International Negotiations

3 

 2.11 

Trainees work in pairs to make the extracts more persuasive. Make sure they know 

to use one or more of Hogan’s ‘words that change minds’ in each extract, and to make any 

necessary changes in punctuation and word order. After you have played the recording, 

discuss any alternative versions your trainees came up with.

4 

Trainees work alone to complete the matching exercise. When you check with the class, make 

sure everyone understands all the words by eliciting some other examples of each approach. 

Note that example c is intended to be humorous, and would never be used in a negotiation.

5 

Make sure everyone understands the words subordinate (= someone that is lower than you 

in a hierarchy) and peer (= someone on the same level as you). Trainees then discuss the 

question in pairs. After a few minutes, open up the discussion to include the whole class.

6 

Trainees discuss the question in pairs and then share their ideas with the class. If trainees are 

not yet involved in regular negotiations, they should imagine the type of negotiations that 

they make take part in during their careers.

7 

Trainees discuss the quote in pairs, using real-life examples where possible. Trainees then 

compare their ideas with those in the commentary on page 73.

8 

Go through the instructions and the examples with the class. Elicit from the class a range of 

auxiliary verbs and intensifying adjectives and adverbs (see Language notes below). Trainees 

then work in pairs to make the statements more forceful. Discuss the answers with the class, 

but avoid confirming suggestions until after exercise 9.

Language notes

•  Auxiliary verbs are those which give grammatical information that is not given by the 

main verb.

•  Intensifying adjectives make the meaning of a noun stronger. They include words like 

absolute, incredible, key, etc.

•  Intensifying adverbs make the meaning of an adjective or another adverb stronger. They 

include words like really, very, absolutely, etc.

•  Note that intensifying adverbs often come after an unstressed auxiliary verb (e.g. That 

would really help), but when the auxiliary is stressed, the adverb comes first (e.g. That 

really would help).