Ask what is behind the position
A demand such as a lower price, shorter deadline, or exclusive term is a position. The reason behind it may be budget timing, internal approval, risk, capacity, or pressure from another stakeholder. Ask before conceding.
Use questions that invite explanation without sounding like cross-examination. Reflect the answer back so both sides agree on the problem being solved.
O que torna esse prazo especialmente importante para vocês?
What makes this deadline especially important for you?
Invites the underlying interest.
Se entendi bem, a principal preocupação não é o preço total, mas o impacto no orçamento deste trimestre.
If I understood correctly, the main concern is not the total price but the impact on this quarter’s budget.
Tests the interpretation.
Make conditions explicit
A concession without a condition becomes the new baseline. Use “se… então…” to connect movement on one issue with movement on another. State whether the proposal is exploratory, subject to approval, or a firm commitment.
Avoid vague quantities such as “um pouco” when the negotiation depends on a measurable threshold. Numbers, dates, volumes, and responsibilities should survive the transition from conversation to contract.
Se conseguirmos fechar o volume anual, podemos rever o preço por unidade.
If we can close the annual volume, we can review the unit price.
Links concession to consideration.
Esta proposta ainda depende da aprovação do jurídico; não é uma confirmação final.
This proposal still depends on legal approval; it is not final confirmation.
Protects status clarity.
Disagree with the assumption, not the person
Direct disagreement can be necessary. Begin with the shared goal or the part you accept, then identify the assumption, risk, or evidence you see differently. This keeps the discussion substantive.
Do not hide a real “no” inside language so soft that the other side hears “maybe.” Respectful clarity is better for the relationship than a false expectation.
Concordamos com o objetivo, mas vemos um risco diferente no prazo proposto.
We agree with the goal, but we see a different risk in the proposed timeline.
Preserves common ground.
Nessas condições, não conseguimos assumir esse compromisso.
Under these conditions, we cannot make that commitment.
Clear boundary without personal criticism.
Write the provisional record
At the end, label what is agreed, what is conditional, what remains open, and who will confirm each point. A friendly conversation can create different memories on each side. The written summary is part of the negotiation.
Use “conforme conversamos” only when the record truly reflects the conversation. Invite correction and set a time for it, especially when the next action depends on silence being interpreted as agreement.
- Pontos acordados
- Condições e dependências
- Pontos em aberto
- Responsável por cada confirmação
- Prazo para a próxima versão