International Negotiations

International Negotiations Trainer’s Notes © Cambridge University Press 2012

www.cambridge.org/elt/internationalnegotiations

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5A Questioning techniques

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6 

Go through the rules of the game on page 88 with the class. You may want to act out the 

first dialogue with a volunteer as an example. Make sure they realise that they can continue 

each dialogue beyond the two questions given – this should generate some very humorous 

dialogues. Allow plenty of time for the game. Afterwards, go through the questions with the 

class, and ask some pairs to act out their extended dialogues for the class. Students compare 

their questions with those in the key on page 66. Finally, discuss with the class how useful this 

technique is, and at what stage it feels as if they are overdoing it.

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

take turns to ask the first question in each dialogue.

7 

Trainees work alone to complete the questions. When you go through the questions with the 

class, make sure trainees know that not all What sort of ...? questions end in a preposition. You 

could elicit some more examples of What sort of ...? questions and write them on the board, 

e.g. What sort of price can you offer? What sort of quantity did you have in mind?