Welcome to Lesson 17! In field sales, negotiation is not about fighting the client or slashing your prices immediately. True professionals protect their margins while creating a deal where both sides feel they won. When a client asks for a 30% discount or custom payment terms, you need clear, persuasive English phrases to negotiate confidently.
In this lesson, you will learn how to:
Structure win-win sales discussions using the Value Trade-Off Formula
Report past client requests to team members using Reported Speech (He said that / She asked if)
Avoid common Indian English traps in reported speech (*"said to me that"*)
Master 10 sales negotiation vocabulary words with pronunciation, synonyms, and antonyms
Part 1: Spaced Retrieval — Revision Drill
Before learning new concepts, let's verify your retention from Lesson 16 (Passive Voice & Complaint De-escalation).
Quiz 1 — Passive Voice Recall
Which sentence uses passive voice correctly to provide a neutral status update regarding a delayed Google 360 tour?
My photographer made a mistake and delayed uploading the files.
The 360 virtual tour images are being processed for quality.
We are waiting for Google to approve your listing whenever possible.
Quiz 2 — Complaint De-Escalation Protocol
What is the FIRST step of the 4-Step Complaint Resolution Protocol when a client expresses anger about a timeline?
Explain technical server details immediately to justify why the delay happened.
Acknowledge the client's concern with empathy and validate their experience.
Offer an instant refund or free service add-on to stop them from complaining.
Part 2: Negotiation Foundations & Value Trade-Off
When a client asks for a price cut, beginners make two big mistakes: they either say "Yes" immediately (which tells the client your original price was overpriced) or say "No" aggressively. Sales leaders use the Value Trade-Off Strategy.
The 3-Step Value Trade-Off Negotiation Formula
Acknowledge & Validate Budget
👉 "I completely understand that budget control is essential for your business."
Offer a Value Trade-Off (Adjust Scope for Price)
👉 "If we adjust the budget to ₹35,000, we can deliver the core website now and add the 360 Virtual Tour in Phase 2."
Propose a Win-Win Value Add (Keep Price, Add Bonus)
👉 "Alternatively, if you maintain the ₹45,000 full package, I can include 6 months of GMB optimization free of charge."
💡 Why Value Trade-Off Protects Profit Margins
If you give a ₹10,000 discount without changing anything, the client will demand discounts every time. When you reduce features or add bonus services, you train the client to respect your pricing structure.
Part 3: Grammar — Reported Speech (Indirect Speech)
When reporting what a client, manager, or partner said during a meeting, we use **Reported Speech**. Present tenses shift back into past tenses because the conversation has already occurred.
When do we use Reported Speech?
Situation
Direct Speech (Client's Exact Words)
Reported Speech (Your Report to Team/Manager)
1. Present Statements
"My budget is limited."
He said that his budget was limited.
2. Present Continuous Needs
"We are looking for SEO."
She mentioned that they were looking for SEO.
3. Future Commitments
"We will sign the deal."
They stated that they would sign the deal.
4. Price Questions
"Can you give a discount?"
The client asked if we could give a discount.
✅ Reporting Verb Rules (Say vs Tell)
Formula
Subject + SAID + (that) + past clause (e.g. "Mr. Kapoor said that he liked our work.") Subject + TOLD + person + (that) + past clause (e.g. "Mr. Kapoor told me that he wanted to start.")
Reporting Verb
Correct ✓
Wrong ✗
SAY
He said that the budget was tight.
He said me that the budget was tight.
TELL
He told me that the budget was tight.
He told that the budget was tight.
💡 Tense Backshifting Summary
am / is / are → was / were
want / need → wanted / needed
will → would
can → could
❌ Negative Form in Reported Speech
Formula
Subject + said that + subject + did not (didn't) / was not + V1 / V3
Direct Speech
Reported Speech Correct ✓
"We don't need a logo."
They said that they didn't need a logo.
"I won't pay 100% advance."
He mentioned that he wouldn't pay 100% advance.
❓ Questions in Reported Speech
Formula
Subject + asked if / whether + subject + past verb (no 'do/does/did' in reported questions!)
Direct Question
Reported Question Correct ✓
"Do you offer free hosting?"
The client asked if we offered free hosting.
"Can we split the payment?"
He asked if they could split the payment.
🚫 Common Mistakes Hindi Speakers Make
❌ "He said to me that the price is high." → ✅ "He told me that the price was high." (Don't say 'said to me that')
❌ "The client asked that can we reduce price?" → ✅ "The client asked if we could reduce the price." (Use 'asked if', not 'asked that can')
❌ "He told that he will call." → ✅ "He said that he would call." (After 'told', add person; shift 'will' to 'would')
📚 Raymond Murphy Reference
This grammar topic is covered in English Grammar in Use by Raymond Murphy — Units 47 and 48. Read Unit 47 (Reported Speech 1 — He said that...) and Unit 48 (Reported Speech 2 — questions & reporting verbs).
Read this example conversation carefully. Notice how Altamash avoids flat discounts, uses the Value Trade-Off formula, and reaches a win-win agreement.
Situation: Mr. Malhotra (Hotel Manager) received a ₹45,000 quotation for a Website + SEO + 360 Virtual Tour package. He is asking for a ₹30,000 price match.
Client (Mr. Malhotra): Altamash, your quotation for the website and 360 Virtual Tour is ₹45,000. Another agency offered to do it for ₹30,000. If you can match ₹30,000, we will sign today.
You: Mr. Malhotra, I appreciate your transparency, and I understand that budget is important. However, our ₹45,000 package includes custom mobile optimization, high-speed cloud hosting, and certified Google 360 photography.
Client (Mr. Malhotra): I understand, but ₹45,000 is beyond my approved limit. Can you make a concession?
You: To make this mutually beneficial, we can structure this in two ways. If we adjust the budget to ₹35,000, we can deliver the core website now and add the 360 Virtual Tour in Phase 2 next month. Alternatively, if you keep the ₹45,000 full package, I can add 6 months of free GMB optimization as a value-add.
Client (Mr. Malhotra): That second option with 6 months GMB optimization sounds fair. Can we split the payment into 3 instalments?
You: Yes, we can certainly agree on those payment terms. I will draft the agreement and share it with you shortly.
💡 Sales Communication Tip
Notice these professional negotiation phrases:
"I appreciate your transparency..." — maintains respect
"To make this mutually beneficial..." — frames conversation as a partnership
"We can structure this in two ways..." — gives the client control without dropping price
"We can certainly agree on those payment terms." — smooth, confident close
Part 6: Practice Quiz
Quiz 1 — Reported Speech Grammar
You are reporting a client's request to your manager: The client originally said, "We want to launch the website next Friday." Which sentence is grammatically correct?
The client said to me that they want to launch the website next Friday.
The client told me that they wanted to launch the website next Friday.
The client told that they will wanted to launch the website next Friday.
Quiz 2 — Negotiation Strategy
When a client demands a 20% discount on a website project, what is the best professional response?
Agree instantly to the 20% discount so you don't lose the deal.
Propose a value trade-off: adjust scope for a lower price OR add a bonus service at full price.
Refuse firmly and tell the client that your price is 100% non-negotiable without explaining why.
Quiz 3 — Reporting Questions
Choose the correct way to report this client question: "Can we pay in 3 installments?"
The client asked that can we pay in 3 installments.
The client asked if they could pay in 3 installments.
The client asked if they can pay in 3 installments.
Quiz 4 — Vocabulary
What does "concession" mean in sales negotiation?
A penalty charged for late client payments
Something granted or yielded to reach an agreement
A final invoice sent after project completion
Score: 0 / 0
Part 7: Pronunciation Practice
Say these sentences out loud. Speak slowly. Maintain a calm, executive cadence.
Practice saying these 5 times each
"Our goal is to structure a mutually beneficial agreement."
"We are happy to negotiate payment terms for this package."
"The client told me that his budget was limited."
"We can offer a concession on the setup fees."
"Our core website security standards are non-negotiable."
💡 Pronunciation Tips for This Lesson
Negotiate = nuh-GOH-shee-ayt (stress on GOH)
Concession = kun-SESH-un (stress on SESH)
Flexible = FLEK-suh-bul (stress on FLEK)
Mutually = MYOO-choo-uh-lee (stress on MYOO)
🔊 Hear native pronunciation of any word: YouGlish or Forvo
Part 8: Listening Practice
Listen to professional sales negotiation strategies in English:
Recommended Resource: British Council — Business English: Negotiating Deals
Listen to how international business managers negotiate terms, make concessions, and draft agreements using polite modal verbs and reported speech.
📝 Today's Homework
Complete these tasks before the next lesson:
Read the Roleplay Dialogue (Part 5) out loud 3 times with a calm, confident negotiation tone.
Write 3 reported speech sentences reporting past client discussions using "The client told me that...".
Use 3 new vocabulary words from today's list in a practice message to your teacher.
Draft a 3-step Value Trade-Off pitch for a client asking for a ₹5,000 discount on your website package.
Practice saying the 5 pronunciation sentences out loud 5 times each.
🤖 Ask Me Anything
If anything in this lesson is unclear, ask me in our chat. I am your personal English coach. There are no bad questions — only bad silence. Type your doubt and I will explain it simply.