International Negotiations

Extension activity

Trainees test each other in pairs or groups of three. One trainee reads one of the informal 

phrases to elicit the formal equivalent from their partner, whose book is closed. They 

could also test each other on the informal phrases in the same way.

7 

 2.07 

Make sure trainees notice that the middle boxes all contain dollar signs, so the 

missing information is an amount in dollars. Play the recording for trainees to complete the 

chart. They compare their answers in pairs and then check with the class.

Extension activity

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

answers. Then play the recording a second time for them to check. They compare answers 

again in pairs before feeding back to the class.

1 

Why would only a fool start with what they’re aiming for?

2 

Why should you never let the other side know what you’ll settle for?

3 

How does the trainer define the ‘reservation point’?

4 

What two reasons does the trainer give for the buyer opening with an offer of 

seven dollars?

5 

In what way is the seller going into this negotiation much more aggressively than 

the buyer?

Answers

1  Because they might be able to do better.

2  Because they’ll be only too happy to make you settle for it.

3  The least they’ll settle for.

4  It just might happen; it gives them room to negotiate.

5  By starting off high and setting a target quite near their reservation point.