International Negotiations

Extension activity

Trainees test each other in pairs or groups of three by reading the first word from a 

variable (e.g. unit) to elicit the full variable (e.g. unit price) from his/her partner, whose 

book is closed.

7 

Trainees work in pairs to discuss the task. Allow some flexibility when you go through 

the answers with the class: if trainees can justify their answers, and show that they fully 

understand the words, this may be more valuable than simply getting the ‘correct answers’.

Extension activity

Elicit from the class which party, the buyer or the seller, would perform each action.

Suggested answers

•  The seller might offer to cover transportation costs or exchange rate fluctuations.

•  The seller quotes the unit price and a discount price.

•  The seller may offer after-sales service, spare parts, free maintenance, (good) payment 

terms and a 12-month guarantee.

•  The seller might provide after-sales service, spare parts and free maintenance.

•  The buyer or the seller might enforce an exclusivity clause or a penalty clause.

•  The buyer might require after-sales service, spare parts, free maintenance, customised 

packaging, interest-free credit and a 12-month guarantee.

•  The buyer or the seller might require an exclusivity clause.