International Negotiations

International Negotiations Trainer’s Notes © Cambridge University Press 2012

www.cambridge.org/elt/internationalnegotiations

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38

5A Questioning techniques

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Questioning techniques

5B

Quote

Trainees read the quote to find three benefits to asking questions and one possible 

problem. Discuss the answers with the class.

Answers

•  Benefits: You can clarify any points that are critical to the negotiation; asking questions 

gives you time to think; it acts as an excellent alternative to disagreement.

•  Possible problem: the other party may be reluctant to spend time elaborating.

1 

Trainees discuss the question in pairs and then share their ideas with the class. They then 

read the commentary on page 67 to identify another reason for using questions (if you are 

negotiating in a foreign language, it helps avoid misunderstandings).