In a negotiation, it’s very important to know when to speak, when to ask and when to listen. Here students rank and discuss the stages of negotiation, do a reading activity and look at negotiations vocabulary, examine question types, then finish with a role play to practise clarifying, summarising and responding.

Topic: Negotiations, questioning and clarifying


  • To discuss the typical stages in a negotiation, and the reasons for structuring a negotiation in this way;
  • To examine the importance of asking different types of questions to clarify and probe;
  • To teach some useful phrases for clarifying, summarising and responding;
  • To provide practice and feedback of the situation of checking and responding to the other party’s position statement. 

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