International Negotiations

4 

 2.25–2.33 

Play the recordings for trainees to make notes. They compare notes in pairs and 

listen a second time if necessary before moving on to the question of how they would deal 

with the tactics. Then discuss the tactics and the ways of dealing with them with the class. 

Finally, trainees read the commentary on page 75. You may need to check that everyone has 

understood all the words from the commentary (see Language notes below).

Language notes

•  If you are antagonistic, you are deliberately trying to create a conflict.

•  If you question your price, you doubt whether you are being reasonable.

•  If you ridicule something, you make fun of it.

•  If you recommence negotiations, you start again from the beginning.

•  If you fall for a trick, you allow yourself to be the victim of it.

•  A bluff is an attempt to appear strong when in fact you are in a weak position.

•  If you retaliate, you fight back against the other person.