Business English Podcast · Negotiations · Episode 21

Making a Counteroffer Without Sounding Confrontational

The offer is above budget — how to phrase a counteroffer in English that strengthens the relationship instead of straining it.

B2 · Dialogue · 4 Min. · free

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Editorially reviewed by James Simmonds – English teacher since 2004Published 14 August 2026

SceneDaniel has a €48,000 licensing offer on the table — too much for his budget. Talking to sales manager Sarah, he makes a counteroffer without poisoning the negotiation.

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Tip: listen to the episode twice before you start the test. · Worksheet (PDF)

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Daniel — Purchasing manager, engineering companySarah — Sales manager, UK software vendor

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Transcript

The full transcript opens after the comprehension test — so you train real listening instead of reading along.

German support

SarahThanks for making time, Daniel. Have you had a chance to look at our proposal for the licensing package?

DanielI have, thank you — the proposal is very thorough. Before we go into the details: we're genuinely interested. I want to say that up front.Erst das Positive: „We're genuinely interested" nimmt dem Gegenangebot die Schärfe.

SarahGlad to hear it. So, the package as quoted: forty-eight thousand euros per year, including support and updates. That price already includes our partner discount, so I should say there is not unlimited room — but talk me through your thinking.

DanielThat's the point I'd like to discuss. To be honest, forty-eight thousand is a little above our budget. Would you be open to talking about the structure?„Would you be open to …?" – die höflichste Tür zu einer Preisverhandlung.

SarahOf course. Where would you need us to land?

DanielLet me make a counteroffer rather than just naming a number. If we sign a three-year agreement instead of one year, could you work with forty-two thousand per year? A longer commitment reduces your risk, so it should be worth something on the price.Ein Gegenangebot bietet immer etwas an – hier: drei Jahre Laufzeit gegen besseren Preis.

SarahA three-year commitment changes the picture, certainly, and I like that you came with a proposal instead of an ultimatum. My concern is the support component — that part is staffed by real people, and it is difficult to discount.

DanielUnderstood. Then let's meet in the middle: forty-four thousand, three years — and eventually we take the reporting module as well.

SarahJust so I plan correctly — you'll definitely add the reporting module at some point? 'Eventually' means it will happen, just later.

DanielAh — thank you, no. I meant 'possibly'. In German, 'eventuell' means maybe. So: we might add the reporting module, depending on next year's budget.„Eventually" heißt „schließlich/irgendwann ganz sicher" – „eventuell" heißt „possibly".

SarahThat's an important difference in a contract! All right: forty-four thousand a year over three years, support included, and an option — not a commitment — on the reporting module. I can take that to my director.

DanielThat works for us — the structure matters more to me than the last thousand euros. Send me the revised offer in writing, and thank you for being so flexible on the structure.

SarahI'll have it in your inbox by Friday. It's a pleasure negotiating with someone who counters this politely, Daniel.

Key phrases

proposal

a formal written offer or plan

We reviewed the proposal with our finance team yesterday.

up front

openly, at the very start

Let me say up front that we want to continue the partnership.

above our budget

more expensive than we have planned to spend

The premium package is above our budget for this year.

Would you be open to …?

polite way to invite the other side to negotiate

Would you be open to a longer contract at a lower rate?

counteroffer

a new offer made in response to an offer

Instead of rejecting the quote, she made a counteroffer.

to meet in the middle

to compromise between two positions

They met in the middle at forty-four thousand euros.

commitment

a firm promise to do something

A three-year commitment usually earns a better price.

revised offer

an updated version of an offer

The revised offer arrived in writing two days later.

Language notes

In this episode a purchasing manager negotiates down an over-budget licensing offer — with a counteroffer that strengthens the relationship: interest first, then "above our budget", then term length traded for price. Plus the false friend "eventuell/eventually", which can get expensive in contracts (level B2).

The counteroffer as a trade, not a rejection

A confrontational counteroffer only says "too expensive". A professional counteroffer offers something: Daniel trades a three-year term for a better price — "If we sign a three-year agreement, could you work with forty-two thousand?" The pattern "If we …, could you …?" turns a demand into a trade. And "let's meet in the middle" signals that both sides are moving.

Cultural note: the yes before the but

German negotiators like to open directly with the problem — in English that quickly reads as aggressive. Daniel places two buffers before his counteroffer: an honest compliment ("the proposal is very thorough") and a clear commitment ("we're genuinely interested … up front"). Only then comes "to be honest, that's a little above our budget". This order — appreciation, interest, objection — is the standard for polite English price conversations.

eventuell ≠ eventually: maybe or definitely?

"Eventually" means it will certainly happen, just later. German "eventuell" means "perhaps" — in English "possibly", "maybe" or "we might". Daniel's "eventually we take the reporting module" sounded like a firm commitment to Sarah. In a negotiation that is the most dangerous moment for this false friend: an option accidentally becomes a contract term.

Keep practising: Learn business English online — with real teachers from Simmonds, since 2004.

Frequently asked questions

What language level is this episode for?

Level B2 (CEFR). The dialogue uses realistic negotiation English with clear pronunciation; all eight key phrases are explained bilingually.

How do I make a counteroffer in English without sounding rude?

In four steps: confirm your interest ("we're genuinely interested"), name the problem softly ("that's a little above our budget"), offer a trade ("If we sign for three years, could you …?") and propose the compromise ("let's meet in the middle").

What is the difference between "eventually" and German "eventuell"?

"Eventually" means "in the end / definitely at some point" — the event will happen, just later. German "eventuell" means "perhaps" and translates as "possibly", "maybe" or "we might". In negotiations the mix-up can turn an option into a binding commitment.

Where can I practise price negotiations in English live?

In the online business English courses from Simmonds Language Services (englisch-lehrer.com/online): live lessons with real teachers on Zoom, for companies and individuals across Germany — starting with a free consultation.

Are the voices real?

Episodes are produced with high-quality AI voices (Hume) and editorially reviewed by our trainer team — the same method as our interactive lessons.

Want to practise these phrases in a real conversation?

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