International Negotiations

Extension activity 1

Trainees read the possible solution in the commentary on page 68 to compare it with 

their own solutions. Use these questions to focus the discussion.

1 

How acceptable would it be for Speaker 1 (the boss) to play the role of mediator in 

your culture?

2 

Do you agree with the analysis of the two parties’ interests?

3 

Look at the suggested five-point solution. Do you think both sides compromise in any 

way? Who compromises more?

4 

Do you think this is the best solution? What would you do about Dr Jimenez’s 

suggested improvements?

5 

In your culture, how much power does a subordinate have in a negotiation with his/

her boss? Would it be better for the boss simply to be able to impose his/her solution?