International Negotiations

International Negotiations Trainer’s Notes © Cambridge University Press 2012

www.cambridge.org/elt/internationalnegotiations

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7A The bargaining zone

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The bargaining zone

7B

Quote

Read the quote aloud to the class. Trainees will discuss the question in exercise 1 and hear 

the suggested answer in exercise 2.

1 

Trainees discuss the question in pairs or small groups. After a few minutes, open up the 

discussion to include the whole class. Avoid confirming or rejecting ideas at this stage. You 

could also discuss with the class the opposite question: What is the best thing you can do to a 

negotiator?