Closing the deal
10
Quote
Trainees read the quote to find two risks in closing a negotiation. Discuss with the class
any real-life examples they can think of where a negotiation was too long or too short.
Answer
• Losing gains you’ve acquired.
• Not acquiring all that you could have gained.
1
Make sure everyone understands the phrases loose ends to tie up (= small details which need
to be agreed on), hammered out (= discussed thoroughly and decided on) and the ink’s dried
(= the contract has become legally binding). Trainees discuss the questions in pairs. After a
few minutes, open up the discussion to include the whole class.
2
Trainees discuss the questions in pairs and then share their ideas with the class.
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