International Negotiations

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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Exploring interests

6A

Quote

Trainees read the quote to find two things that negotiators need to do. Check that 

everyone understand the meaning of probing questions (= questions which focus on 

finding out more details).

Answer

Ask probing questions and then listen.

1 

Trainees discuss the four questions in small groups. After a few minutes, open up the 

discussion to include the whole class. You could discuss how the advice here relates to the 

advice from Module 1A exercise 7, that it can sometimes be appropriate to interrupt people 

(see Background notes below).