International Negotiations

Background notes

•  The photocopier experiment and the power of because are explained fully in the book 

Yes! 50 Scientifically Proven Ways to Be Persuasive by Noah Goldstein, Steve Martin and 

Robert Cialdini.

•  The importance of the word imagine is explained fully in Words that Work by Dr 

Frank Luntz (see Background note above), where it comes top of the list of the most 

powerful words.

International Negotiations Trainer’s Notes © Cambridge University Press 2012

www.cambridge.org/elt/internationalnegotiations

PhotocoPiable

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Professional English

International 

Negotiations

Trainer’s Notes

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Extension activity

Write the seven words on the board. Trainees work in pairs to remember as much as they 

can about the words, without looking back at the commentary, and discuss why they think 

they are so effective. After a few minutes, open up the discussion to include the whole class.