International Negotiations

4 

 2.05 

Trainees listen to the recording to identify the style that is closest to their own, and 

then discuss their ideas with a partner. Afterwards, discuss the three styles with the class, to 

identify the advantages and disadvantages of each style.

Extension activity

Write the following questions on the board. Trainees work in pairs to try to remember the 

answers, and then listen again to check. They discuss again in pairs before feeding back to 

the class.

1 

What exactly is the Neukundenrabatt?

2 

What trick does the American speaker warn us not to fall for?

3 

What, according to the Indian speaker, is ‘all part of the game’?

Answers

1  It is a special discount for new customers.

2  When negotiators say they can’t grant reductions without checking with their 

boss first.

3  Throwing your hands up in horror at a low offer.