Bargaining & Concessions

B2 · Upper-intermediate1 hr 6 minBusiness EnglishLesson 2 of 8 · Outline

Aims

Goal: trade concessions so every give wins a get — bargain inside the ZOPA with model trades and a live rent negotiation.

The lesson, stage by stage

  1. Warm up5 min

    Warm-up: Never give without getting

    2 warm-up questions

  1. Reading10 min

    Reading: The Give and Take of Bargaining

    Read a 223-word text about The Give and Take of Bargaining

  2. Vocabulary8 min

    Vocabulary: Bargaining Vocabulary

    7 items

  3. Framework6 min

    Framework: ZOPA: Zone of Possible Agreement

    ZOPA (Zone of Possible Agreement), 4 steps

  4. Reading10 min

    Reading: Three model trades

    Read a 280-word text about Three model trades

  5. Practice7 min

    Practice: Bargaining Phrases

    Gap-fill exercise, 5 items

  6. Dialogue10 min

    Dialogue: Bargaining Over a Contract

    Role-play: You're negotiating the terms of a supply contract. The other party wants a lower price, and you want a longer commitment. Practice trading concessions strategically. (8 lines)

  7. Discussion10 min

    Discussion: Your mission: the rent negotiation

    3 discussion questions

Open the full lesson

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Target vocabulary

In a Tuton account these words become your student's vocabulary deck, so they come back in practice between lessons.

concessionleveragebottom linecounterofferdeadlockmutualwalk away

This plan comes from the Negotiations & Persuasion course in the Tuton library. Browse all free lesson plans.