International Negotiations

Extension activity

Trainees work in the same pairs as in the extension activity after exercise 6. They use the 

phrases from exercise 7 to present their agendas to another pair. The other pair should 

make notes and try to introduce at least five changes to the agenda, again using the 

phrases from exercise 7. Allow around five minutes for the negotiation about the agenda. 

They then swap roles to negotiate over the second pair’s draft agenda.

 

10 

Distribute the feedback forms (see page 110 and 

www.cambridge.org/elt/

internationalnegotiations

) and go through them with the class so that everyone knows what 

to focus on. Then tell trainees to read the notes on page 85. Allocate roles. Allow around 

five minutes for trainees to plan their priorities before they work together to establish a 

procedure. Make sure trainees know to use the phrases from exercise 7 in their discussions, 

and their aim is only to establish the procedure, not conduct the negotiation itself. Monitor 

carefully during the role plays for language and for the effectiveness of trainees’ negotiating 

skills. After around five minutes, trainees use the feedback form to discuss each other’s 

performance. Finally, ask some pairs to report back on their negotiations, and give and elicit 

feedback. Use the commentary on page 64 to check that trainees covered all the most 

important points.

If you have an odd number of trainees, you will need to have a group of three, where the 

third trainee is the buyer’s lawyer/accountant/assistant.