International Negotiations

International Negotiations Trainer’s Notes © Cambridge University Press 2012

www.cambridge.org/elt/internationalnegotiations

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9B Handling breakdowns

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Closing the deal

10

Quote

Trainees read the quote to find two risks in closing a negotiation. Discuss with the class 

any real-life examples they can think of where a negotiation was too long or too short.

Answer

•  Losing gains you’ve acquired.

•  Not acquiring all that you could have gained.

1 

Make sure everyone understands the phrases loose ends to tie up (= small details which need 

to be agreed on), hammered out (= discussed thoroughly and decided on) and the ink’s dried 

(= the contract has become legally binding). Trainees discuss the questions in pairs. After a 

few minutes, open up the discussion to include the whole class.

2 

Trainees discuss the questions in pairs and then share their ideas with the class.