Bargaining & Concessions
Di akhir lesson ini, kamu bisa:
- Menawar menggunakan struktur kondisional 'If you..., then we...'.
- Menukar konsesi (trading concessions) alih-alih memberikannya cuma-cuma.
- Menolak tawaran dengan halus memakai 'That's not quite what we had in mind'.
Penjelasan (ID)
Inti negosiasi adalah tawar-menawar: kamu memberi sesuatu untuk mendapat sesuatu. Aturan emas profesional: jangan pernah memberi konsesi secara cuma-cuma. Setiap kali kamu merelakan sesuatu, mintalah imbalan.
1. Tawar-menawar kondisional
Gunakan struktur "If you..., then we..." agar setiap konsesi terikat syarat:
| Struktur (English) | Arti |
|---|---|
| If you can lower the price, then we could increase the order. | Jika kalian bisa turunkan harga, maka kami bisa tambah pesanan. |
| We're prepared to pay upfront, provided that you waive the setup fee. | Kami siap bayar di muka, asalkan kalian hapus biaya setup. |
| We'd be willing to... in exchange for... | Kami bersedia... sebagai imbalan... |
Perhatikan modal yang lentur: could, would, be prepared to, be willing to. Ini menjaga nada tetap kolaboratif, bukan menuntut.
2. Menukar konsesi (trading concessions)
Pikirkan dalam pasangan: "Aku beri X, aku minta Y." Misalnya, kamu merelakan diskon tambahan in exchange for kontrak yang lebih panjang.
3. Menolak dengan halus
Saat tawaran lawan kurang menarik, hindari "No". Gunakan frasa diplomatis:
- "That's not quite what we had in mind.": Itu kurang sesuai harapan kami.
- "I'm afraid that doesn't quite work for us.": Sayangnya itu kurang cocok bagi kami.
- "Could you do a little better on...?": Bisakah sedikit lebih baik soal...?
💡 Tip: setelah menolak, langsung ajukan counter-offer. Negosiasi maju saat kamu menawarkan jalan keluar, bukan sekadar menolak.
Examples (English)
"If you can commit to a two-year term, then we could offer you an extra 5% off."
"We're prepared to pay within 14 days, provided that you cover the delivery costs."
"That's not quite what we had in mind. Could you come down to 9%?"
"We'd be happy to throw in onboarding support in exchange for a public reference."
Kosakata
| English | Arti (ID) | Contoh |
|---|---|---|
| concession (noun) //kənˈsɛʃən// | konsesi (hal yang direlakan) | We made one concession on price in exchange for faster payment. |
| to trade off (phrase) | menukar / mengorbankan demi | We traded off a lower price against a larger order. |
| provided that (phrase) | asalkan / dengan syarat | We can offer free shipping, provided that you order in bulk. |
| to meet halfway (phrase) | bertemu di tengah / berkompromi | Let's meet halfway at 7%. |
| counter-offer (noun) | tawaran balik | Their counter-offer was higher than we expected. |
| to budge (verb) //bʌdʒ// | bergeser (dari posisi) | They wouldn't budge on the deadline. |
| in exchange for (phrase) | sebagai imbalan | We'll extend the warranty in exchange for a longer contract. |
| sticking point (noun) | titik buntu / ganjalan | Price was the only real sticking point. |
Dialogue
Negotiating a software licence
Our standard rate is $50 per seat, per month.
That's not quite what we had in mind. We were hoping for something closer to $40.
I'm afraid $40 is below our floor. But we could be flexible on the contract length.
All right. If you can do $44, then we could commit to two years instead of one.
We're prepared to accept $44, provided that you pay annually rather than monthly.
That works. Let's trade those off and call it $44 a seat, paid annually.
Latihan
Cek Pemahaman
1. Which sentence ties a concession to a condition correctly?
2. How do you politely reject an offer that's too low?
3. Choose the best way to attach a condition to your offer.
4. What does 'in exchange for' signal in a negotiation?
Lengkapi kalimat tawar-menawar
Flashcards
Latih kosakata lesson ini:
concession
//kənˈsɛʃən//
Klik untuk lihat arti
Ringkasan
- Tawar secara kondisional: "If you can..., then we could...": jangan pernah beri konsesi cuma-cuma.
- Pakai provided that dan in exchange for untuk menukar, bukan memberi.
- Tolak dengan halus: "That's not quite what we had in mind," lalu ajukan counter-offer.
- Gunakan modal lentur (could, would, be prepared to) agar nada tetap kolaboratif.