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 Explore alternatives
Confirming “What if ….. ?
Can we run through what we‘ve  Be clear, brief and firm.
agreed on?  Follow concession rules.
I’d like to check what we’ve
said/confirm. Support speaker
I think this is a good time/point to  Wait till the Chair or your
repeat what we’ve agreed to so main speaker brings you
far. in.
 Follow the concession
Summarizing
rules.
I’d like to run through the main
 Support your main
points that we’ve talked about. speaker
So, I’ll summarize the important - Agree (nod, “That’s
points of our offer.
right….)
Can we summarize the proposals
- Emphasize (“This point is
in a few words?
very important”)
- Add forgotten points
Looking ahead (“And we must remember
So, the next step is …… …… “)
We need to meet again soon.
- But don’t make
In our next meeting we need to
concessions for your main
….. speaker.
So, can we ask you to ….? - Listen.
Before the next meeting we’ll
- Don’t fill silences.
……

We need to draw up a formal

contract.

UNIT 3
NOT GETTING WHAT YOU
DON’T WANT
148