International Negotiations

Extension activity

Draw the following table on the board. Trainees work alone to make notes about a 

negotiation they have taken part in. It could be work-related or from their private lives, 

or they could invent the details if they have not yet taken part in any negotiations, and 

base their ideas on the types of negotiations that they may take part in at some point 

in their future careers. They do not need to complete all the information; the boxes are 

just there to generate ideas. After a few minutes, they work in small groups to talk about 

their negotiations. Encourage them to ask each other questions about the negotiations. 

Afterwards, discuss the most interesting stories with the class.

I was representing ...

I was negotiating against ...

My aim was ...

Their aim was ...

The negotiation went well/badly/ ...

because ...

At the end of the negotiation, ...

Afterwards, ...

I learned that ...

Quote

Go through the quote sentence by sentence to generate a class discussion. You could use 

these questions to focus trainees’ attention on each sentence.

1 

What does the art of letting the other person have it your way mean?

2 

What is the answer to the question in the second sentence?

3 

Why is there a conflict between short-term victories and long-term relationships?

4 

Why must both sides believe that they have gained?

5 

Do you agree that no skill is more central to your professional career?

6 

Do you agree with Dr Karrass’s assessment?