International Negotiations

International Negotiations Trainer’s Notes © Cambridge University Press 2012

www.cambridge.org/elt/internationalnegotiations

PhotocoPiable

23

2B Relationship-building

---

Quote

Read the quote aloud. Discuss with the class whether they agree that rapport is always the 

first step, and whether it is therefore the most important step.

6 

Distribute the feedback forms (see page 110 and 

www.cambridge.org/elt/

internationalnegotiations

) and go through them with the class to make sure everyone knows 

what to pay particular attention to. Then go through the instructions and objectives. Allocate 

roles, so that each trainee is either a visitor or a host. Trainees then work in pairs to complete 

the notes on page 84. Make sure they know to keep the notes very brief, and to leave blank 

any spaces where they feel they have nothing to say. When they are ready, remind trainees 

of the objectives and start the role play. Allow up to ten minutes for the role play, during 

which time you can monitor carefully for language and the effectiveness of trainees’ rapport-

building techniques. Afterwards, trainees complete the feedback forms for their partners and 

discuss the feedback together. Finally, go through the feedback with the class, including your 

own feedback.

If you have an odd number of trainees, you will need to have a group of three, where the 

third trainee is a second visitor.