1. Review/Overview Preparation Opening a negotiation:
Greetings, introductions, small talk, hosting
Transition to negotiation:
Setting agenda
Establishing good lines of communication:
Listening, questioning, clarifying interests

2. What we’re doing today Video analysis Pair practice of language points
Negotiation in groups of 4 or 5
Guest Speaker Rick Simons

4. What went wrong… Everyone has own agenda, no common direction
Not much real listening going on
No one working together, even teams
No one leading an effort to keep focus
Negative tone, body language

5. What went right… Clear evidence of real listening
Francoise asking ‘on topic’ questions that elicit further information and clarification
Karen manages interruptions politely but clearly so that focus is maintained
Karen and Andrew working as a team

6. Practice
In pairs, have a 10 minute discussion in which you both share your opinions on the following topic:
Do you think the US is going in the right, or the wrong, direction?
Listener should practice using expressions of interrupting, asking questions. Speaker should practice clarifying.

7. Negotiation Practice
Situation: Negotiating a smoking policy in your office. See page 14 for diagram.
Details: Refer to individual sheet from me
Groups of 4-5, two teams

8. Preparation (10 minutes)
First, separately prepare for the negotiation in your respective teams (A and B), (C, D and E). Make brief notes on your negotiation worksheets.

9. The Negotiation (20 minutes)
Greetings
Choose someone to set agenda (objective, procedure)
Present and discuss respective interests (listen and ask questions)
Present and discuss possible options (listen and ask questions)
Come to an agreement OR agree on next step