International Negotiations

Extension activity

Tell trainees to read the commentary on page 60 to compare it with their ideas. They 

should also identify what it says about each of the types of preparation listed in exercise 1. 

When you check the answers with the class, you could use the commentary to generate 

further discussion (e.g. examples of the various situations from your trainees’ own 

experience). Note that the commentary introduces a number of key concepts for the topic 

of negotiations (see Background notes below) which you can also discuss at this stage.

Answers

•  Goals: the most critical part of your preparations. Opening proposal should be realistic 

but ambitious.

•  Alternatives: the different ‘packages’ you can offer as part of a deal; what you’ll do if you 

fail to reach a deal.

•  Background research: on the company you hope to do business with; on their 

competition; your own competition.

•  Team-building: selecting the optimal combination of personalities and expertise can 

make or break your deal-making capacity. Look out for knowledge gaps or doubling up 

of roles.

•  Venue selection: if on your territory, you can set things up your way. If on theirs, you’ll 

have to adapt.

•  Cultural factors: do your homework, know what to expect, but don’t over-react as this 

may give away your own expectations and put you at a disadvantage.