ABSTRACT
Making proposals is not a simple task. If they are made using poor language, asked as a question or just an offer without a condition, they are not only highly ineffective, they can often be dangerous. This is the first opportunity to make a tentative offer of exchange, and it must be done with care if it is to have a positive outcome. Using the simple language, ‘if’ and ‘then’, is explored in the chapter with reference to the case from Chapter 3 on preparation. The chapter also looks at how to receive a proposal and how to move towards a bargain and a positive conclusion to the negotiation.
