When we think of negotiations, we tend to focus on the hard negotiating skills connected with bargaining. In fact, many professional negotiators will confirm that the most important skill is effective relationship building.
 
If there is trust and understanding between the two parties, the negotiation will be much more successful, as will the long-term business relationship between them. In this lesson students start with a quiz which leads into a reading activity. Then they look at language in dialogues and finish with a role play.
 
Topic: Negotiations and building relationships
 
Aims:
  • To discuss the importance of building relationships in negotiations;
  • To teach some useful phrases for a range of relationship-building techniques;
  • To analyse an example of relationship-building in practice;
  • To provide practice and feedback of the situation of building a relationship in a negotiation.
 
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