International Negotiations

Suggested answers

1  dissatisfaction

2  scepticism

3  acceptance

4  immovability

5  hostility

6  impatience

7  tiredness

8  uncertainty

9  stress

 

10  resistance

 

11  boredom

 

12  aggression

 

13  indecision

 

14  deception

Extension activity 2

Trainees test each other in pairs by demonstrating examples of body language from the 

pictures. Their partners should try to read their body language and choose an appropriate 

phrase, ideally without looking at page 86. Allow plenty of flexibility in trainees’ answers – 

they do not have to use exactly the same words as on page 86. Afterwards, give and elicit 

feedback on the responses to body language.

International Negotiations Trainer’s Notes © Cambridge University Press 2012

www.cambridge.org/elt/internationalnegotiations

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4A The proposal stage

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The proposal stage

4B

Quote

Trainees read the quote to identify the key decision in a negotiation and Tim Hindle’s most 

important advice.

Answers

•  The key decision is whether to speak first.

•  The advice is to summarise the other party’s proposal rather than respond immediately.

1 

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

discussion to include the whole class. Then tell trainees to compare their answers with the 

commentary on page 65.