International Negotiations

Extension activity

Discuss with the class whether they have experience of negotiating with the nationalities 

mentioned in the commentary, and whether the descriptions are accurate. They could 

also decide whether their own culture is more likely to prefer frankness and directness or 

to ‘play the waiting game’ and be evasive.

2 

Trainees cover the diagram and discuss the question in pairs. They then uncover the map 

to complete the missing words and to compare it with their ideas. Check the answers with 

the class, and discuss whether everyone agrees with these eight ‘vital ingredients’ (essential 

elements).