International Negotiations

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Professional English

International 

Negotiations

Trainer’s Notes

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Suggested answers

1  No more than you would expect the other party to make.

2  The option of walking away from the negotiation.

3  By using phrases like Hypothetically speaking and For the sake of argument, 

let’s imagine ...

4  If you deviate from your opening position very radically (e.g. by agreeing to half the 

price), you will show you were not serious, or did not respect the other person.

5  By not agreeing any points until everything is on the table.

6  Because it will tell the other party exactly how to take advantage of you.

7  In many cultures, certainly not before rapport has been established and the main 

issues are known by both sides.

8  They may become hostile or offended. They may walk away from the negotiation. 

If the negotiation continues, your relationship and reputation will be damaged.