Cross-Cultural Negotiation
Aims
Goal: run a negotiation where the other side's silence, indirectness and decision-making rhythm differ from yours — probe the soft 'no' with checking-assumptions language, reshape the deal, and close without forcing.
The lesson, stage by stage
- Warm up5 min
Warm-up: Reading the other side of the table
2 warm-up questions
- Reading10 min
Reading: The deal that dies politely
Read a 225-word text about The deal that dies politely
- Vocabulary8 min
Vocabulary: Cross-Cultural Negotiation Vocabulary
7 items
- Framework6 min
Framework: The Patient Probe
The Patient Probe, 4 steps
- Reading10 min
Reading: Three model negotiations
Read a 335-word text about Three model negotiations
- Practice7 min
Practice: Negotiation Styles Around the World
Matching exercise, 6 items
- Practice7 min
Practice: Fix the Negotiation Missteps
Error-correction exercise, 4 items
- Dialogue10 min
Dialogue: A Cross-Cultural Negotiation
Role-play: You are negotiating a partnership agreement with a Japanese company. This is the third meeting—the first two were focused on relationship-building. Now the substantive discussion begins. (9 lines)
- Discussion10 min
Discussion: Your mission: take the table
3 discussion questions
Open the full lesson
The remaining 8 stages of this lesson, with the procedure, the examples and the exercises, are included with Starter, along with the interactive version you can teach from. Lesson 1 of this course is free: the full plan is on this site, and a free account opens it in the interactive player.
Target vocabulary
In a Tuton account these words become your student's vocabulary deck, so they come back in practice between lessons.
This plan comes from the Cross-Cultural Communication course in the Tuton library. Browse all free lesson plans.