International Negotiations

5 

 2.06 

Go through the questions carefully with the class. Then play the recording. Trainees 

discuss their answers in pairs before feeding back to the class.

Extension activity

Trainees read the commentary on pages 70 and 71 to identify six important techniques 

used by the stallholder and one used by the customer. They then look through the audio 

script on page 53 to identify examples of each technique. Trainees compare answers in 

pairs and then with the class.

International Negotiations Trainer’s Notes © Cambridge University Press 2012

www.cambridge.org/elt/internationalnegotiations

PhotocoPiable

56

7B The bargaining zone

---

Answers

The stallholder’s six techniques are:

1  Ask the customer lots of questions to find out more about his interests (e.g. Is it a 

present for someone?).

2  Change the subject while he’s thinking about whether to buy or not (e.g. On holiday 

are you, you and your girlfriend?).

3  Emphasise the quality of the product and the bargain he’s getting (e.g. Solid silver as 

well. Most of them are just plated. Feel the weight of it. It’s quite old too.).

4  Use emotion to try and persuade him (So she’s at home in Japan, is she? You’d better 

take her something nice back then, hadn’t you?).

5  Add another variable to the deal to see if she can renew his interest (I’ll throw these 

earrings in as well.).

6  Reinforce his commitment to the deal (e.g. You’ve got yourself a bargain there. I’m 

sure your girlfriend will love it ...).

The customer’s best technique is to seem willing to walk away. (e.g. Sorry, can’t afford. 

Thank you ...)

6 

Trainees work in pairs to match the informal phrases with their formal equivalents. When you 

go through the answers on page 71 with the class, elicit which version trainees would prefer 

in their own negotiations.