International Negotiations

International Negotiations Trainer’s Notes © Cambridge University Press 2012

www.cambridge.org/elt/internationalnegotiations

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65

8B Powers of persuasion

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Background notes

In addition to the answers given in the key on page 74, statement c could also apply 

the Principle of Consensus, as it shows that other people think the product is good. 

Statements d, g and i could also apply the Principle of Liking: the speaker is drawing 

attention to their friendship. Statements g and j could also apply the Principle of 

Consistency: in g, the potential client is more likely to remain a client after the 

three-month trial; in j, the speaker is drawing attention to the buyer’s previous willingness 

to buy.

7 

Trainees work alone to underline the useful phrases. They compare answers in pairs before 

feeding back to the class. Write the most useful phrases on the board. Elicit some other ways 

of continuing each phrase.