Lesson plan

Teacher Nazarova Kamila

Date October 2024
Discipline Professionally oriented English language
Fields Economics, Management and Marketing
Lexical theme
Topic Lecture 2. Negotiating

Aim of learning 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.
Main lesson:
All students Students will learn Negotiation: Conflict Resolution skill steps: S.L.I.D.E.
Students will role play the skill steps of Negotiation
Students will Practice procedures for peaceful resolution of conflicts.

Stages Time Teacher’s activity

I. Organization 5 min -greets the students
moment -checks up the attendance of students
-pays students’ attention to the lesson
- makes a good atmosphere
-checks up homework
II. Introduction 5 min
When we think of negotiations, we tend to focus on the hard negotiating skills
Lead-in 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.

III The main stage Warm up. Negotiations quiz

Main lecture Main lecture presentation

Vocabulary Part 1. Read the language in the boxes and discuss:

a. how the sentences could be completed;
b. what the follow-on sentence or comment might be;
c. in what kind of negotiation you might use these sentences.

Part 2. Read the phrases and idioms below and match them with their
definitions

1. Stick to your guns- to refuse to change your beliefs or actions:

 My parents didn’t want me to be an actor, but I stuck to my guns.
2. Drive a hard bargain- to strongly defend a position that is very much
to your advantage when reaching an agreement:
He drives a hard bargain, but we finally made a deal.

3. Reach a stalemate- a situation in which neither group involved in

an argument can win or get an advantage and no action can be taken:

Tomorrow's meeting between the

two leaders is expected to break a diplomatic stalemate that has lasted for
ten years.
Despite long discussions,the workers and
the management remain locked in stalemate.
4. Go down to the wire- until the last moment that it is possible to do
something: go down to the wire
I think the election will go right down to the wire (= be won at the
last moment).

5. A gentlemen’s agreement- an agreement that is based on trust and is

not written down
He and his builder have a gentleman's agreement that if there are spare
materials left after working on the flat, the builder can take them home.

6. A sticking point- a subject that is

very difficult to reach agreement about:
Dividing up the land is the main sticking point of the peace talks.
7. Play cards right- to do the correct things
to achieve the desired result:
If you play your cards right, you could make a lot of money out of this.
8. Upper hand- If you have the upper hand, you have more power than
anyone else and so have control:
After hours of fierce negotiations, the president gained/got/had the upper hand.

Part 3. Complete the sentences with the correct phrases.

 Keys:

https://www.youtube.com/watch?v=Z3HJCQJ2Lmo
Video activity

Speaking Part 1. Answer the question below

Share a time when you had to negotiate with someone. Describe the situation and
the results.

Part 2. Role Play with card

Students A and B, read Character card and role information card. Student C is
the observer and should listen carefully, making notes throughout the negotiation.
Using the observer’s notes, reflect and comment on how well students carried out
the negotiation.
Reading Part 1. Take set of cut-up paragraphs of a text and then spend around five
minutes matching the paragraphs with the questions in Warm up1.
Answers: 1D 2F 3B 4A 5E 6C

Part 2. Relationship-building techniques. Match the techniques for building

relationships on the left with the explanations on the right.
 Answers:1b 2e 3d 4a 5f 6c

Speaking 2. Part 1. Dialogues Fiona Jackson is in Munich to negotiate the sale of up to five
large industrial packaging machines to a large manufacturing company. Read
these three extracts from her conversation with Hans Braun, the Director of
Operations. Answer the questions for each extract.

Extract 1.
1. How do Hans and Fiona flatter each other? What adjectives do they use?
2. How do they respond to each other’s flattery? What grammatical structure
do they both use?
3. Why do you think they focused on flattering each other’s companies?
Extract 2.
4. What do you think of Hans’s opening question? How else could he start a
conversation to find things in common?
5. How many things in common did they find?
6. What phrases do they use to show interest?
7. What techniques did they use to echo what the other person said?
8. What example of generosity and gratitude is in the conversation?
9. How easy would it be for Hans and Fiona to continue this conversation? Why?

Extract 3.
10. What is the main example of generosity in this conversation?
11. How does Hans add a personal touch?
12. How does Fiona express gratitude? What do you think of the two techniques
she uses?
Part 2. Practice Work in pairs. Use these ideas to role-play similar
conversations. Invent any details you need (e.g. the name of the city). Try to use
the six relationship building techniques as often as you can – but make sure you
don’t sound artificial! Try to keep each conversation going for at least two
minutes. When you’ve finished, swap roles and repeat the role-plays.
Listening https://english-practice.net/practice-listening-business-english-exercises-for-b1-
logistics/#google_vignette

A. Listen as Anne opens the negotiation with Anders, and answer the
questions.
1 Why does Anne apologise to Anders at the beginning of the meeting?
2 What does Anne suggest are the main items to negotiate?
3 How does Anne suggest that they start the negotiation, and why?

Keys: 1 For pushing (i.e. insisting) to have the meeting at very short notice. It
was urgent for her.
2 Price, cancellation policy and quality.
3 Anders to give his first ideas on these topics, based on previous meetings he
had with his management.

B. Listen as Anne and Anders enter the second step of the negotiation. Note
down the different proposals which they make for each of the three topics.
Keys: Topic 1 (price): Anne – 1.5% increase, Anders – 2% increase
Topic 2 (cancellation terms): Anne – 3 hours advance notice, Anders – 8 hours
advance notice
Topic 3 (quality): Anne – book only 4-star hotels at 3-star price, Anders – no
change

C. Listen as Anne and Anders discuss in more detail. What agreement is

reached on each point?
Keys: Topic 1 (price): 1.5% (review again in the future)
Topic 2 (cancellation terms): 6 hours’ notice for any travel cancellation (allows
same-day cancellation for Anne’s company)
Topic 3 (quality): book only 4-star hotels at 3-star prices, but limit choice to two
hotels per city location

D. Listen as Anne and Anders summarise and close the meeting.

1 Which topic do they make an additional agreement about? What is the
 agreement?
2 How does Anne close the meeting? How effective is it to close the meeting in
this way?
Keys: 1 The 3-star hotel cost agreed is based on an average of 3-star hotel
prices in the city location.
2 Anne focuses back on a personal topic – the trip to Stockholm. On the close of
the negotiation, this is an approach which can work if the negotiation ending is
positive and it matches the general tone of the relationship which exists between
the two negotiating parties.
Vocabulary 2.
Quiz. Choose the best response to complete each of the sentences below.

Keys:
1.-3
2.-2
3.-2
4.-1
5.-3
6.-1
7.-1
8.-3
9.-2
10.-1

To sup up, negotiation and persuasion are a core part of being enterprising, and
IV.Conclusion
that this can apply to a number of situations in our everyday lives, as well as in
the workplace.
These are also crucial skills in a number of work situations in particular, e.g.
 when looking for work, developing a business idea or being successful in a new
job.

Homework
Evaluation

Discuss the topics below about the lesson.

V. Lesson
reflection 1. Did you learn or use any new vocabulary or phrases in this lesson? If so,
what?

2. Did you learn anything new about negotiations? If so, explain.

3. What did you enjoy about the lesson?

4. Is there anything you found difficult about the lesson?