International Negotiations

International Negotiations Trainer’s Notes © Cambridge University Press 2012

www.cambridge.org/elt/internationalnegotiations

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4B The proposal stage

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Speakers 1 and 2

Speakers 3 and 4

5 minutes

Prepare for negotiation 1.

Prepare for negotiation 2.

10 minutes

Present the proposal for negotiation 1.

Respond to the other team’s 

summary of the proposal.

Listen to the proposal for negotiation 

1 and take notes.

Summarise to check understanding.

10 minutes

Listen to the proposal for negotiation 

2 and take notes.

Summarise to check understanding.

Present the proposal for negotiation 2.

Respond to the other team’s 

summary of the proposal.

10 minutes

Time out to prepare the counter-

proposal for negotiation 2.

Time out to prepare the counter-

proposal for negotiation 1.

10 minutes

Listen to the counter-proposal for 

negotiation 1 and take notes.

Summarise to check understanding.

Present the counter-proposal for 

negotiation 1.

Respond to the other team’s 

summary of the counter-proposal.

10 minutes

Present the counter-proposal for 

negotiation 2.

Respond to the other team’s 

summary of the counter-proposal.

Listen to the counter-proposal for 

negotiation 2 and take notes.

Summarise to check understanding.

10 minutes

Trainees use feedback forms to give feedback to each other.

If you don’t have a multiple of four trainees, you could add an extra one or two trainees 

to some groups (so there are teams of 2+3 or 3+3). The most difficult class sizes are three 

trainees (= 2+1) and seven (= 3+4).