International Negotiations

4 

 1.26 

Trainees go through the six conversations in pairs to identify and make sure they 

understand the first four elements in each. You may need to do the first one as an example 

with the class:

1 

The inflexible position is that the price is too high.

2 

The question focuses on the lack of flexibility, rather than the price itself.

3 

The interest is to stay within the annual budget.

4 

The interest-based option is to defer payment.

Trainees then work in pairs to replace the phrases in bold. Finally, go through the answers 

with the class.

International Negotiations Trainer’s Notes © Cambridge University Press 2012

www.cambridge.org/elt/internationalnegotiations

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6B Exploring interests

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