International Negotiations

Extension activity 1

Draw trainees’ attention to the four examples of negotiations mentioned in the second 

paragraph (negotiating a pay rise with your boss; arguing over a price rise with a 

key supplier; buying time to complete a difficult project; renegotiating the terms of 

a multimillion-dollar contract). Students discuss in pairs which of the four types of 

negotiation they have taken part in or will need to take part in, and which they would find 

the most stressful to do in their language or in English.

Extension activity 2

Discuss the Victor Kiam quote with the class. Elicit why a negotiator must be part Sherlock 

Holmes, part Sigmund Freud.

Suggested answers

•  Negotiators need to be like a detective (Sherlock Holmes was a famous fictional late-

19th century detective), in order to work out what the other person wants and is 

prepared to accept. They also need to research their own interests carefully in order to 

plan their strategy.

•  They need to be like a psychologist (Sigmund Freud was a renowned early-20th century 

psychologist, i.e. someone who studies the mind and human personality), because they 

need to understand how the other person is thinking, and also try to work out the best 

way to influence the other person.