International Negotiations

6 

 2.52

  Trainees work in pairs of groups of three to take turns to emphasise one benefit. Then 

elicit from the class a range of ways of emphasising each benefit. Finally, play the recording 

for trainees to compare it with their ideas.

Extension activity

Trainees repeat the activity, this time with the useful phrases covered, so that they have to 

try to remember as many of the phrases as possible.

Quote

Trainees read the quote to find which key negotiating concept it relates to.

Suggested answer

BATNA (Best Alternative To a Negotiated Agreement – if there is no alternative then you 

must be prepared to walk away from the deal)

7 

 2.53

  Make sure everyone understands the meaning of clinch the deal (= close or finalise 

the agreement) and upbeat (= positive, optimistic). Trainees then work in pairs to read one or 

both of the closes in an upbeat way. Play the recording for trainees to compare it with their 

versions. Finally, ask some volunteers to read their closes aloud.

Extension activity

Trainees close their books. Play the recording again, pausing in the middle of each 

sentence to elicit from the class how the close continues (e.g. Well, ladies / and 

gentlemen. I think that’s about as / far as we can go). Trainees can repeat the activity in 

pairs, with one trainee reading the beginning of a sentence for their partner to finish.

Final negotiation activity 

The full and final negotiation activity, 

The East Africa Tender, can be found online in the 

Resources section at 

www.cambridge.org/elt/internationalnegotiations

. You can download the 

activity for your trainees, along with a feedback form and full Trainer’s notes.

International Negotiations Trainer’s Notes © Cambridge University Press 2012

www.cambridge.org/elt/internationalnegotiations

PhotocoPiable

78

10 Closing the deal