International Negotiations

International Negotiations Trainer’s Notes © Cambridge University Press 2012

www.cambridge.org/elt/internationalnegotiations

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7B The bargaining zone

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8 

Distribute the feedback forms (see page 111 and 

www.cambridge.org/elt/

internationalnegotiations

) and go through them with the class so that everyone knows what 

to focus on in the role play. Make sure they also know not to turn the negotiation into a 

haggling match. Note that if you have a fairly small class, you could bring some real objects 

to represent the antiques (e.g. a mug to represent the tankard) or photos of antiques. This 

will make the role play more realistic and add a physical element, where trainees can actually 

move the objects (or photos) around during the role play.

Divide the class into pairs and assign roles. Monitor carefully while trainees are familiarising 

themselves with their roles, to make sure they fully understand everything. Allow around 

twenty minutes for the role plays. Monitor carefully for language and the effectiveness of the 

skills from this module. At the end, trainees use the forms to give each other feedback. Open 

up the discussion to include the whole class, to discuss the outcomes of the role plays and to 

give your own feedback, focusing mainly on whether win–win outcomes were reached.

If you have an odd number of trainees, you will need to have a group of three, where the 

‘customer’ role becomes a pair of customers (e.g. a married couple). Afterwards, you could 

discuss with the class whether it was easier or harder to negotiate as part of a team.