International Negotiations

Extension activity

Use Why- and How- questions for each row in the flowchart to generate a discussion with 

the class, e.g.:

•  Why is it important to ... build rapport / agree on a procedure, etc.?

•  How exactly might you go about ... building rapport / agreeing on a procedure, etc.?

International Negotiations Trainer’s Notes © Cambridge University Press 2012

www.cambridge.org/elt/internationalnegotiations

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1A Preparing to negotiate

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Trainees discuss the questions in small groups, bringing in their own experiences as much as 

possible, and then share their ideas with the class. Finally, tell trainees to compare their ideas 

with the commentary on page 60. The commentary may also generate further discussion if 

trainees have different experiences of the nationalities mentioned.