International Negotiations

International Negotiations Trainer’s Notes © Cambridge University Press 2012

www.cambridge.org/elt/internationalnegotiations

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7A The bargaining zone

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8 

 2.03 

Go through the instructions with the class. Trainees listen to the extracts to complete 

the task and compare answers in pairs before feeding back to the class. Note that extract 2 

mentions 28 days, which could be taken as payment terms or delivery times. However, as 

payment terms are mentioned in extract 7, assume that extract 2 deals with delivery times.

Extension activity

Write the following questions on the board. Point out that the numbers refer to the 

extract numbers. Trainees discuss the questions in pairs to see how much they remember, 

and then listen to the extracts again to check. They discuss their answers in pairs before 

feeding back to the class.

1 

Why did the first negotiator offer to reduce the price?

2 

Under what circumstances does the second negotiator’s company pay compensation?

3 

In the third negotiation, how much does the credit facility cost?

4 

Why does the fourth negotiator offer to cover transport costs?

5 

Why might the buyer in the fifth negotiation be exposed to changes in the value of the 

yuan?

6 

According to the sixth negotiator, how likely is it that the product will stop working in 

the first year?

7 

What two payment terms does the seventh negotiator offer?

8 

What is the problem identified by the eighth negotiator?

Answers

1  Because he/she wants to do business with the customer again.

2  If there are any unavoidable delays.

3  Nothing – it’s free.

4  Because it’s such a large order.

5  Because the boxes are printed in China.

6  Very unlikely – it shouldn’t happen.

7  A 15% deposit followed by the balance in three months; the total sum in monthly 

instalments over 18 months.

8  They would be locked into a contract for two years.

9 

Trainees work in pairs or groups of three to discuss the pairs of statements. Make sure 

everyone understands the meaning of tentative (= careful, indirect) and pushy (= aggressive, 

direct). After a few minutes, open up the discussion to include the whole class. Focus on 

the underlying reasons for the answers, and how these can be applied more generally (see