International Negotiations

7 

 1.27 

Go through the instructions with the class. Play the first part of the recording, up to 

the pause. Trainees then discuss in pairs what they would do in this situation. Elicit a range of 

ideas from the class. Then play the rest of the recording for trainees to check.

Extension activity

Discuss the solution with the class in terms of how it fits in with the five stages from 

exercise 4.

Suggested answers

•  First negotiator takes an inflexible position: Five fifty. And that’s my final offer!

•  Second negotiator probes with a question: Excuse me for asking, but why do you need 

so many chocolate bars?

•  First negotiator reveals the interest behind their position: They’re for my dogs ... But I’m 

not paying seven pounds for dog treats.

•  Second negotiator generates an interest-based option: ... I have a box of damaged ones 

in the store room I can let you have for 15p each. Your dogs won’t mind, will they?

•  First negotiator shows more flexibility: One happy customer, four happy Rottweilers ...