International Negotiations

International Negotiations Trainer’s Notes © Cambridge University Press 2012

www.cambridge.org/elt/internationalnegotiations

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21

2A Relationship-building

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Relationship-building

2B

Quote

Trainees read the quote to find the main piece of advice it contains. Make sure they 

fully understand the meaning of rapport 

/ræˈpɔː(r)/

 (= positive feelings between people, 

when they get on with each other). You could also use the four sentences of the quote to 

generate mini-discussions:

1 

Do you agree that we like people who are similar to us?

2 

Think of examples of situations where a person might be feeling defensive, 

confrontational or apprehensive.

3 

Why is it important to put someone at ease and to build rapport?