International Negotiations

International Negotiations Trainer’s Notes © Cambridge University Press 2012

www.cambridge.org/elt/internationalnegotiations

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6A Exploring interests

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5 

Tell trainees to cover page 24. Trainees read the beginning of the story and discuss possible 

solutions in small groups. Note that the book is very well known, so some trainees may already 

know the solution, in which case ask them to keep quiet for now while the others try to work 

it out. After a few minutes, open up the discussion to include the whole class, but avoid 

presenting the solution at this stage. You may need to check the meaning of the vocabulary 

in the story.

Language note

Quarrelling and bickering both mean arguing, but the words are most commonly used for 

the way children argue over toys, so they suggest a level of childishness on the part of the 

two men.

6 

Trainees read the next part of the story on page 91 and continue their discussion in small 

groups. You may need to check the meaning of draught (British English, American English 

draft = cold air blowing through a window or door).

7 

Trainees read the solution on page 106. They discuss their reactions to it and then share 

their ideas with the class. Try to focus the discussion on the problem-solving technique, i.e. 

how can this solution be applied to other negotiations? (See Suggested answer below). 

You could also elicit whether any other solutions are possible (e.g. open the window and sit 

further away from it; turn the heating down).