedule.”
PART B — COMMON IDIOMS
| Idiom | Meaning |
|---|---|
| Sweeten the deal | Make offer more attractive |
| Put forward a proposal | Suggest formally |
| Bring to the table | Offer something valuable |
PART C — SPEAKING ACTIVITIES
Activity 1 — Proposal Building
Students create business proposals for:
Product delivery
Service contracts
Marketing partnerships
Activity 2 — Offer and Counteroffer Practice
Instructions
Students negotiate:
Prices
Schedules
Service conditions
PART D — LISTENING PRACTICE
Teacher Reading Script
“We would like to propose a six-month trial partnership before signing a long-term contract. In addition, we can offer free technical support during the initial implementation period.”
Exercise B — Questions
What partnership period is proposed?
What additional support is offered?
When will the support be available?
PART E — NOTE-TAKING PRACTICE
| Proposal | Additional Offer | Time Period |
|---|---|---|
TOPIC 3 — NEGOTIATING PRICES AND CONDITIONS
PART A — KEY EXPRESSIONS
Discussing Prices
“The current price is slightly higher than expected.”
“Would it be possible to reduce the cost?”
“We’re looking for a more flexible pricing structure.”
Discussing Conditions
“We’d like to adjust the delivery schedule.”
“Could we extend the payment deadline?”
“These conditions may be difficult for our team.”
PART B — COMMON IDIOMS
| Idiom | Meaning |
|---|---|
| Cut costs | Reduce expenses |
| Tight budget | Limited money |
| Bottom line | Final important result |
PART C — SPEAKING ACTIVITIES
Activity 1 — Price Negotiation Role-Play
Scenario
A company wants lower product pricing.
Activity 2 — Contract Adjustment Discussion
Students negotiate:
Delivery dates
Payment schedules
Support services
PART D — LISTENING PRACTICE
Teacher Reading Script
“We understand your concern regarding the price increase. Unfortunately, material costs have risen significantly this year. However, we may be able to offer discounts for larger orders.”
Exercise C — Questions
What concern was mentioned?
Why did prices increase?
What possible solution was offered?
PART E — NOTE-TAKING PRACTICE
| Problem | Cause | Possible Solution |
|---|---|---|
TOPIC 4 — AGREEING AND DISAGREEING DIPLOMATICALLY
PART A — KEY EXPRESSIONS
Agreeing
“That sounds reasonable.”
“We can agree to those terms.”
“That proposal works for us.”
Disagreeing Diplomatically
“We understand your position, however…”
“That may be difficult for us.”
“Perhaps we could consider another option.”
PART B — COMMON IDIOMS
| Idiom | Meaning |
|---|---|
| Find common ground | Reach shared understanding |
| See eye to eye | Agree completely |
| Draw the line | Set limit |
PART C — SPEAKING ACTIVITIES
Activity 1 — Diplomatic Disagreement Practice
Students politely reject or adjust proposals.
Activity 2 — Negotiation Challenge
Teams negotiate difficult contract terms professionally.
PART D — LISTENING PRACTICE
Teacher Reading Script
“We understand your request for a shorter delivery schedule. However, reducing the production timeline may affect product quality. Perhaps we could explore a phased delivery approach instead.”
Exercise D — Questions
What request was made?
What problem may occur?
What alternative was suggested?
PART E — NOTE-TAKING PRACTICE
| Request | Concern | Alternative Solution |
|---|---|---|
TOPIC 5 — REACHING COMPROMISES AND AGREEMENTS
PART A — KEY EXPRESSIONS
Reaching Agreement
“I believe we’ve reached an agreement.”
“That solution works for both sides.”
“We appreciate your flexibility.”
Compromising
“Perhaps we can compromise on the schedule.”
“Would you be open to adjusting the quantity?”
“Let’s find a balanced solution.”
PART B — COMMON IDIOMS
| Idiom | Meaning |
|---|---|
| Meet halfway | Compromise |
| Shake hands on a deal | Finalize agreement |
| Close the deal | Complete negotiation |
PART C — SPEAKING ACTIVITIES
Activity 1 — Compromise Building
Students negotiate until reaching agreement.
Activity 2 — Final Agreement Simulation
Teams finalize business contracts.
PART D — LISTENING PRACTICE
Teacher Reading Script
“After reviewing both proposals, we believe the revised payment schedule is acceptable. We appreciate your willingness to adjust the delivery terms, and we look forward to working together on this project.”
Exercise E — Questions
What was acceptable?
What adjustment was appreciated?
What future relationship was mentioned?
PART E — NOTE-TAKING PRACTICE
| Accepted Proposal | Appreciated Adjustment | Future Plan |
|---|---|---|
TOPIC 6 — CLOSING NEGOTIATIONS PROFESSIONALLY
PART A — KEY EXPRESSIONS
Closing Negotiations
“Thank you for your time today.”
“We appreciate your cooperation.”
“We’ll prepare the final contract.”
“We look forward to our partnership.”
Confirming Next Steps
“We’ll send the revised document tomorrow.”
“The agreement will begin next month.”
“Let’s stay in contact regarding implementation.”
PART B — COMMON IDIOMS
| Idiom | Meaning |
|---|---|
| Wrap things up | Finish discussion |
| Move forward | Continue progress |
| Finalize the deal | Complete agreement |
PART C — SPEAKING ACTIVITIES
Activity 1 — Negotiation Closing Practice
Students:
Summarize agreements
Confirm next steps
End discussions professionally
Activity 2 — Full Negotiation Simulation
Students complete an entire negotiation process.
PART D — LISTENING PRACTICE
Teacher Reading Script
“Thank you for today’s productive discussion. We’re pleased that both companies were able to reach an agreement. Our legal department will prepare the revised contract this week, and we hope to begin implementation next month.”
Exercise F — Questions
How was the discussion described?
What will the legal department do?
When will implementation begin?
PART E — NOTE-TAKING PRACTICE
| Final Result | Next Action | Timeline |
|---|---|---|
FINAL NEGOTIATION ROLE-PLAY TASK
Scenario
International supply contract negotiation
Roles
Supplier representative
Purchasing manager
Logistics manager
Financial manager
Students Must:
Open negotiations professionally
Make proposals and counteroffers
Discuss pricing and schedules
Handle disagreement diplomatically
Reach compromise
Close negotiations professionally
TEACHER’S GUIDE
RECOMMENDED LESSON FLOW
| Stage | Time |
|---|---|
| Warm-Up Discussion | 10 mins |
| Vocabulary & Expressions | 25 mins |
| Model Dialogue Practice | 20 mins |
| Speaking Activities | 50 mins |
| Listening Activities | 30 mins |
| Note-Taking Practice | 20 mins |
| Negotiation Role-Plays | 50 mins |
| Feedback & Reflection | 15 mins |
COMMON CHALLENGES FOR JAPANESE LEARNERS
1. Avoiding Direct Negotiation
Problem
Learners may hesitate to negotiate firmly.
Teaching Tip
Teach polite but assertive negotiation language.
2. Difficulty Disagreeing Diplomatically
Problem
Students may avoid disagreement entirely.
Teaching Tip
Practice softening phrases repeatedly.
3. Limited Flexibility in Negotiation
Problem
Learners may struggle with counteroffers.
Teaching Tip
Use multiple negotiation role-play scenarios.
4. Overuse of Apologetic Language
Problem
Students may sound overly apologetic.
Teaching Tip
Focus on confident professional tone.
ANSWER KEY
Exercise A Answers
Finalize delivery schedule
Proposed pricing structure
Long-term benefits
Exercise B Answers
Six-month trial partnership
Free technical support
Initial implementation period
Exercise C Answers
Price increase
Material costs increased
Discounts for larger orders
Exercise D Answers
Shorter delivery schedule
Product quality issues
Phased delivery approach
Exercise E Answers
Revised payment schedule
Delivery term adjustment
Future cooperation/project partnership
Exercise F Answers
Productive
Prepare revised contract
Next month
SAMPLE NOTE-TAKING ANSWERS
Topic 3
| Problem | Cause | Possible Solution |
|---|---|---|
| Price increase | Rising material costs | Discounts for large orders |
RECOMMENDED FEEDBACK FORMAT FOR TUTORING NOTES
| Category | Feedback |
|---|---|
| Negotiation Skills | Negotiated professionally and confidently |
| Fluency | Communication becoming smoother |
| Vocabulary | Used negotiation expressions accurately |
| Listening | Understood negotiation details well |
| Diplomacy | Responded politely during disagreements |
| Pronunciation | Needs clearer pronunciation of numbers and conditions |
| Next Goal | Practice stronger counteroffer strategies |
SAMPLE TEACHER FEEDBACK COMMENTS
Positive Feedback
“Excellent use of diplomatic negotiation language.”
“You handled disagreement professionally.”
“Good job reaching compromise naturally.”
Corrective Feedback
“Practice giving stronger explanations for proposals.”
“Try to sound more confident when negotiating prices.”
“Use smoother transitions between negotiation points.”
HOMEWORK ACTIVITIES
Homework 1
Watch a business negotiation video on TED Talks and identify:
Proposal expressions
Diplomatic disagreement phrases
Closing negotiation language
Homework 2
Prepare a negotiation proposal related to your work.
Homework 3
Record a mock negotiation role-play and review your tone and clarity.
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