International Negotiations

International Negotiations Trainer’s Notes © Cambridge University Press 2012

www.cambridge.org/elt/internationalnegotiations

PhotocoPiable

50

Professional English

International 

Negotiations

Trainer’s Notes

---

Answers

•  Thai speaker: rather independent; land of the free; practical and determined; you win 

today; pay for your victories; share your victory

•  Russian speaker: be pushed around; no real authority; stand firm; the loser; tough 

negotiators; win–win solution

3 

Go through the instructions with the class. Tell trainees that the words and phrases are given 

in the same order as they appear in the text. Trainees then read the article to find them 

and to compare their answers in pairs. Afterwards, go through the answers with the class. 

You could elicit from the class some real-life issues that have high value to one person in a 

negotiation but which may cost the other person very little (e.g. the buyer may be dependent 

on a very quick delivery. The seller may have spare capacity to meet that order quickly, and 

may even be keen to deliver as quickly as possible, but may decide to use delivery time as a 

variable in the negotiation.)