International Negotiations

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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The bargaining zone

7A

Quote

Trainees close their books. Read the quote aloud apart from the last word (In a successful 

negotiation, everybody ...). Discuss with the class how the quote might end. Trainees then 

look in their books to check.

1 

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

include the whole class.

Extension activity

Trainees read the commentary on page 70 to find three names for this approach, one 

criticism of it and one alternative approach.

Answers

•  Names: ‘win–win’, ‘mutual gain’, the ‘Harvard method’.

•  Criticism: it is an idealistic view.

•  Alternative: a tougher ‘hardball’ approach to get exactly what you want.

Background note

The Harvard method is a reference to the Harvard Negotiation Project, (HNP), at Harvard 

Law School, which is closely associated with the authors of the book Getting to YES, 

Roger Fisher, William Ury and (for the second edition) Bruce Patton. See 

http://www.pon.

harvard.edu/category/research_projects/harvard-negotiation-project/

.