International Negotiations

Extension activity

Use the eight ‘ingredients’ to generate mini-discussions. Mostly the answer will be ‘it 

depends’, in which case you can discuss what it depends on.

1 

How many demands should you make?

2 

What options are the most important to keep open?

3 

How can you make your proposal hypothetical?

4 

How much flexibility is enough?

5 

How can you leave yourself room for manoeuvre?

6 

Why can’t you be open about your strategy?

7 

When is the right time to talk figures?

8 

What might happen if you ‘force the other party into a corner’?

International Negotiations Trainer’s Notes © Cambridge University Press 2012

www.cambridge.org/elt/internationalnegotiations

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