International Negotiations

Extension activity

Tell trainees to cover their answers to exercise 4, then work in pairs to use the order form 

and the mixed-up sentences to re-enact the whole negotiation, staying as close to the 

original as possible. This will provide controlled practice of the phrases in exercise 4.

If you have an odd number of trainees, you will need to have one group of three trainees, 

where the third trainee takes half of the sales representative’s turns.

5 

Distribute the feedback forms (see page 111 and 

www.cambridge.org/elt/

internationalnegotiations

) and go through it to make sure everyone understands what to 

focus on in the role play. Then divide the class into pairs of teams and allocate roles to the 

teams. The ideal size of each team is around three or four trainees. The teams then read 

their notes together to plan their strategies. Allow plenty of time (around 10 minutes) for this 

planning stage, as it is the main focus of the lesson. Monitor carefully to make sure everyone 

understands all the information. When the teams are ready, start the negotiations, which 

should take around 15 minutes. Monitor carefully for language and techniques.

At the end, trainees use the forms to give each other feedback. Then discuss the outcome of 

the negotiations with the class and give your own feedback. Finally, tell trainees to read the 

commentary on page 72 to compare it with their ideas.

If you have a small class, the role play will work just as well with teams of one, but make sure 

trainees spend plenty of time on the planning stage. If you have three trainees, the third 

trainee could play the role of Jariya Mookjai, who reads the notes for Team 2.