International Negotiations

3 

 2.48 

Trainees listen to the seven speakers to make notes. They discuss the questions in 

pairs and then share their ideas with the class.

Background note

Due diligence is a process where a party conducts detailed research before signing a 

contract. The best known example of due diligence occurs when one company is buying 

another. In such cases, lawyers can spend many hours checking all the documentation to 

make sure there are no unpleasant surprises once the deal has gone through.

Extension activity

Write the following questions on the board.

Which speakers talk about ...

•  checking everything carefully? 

•  being flexible?

•  quick decision-making? 

•  slow decision-making?

•  negotiating tactics? 

•  making changes to the agreement?

•  contracts? 

•  the speed of the follow-up?

•  involving other people in the negotiation?

•  the long-term relationship between the parties?

•  bringing emotions into the negotiation?

Trainees discuss the questions in pairs, then listen again to check. Discuss answers with the 

class. There may be some room for discussion with some of the answers. For example, the 

British speaker mentions calling another meeting to finalise things, which implies checking 

carefully; the Chinese speaker talks about marriage, which implies emotion.