International Negotiations

International Negotiations Trainer’s Notes © Cambridge University Press 2012

www.cambridge.org/elt/internationalnegotiations

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Professional English

International 

Negotiations

Trainer’s Notes

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2 

 1.14 

Trainees read the instructions. Check they have understood by asking which team 

they represent (Étoile Avions). Trainees then work in pairs to check they understand the 

vocabulary in the notes and to predict what the missing information might be. Make sure 

trainees know not to worry about getting all the information at this stage. Play the recording 

for trainees to complete their notes, then check their answers on page 65.

Language notes

•  If you have a stake in a company, you own part of it. If you have a majority stake, you 

own more than 50%.

•  R&D stands for research and development.

•  A plant is another name for a factory.

•  Working capital is a measure of a business’s liquidity, i.e. the amount of cash (and assets 

that can be turned into cash quickly) which it has available. A business which has most 

of its money tied up in buildings and equipment has low liquidity. Without working 

capital, the business may have problems paying suppliers, bills and wages on time.

•  The fuselage is the main body of an aircraft.

•  A memorandum of understanding is a written agreement between two parties, setting 

out what they have agreed, which is intended not to be legally enforceable as a 

contract. A provisional memorandum is one that will be finalised later.

3 

Trainees discuss the question with a partner. Note that the purpose here is not to get all the 

answers correct, but to identify suitable things to ask about, so avoid checking the answers at 

this stage.