International Negotiations

International Negotiations Trainer’s Notes © Cambridge University Press 2012

www.cambridge.org/elt/internationalnegotiations

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International 

Negotiations

Trainer’s Notes

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2 

Trainees discuss the six Principles in pairs. After a few minutes, open up the discussion to 

include the whole class, but avoid confirming their answers until after exercise 4.

Background note

Cialdini’s book, Influence: Science and Practice, is very well known, so some trainees may 

be familiar with his Principles. Different names for the Principles have been used over 

the years; for example, the 2007 edition of Cialdini’s book has Reciprocation instead of 

Reciprocity, Social proof instead of Consensus, and Commitment and consistency instead 

of Consistency. The online test also has Social proof instead of Consensus.