International Negotiations

Background information

See 

http://www.microsoft.com/presspass/press/1997/aug97/msmacpr.mspx

 for some 

background to the Microsoft – Apple negotiation.

See 

http://www.carmag.co.za/article/more-details-of-toyota-peugeot-world-car-

deal-2001-07-13

 for some background to the Toyota – PSA Peugeot Citroën deal.

International Negotiations Trainer’s Notes © Cambridge University Press 2012

www.cambridge.org/elt/internationalnegotiations

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35

4B The proposal stage

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Questioning techniques

5A

Quote

Trainees read the quote to find three adjectives to describe good questioning techniques, 

and two benefits of asking questions. Discuss the answers with the class.

Answers

•  Questioning should be well-practised, thorough and appropriate.

•  The benefits are that you will get information and you will stimulate an open exchange 

of views.

1 

Trainees discuss the questions in small groups and then feed back to the class.

2 

Trainees discuss the question in small groups. Point out that their discussion should include six 

points: the pros (advantages) of questions a, b and c, and the cons (disadvantages) of each 

question. They should also discuss how one version might be more appropriate depending on 

the circumstances. After a few minutes, open up the discussion to include the whole class. 

Finally, tell trainees to read the commentary on page 65 to compare it with their ideas, and 

discuss any differences with the class.

3 

Trainees work in pairs to rephrase the questions. When you check with the class, discuss 

whether everyone agrees that the open questions are better and why. You may need to 

check that everyone understands the grammar of question h, where was is part of a second 

conditional structure, used to hypothesise about an unlikely or impossible situation. Note also 

that question f includes an indirect question, i.e. the question (Why wouldn’t a letter of credit 

be acceptable?) is embedded inside a larger question (May I ask ...?) in order to make it sound 

less aggressive. The embedded question has the same word order as a sentences (... a letter of 

credit wouldn’t be acceptable).