International Negotiations

International Negotiations Trainer’s Notes © Cambridge University Press 2012

www.cambridge.org/elt/internationalnegotiations

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18

1B Preparing to negotiate

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Relationship-building

2A

Quote

Ask trainees to read the two quotes to find the connection between them. They should 

also identify the most important difference between them. Discuss the answers with the 

class.

Answers

Both quotes highlight the importance of personalities and relationships. Difference: the 

first quote is speaking to you as the person who chooses to negotiate, and focuses on 

whether you like the other person, while the second focuses on whether the person who 

chooses to negotiate likes you.