International Negotiations

6 

 1.21 

Go through the example with the class. Trainees then work in pairs or groups of three 

to query the statements. Play the recording and discuss any differences with the class.

7 

 1.22 

Trainees read the instructions and questions in pairs to predict what the Japanese 

negotiator might say about dramatic pauses. Then play the recording for trainees to answer 

the questions. They compare their answers in pairs before feeding back to the class. You could 

also discuss with the class why silence is a hard argument to counter (= to deal with, to fight 

against).

8 

Trainees work alone to put the question signals in order, and then compare their answers in 

pairs before feeding back to the class.