International Negotiations

International Negotiations Trainer’s Notes © Cambridge University Press 2012

www.cambridge.org/elt/internationalnegotiations

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9A Handling breakdowns

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Handling breakdowns

9B

Quote

Trainees read the quote to find four -ly adverbs which describe how we should negotiate. 

Briefly discuss with the class what they mean and what William Ury says about each 

of them.

Answers

•  Try to see the situation objectively.

•  Evaluate the conflict calmly.

•  Think constructively.

•  Look for a mutually satisfactory way to resolve the problem.

1 

Make sure everyone understands the meaning of momentum (see Background note 

below). Trainees then discuss the questions in small groups. After a few minutes, open up the 

discussion to include the whole class. If trainees have difficulty remembering the term BATNA, 

refer them to Module 7C.

Background note

In physics, momentum is calculated as mass times velocity (speed). It is what keeps a 

fast-moving heavy object (such as a bus) moving forward, even when there is no force 

being applied to it. Metaphorically, a negotiation (or other process) acquires momentum 

(= positive energy, power) as it makes progress, and often this momentum can be enough 

to push the negotiators to finalise the deal.