"We'd like to reach a deal with you today."

This is an expression of...

• starting positions

• exploring positions

Which of the following is an expression of making offers?

• We'd be prepared to offer you a better price if you increased your order.

• I'll have to consult my colleagues about that.

Which of the following is an expression of accepting an offer?

• I think we've covered everything

• Sounds a good idea to me. As long as we...

"That would be difficult for us."

This is an expression of...

• Accepting an offer

• Refusing an offer

Which of the following is an expression of closing the deal?

• Good, we agreed on price, quantity, discounts, ...

• Great, we've got a deal.

"Can you tell me a little about?"

This is an expression of...

• Checking understanding

• Exploring positions

Which of the following is an expression of checking understanding?

• Are you saying ...?

• What do you have in mind?

Which of the following is an expression of following up the deal?

• If there are any other options, I'll email you.

• Right, let's try to get 10% off their list prices.

Which of the following is an expression of playing for time?

• That's more than we usually offer.

• I'd like to think about it.

If I understand you correctly, ...

This in an expression of...

• Checking understanding

• Following up the deal