International Negotiations

 

10 

 2.13 

Go through the example with the class, making sure everyone understands the 

reason for using this technique (i.e. by using questions, you are involving the other person; by 

using a negative question, you are strongly suggesting a positive answer). Positive questions, 

in contrast, are usually understood as genuine requests for information or a decision, e.g. 

Would it be a good idea to come back to this later? Trainees then work in pairs to rephrase 

the statements. After you have played the recording, ask some volunteers to read their 

questions aloud in order to make them sound as persuasive as possible.