International Negotiations

International Negotiations Trainer’s Notes © Cambridge University Press 2012

www.cambridge.org/elt/internationalnegotiations

PhotocoPiable

46

Professional English

International 

Negotiations

Trainer’s Notes

---

2 

 1.25 

Trainees read the questions and work in pairs to predict what the three negotiators 

might say about them. Then play the recording. Trainees discuss their answers in pairs 

before feeding back to the class. Finally, tell trainees to read the commentary on page 69 to 

compare it with their answers.

Language note

In this context, soft is seen as a positive word: soft selling (= selling by asking lots of 

questions) is an effective sales technique. In Module 6A (exercise 10), soft is used in 

a negative sense: soft negotiating (= putting agreement at all costs before your own 

interests) is a poor technique.