International Negotiations

3 

 1.12 

Trainees listen to the extracts to make notes of the mistakes. They discuss their 

answers in pairs before feeding back to the class. Finally, tell trainees to read the commentary 

on page 64 to compare it with their own ideas.

Extension activity

Trainees listen again to identify the topics of the negotiations. They discuss their answers 

in pairs and then with the class.

Suggested answers

•  Extract 1 appears to be a sales negotiation for a large quantity of items. They require 

service and maintenance, so the items are probably some kind of machine.

•  Extract 2 appears to be a negotiation to set up a new project on behalf of the client. 

Judging by the sums of money, this could involve refurbishing an office, for example, 

or installing a new IT system.

•  Extract 3 is a sales negotiation for a large quantity of items.

•  Extract 4 is a negotiation between a company and a potential distributor – either an 

individual person or a company. The aim is to establish the company in a new market.

4 

Trainees work alone to put the words in the right order. They check in pairs before feeding 

back to the class. Afterwards, discuss with the class some situations when these phrases might 

be useful.