Negotiation Phrases
Aims
Goal: disagree with a term-sheet term in one diplomatic turn — acknowledge the investor's concern, anchor with comparable data, propose an alternative.
The lesson, stage by stage
- Warm up5 min
Warm-up: Disagree like a diplomat
2 warm-up questions
- Reading10 min
Reading: Negotiation Phrases
Read a 269-word text about Negotiation Phrases
- Vocabulary8 min
Vocabulary: Negotiation Phrases Vocabulary
8 items
- Reading10 min
Reading: Two model negotiations
Read a 281-word text about Two model negotiations
- Practice7 min
Practice: Practice: Improving Negotiation Language
Error-correction exercise, 4 items
- Practice7 min
Practice: Practice: the diplomatic turn
Gap-fill exercise, 6 items
- Practice7 min
Practice: Match the situation to the phrase
Matching exercise, 6 items
- Dialogue10 min
Dialogue: Role Play: Negotiating Key Term Sheet Terms
Role-play: You're in a follow-up meeting with an investor to negotiate specific terms in the term sheet they sent over. You need to advocate for founder-friendly terms while maintaining the relationship. (4 lines)
- Discussion10 min
Discussion: Your mission: three terms, three turns
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 Term Sheets & Negotiation course in the Tuton library. Browse all free lesson plans.