In this Business English Podcast episode, we’ll study the skills and language of bargaining. This podcast is part of an ongoing series on negotiation skills.
Bargaining is the process of swapping or trading concessions – in other words, “You give me something, and Iâ€™ll give you something in return.” This is also called making offers and counter-offers. The goal is to reach a compromise – a result in which both sides benefit.
Paul means that he will probably be able to give Tony more business in the future. He is using this as a negotiating tactic to get a better discount.
Tony suggests Paul combine his current order with an order for a future project. This will increase the overall quantity of Tonyâ€™s order, and thus will allow Tony to increase Tonyâ€™s quantity discount.
When Tony says to Tony, â€œYou drive a hard bargain!â€ he means that Paul is a tough negotiator â€“ for example, Paul has not only asked for a large quantity discount, but also for a prompt payment discount. (Tony also perhaps intends to signal to Paul that he is getting a good deal.)