International Negotiations

Extension activity

Write the first and last words of each question signal on the board (e.g. May ... that?). 

Trainees close their books and try to remember the complete questions.

International Negotiations Trainer’s Notes © Cambridge University Press 2012

www.cambridge.org/elt/internationalnegotiations

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5B Questioning techniques

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9 

Distribute the feedback forms (see page 110 and 

www.cambridge.org/elt/

internationalnegotiations

) and go through them with the class to make sure everyone 

understands what they need to focus on. Divide the class into groups of four, and each group 

into two teams. Allow at least ten minutes for each team to familiarise themselves with the 

information and to plan how best to present the arguments. Monitor carefully to make sure 

everyone understands all the vocabulary. Note that key terms such as slotting fees and above-

the-line advertising are explained in the texts.

When everyone is ready, make sure everyone knows how the role play will run: first, BSA will 

make a proposal. Then J-Mart will ask lots of questions to clarify the proposal. Next, J-Mart 

will make a counter-proposal. Finally, BSA will ask questions. Each of these stages should take 

around ten minutes, adding up to around 40–45 minutes. The actual negotiation will not 

take place during this role play (although of course you may decide to allow the role plays to 

continue if they are going well).

Monitor carefully during the negotiation for the effectiveness of the language and techniques 

used. At the end, trainees use the forms to give each other feedback. Finally, give and elicit 

feedback from the class.