Negotiation is a process which is supported by mental models that people already
possess and can be seen as a problem-solving discourse since both parties try to solve
problems or reach agreements. Becoming familiar with negotiation models and their
phases can help students upgrade their Business English terminology and raise their
self-esteem. The aim of the article is to point out some negotiation models that have
been proposed by experts and comprise 4/6/9 phases during which conversation
evolves. Helpful phrases for use in the model are also suggested. The emphasis is on
the use of diplomatic language, which is softer and more polite. In order for students to
successfully apply the model, they should be taught terminology from different areas of
business such as law, promotion, marketing, logistics, finance and management prior to
the creation of a negotiation discourse and the impacts of non-verbal communication
should also be mentioned.
Keywords: Business English, business terminology, negotiation models, diplomatic
language, phases in negotiations.