International Negotiations

Suggested answers

1  The main piece of advice is: find a common bond.

2  Defensive: while being criticised. Confrontational: in a negotiation which has a lot of 

‘history’, i.e. past conflicts. Apprehensive: when there is a lot at stake.

3  They will like you more, and that could be good for your negotiation.

1 

Trainees discuss the questions in small groups. After a few minutes, open up the discussion to 

include the whole class. Make a list of safe and risky topics on the board. Finally, trainees read 

the commentary on page 62 to compare it with their ideas.