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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4 

Trainees work in pairs to decide which word(s) to stress in each question. Afterwards, discuss 

the answers with the class. Point out that there are several possible answers.

Possible answers (with explanations in brackets)

a  Did you say you need three more months to complete the project? (We’ve already 

extended the deadline once, and now you want to do it again?)

 

Did you say you need three more months to complete the project? (I thought we 

agreed two.)

b  Was that a surcharge of thirty percent? (We weren’t expecting more than ten 

percent.)

 

Was that a surcharge of thirty percent? (We understood it would be thirty dollars.)

c  So you’re still not happy with the price? (I thought we’d agreed on that.)

 

So you’re still not happy with the price? (I thought the main problem was the 

delivery date.)

d  Sorry, how much is delivery going to cost? (Did you just say five euros per item?)

 

Sorry, how much is delivery going to cost? (You keep talking about the benefits of 

your delivery service, but I need to know how much you charge.)

e  So it won’t be ready until March? (It was supposed to be ready in December.)

 

So it won’t be ready until March? (We were hoping to have it installed and tested 

by March.)

f  And that’s as high as you can go? / And that’s as high as you can go? (Your offer 

sounds very low to me.)

 

And that’s as high as you can go? (Or as low as you’re willing to go?)