International Negotiations

Background notes

•  The quotation at the beginning (... the art of letting the other person have it your way) 

is attributed to the Italian writer Daniele Vare. Vare was referring to diplomacy, but the 

quotation has been widely used to describe persuasion and negotiations.

•  The quotation at the end comes from the title of one of Dr Karass’s books.  

See 

http://www.karrass.com/kar_eng/about.htm

.

Show the class the different elements of the course, as described in the first paragraph. If you 

have Internet access in your training room, use this opportunity to demonstrate some of the 

online resources. If you will have access to a video camera during the course, explain how you 

will use it to record and analyse trainees’ negotiations. Point out that for the course to be as 

effective as possible there needs to be a balance between input (advice from the book, etc.) 

and output (role plays of negotiations) with analysis and feedback.