International Negotiations

International Negotiations Trainer’s Notes © Cambridge University Press 2012

www.cambridge.org/elt/internationalnegotiations

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6A Exploring interests

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Background note

The line Go ahead, make my day comes from the 1983 American film Sudden Impact, 

and is spoken by San Francisco police detective ‘Dirty’ Harry Callahan (played by the actor 

Clint Eastwood) in a high-stakes negotiation involving a hostage and guns. He frequently 

calls villains punk (= American English slang for ‘a worthless human being’) as a term of 

abuse. We can work it out is the name of a song by the British 1960s band, The Beatles.

 

11 

Distribute the feedback forms (see page 111 and 

www.cambridge.org/elt/

internationalnegotiations

) and go through them so that everyone knows what to focus on 

in the negotiation. Divide the class into groups of three and allocate roles. Allow around five 

minutes for speakers 1 and 2 to read their roles on pages 91 and 106 to plan what they will 

say. The third trainee reads both roles. Make sure everyone understands the key vocabulary 

from their notes (e.g. to take the credit for somebody’s work). When everyone is ready, 

trainees role play the negotiation. Monitor carefully during the role plays, and be ready to 

provide feedback on the effectiveness of the techniques from this module. After around ten 

minutes, stop the negotiations, and tell trainees to give each other feedback. Then, discuss 

the outcome of the negotiation with the class, including your own feedback.

If you don’t have a multiple of three trainees, you could have one or two groups of two, with 

no observer.