International Negotiations

International Negotiations Trainer’s Notes © Cambridge University Press 2012

www.cambridge.org/elt/internationalnegotiations

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2B Relationship-building

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Establishing a procedure

3

Quote

Read the quote aloud. Elicit from the class if anyone has experience of a negotiation of the 

sort Kennedy describes, and what the best way of dealing with such a situation might be.

Suggested answer

If they really are not willing to bring anything at all to the negotiating table, then you 

could refuse to negotiate as well – but at the same time put pressure on them by making 

sure others know it is the other party who is at fault.

1 

Trainees discuss the question in small groups, using examples where possible. Point out 

that the obvious answer is ‘it depends’, so trainees should discuss what it depends on. After 

a few minutes, open up the discussion to include the whole class. Trainees then read the 

commentary on page 63 to compare it with their ideas.