International Negotiations

The secrets of great negotiators

Elicit from the class a range of skills that great negotiators have. Students then read the 

text to underline at least fifteen things that they can expect to learn during the course. 

Go through each point briefly in class to make sure everyone understands, eliciting one or 

two suggestions for each point. Avoid confirming or rejecting suggestions at this stage, as 

this would undermine some of the exercises in the course. (For your reference, the relevant 

sections where each point is addressed are given in the Suggested answers below.)