International Negotiations

International Negotiations Trainer’s Notes © Cambridge University Press 2012

www.cambridge.org/elt/internationalnegotiations

PhotocoPiable

7

Developing negotiation skills

---

Preparing to negotiate

1A

Quote

Tell trainees to read the quote to identify a problem for business negotiators and a 

comparison with a different group of people.

Answer

The problem is that business negotiators don’t prepare enough before a negotiation. The 

comparison is with professional sports people.

1 

Trainees discuss the task in small groups. Make sure they understand all the words (e.g. 

venue = where the negotiation will take place). Point out that it may be easier to focus this 

discussion if they have a specific negotiation in mind. Allow plenty of time for the discussion, 

and encourage trainees to bring in their own experiences of preparing for negotiations. 

Afterwards, use the list of six types of preparation in the question to elicit ideas from the class.