Negotiating Without Giving In

Eman Dawarshi - Pathways Teachers Fellow 2017-2018
  • Version
  • Download 884
  • File Size 114.02 KB
  • File Count 1
  • Create Date June 9, 2019
  • Last Updated July 13, 2019

Negotiating Without Giving In

Eman Darawshi



  • Illustrating the term "Negotiation" by exposing students to a real-life situation
  • Enhancing students' communicative and spoken skills
  • Teaching students new lexis related to the theme "Negotiation"



50 min Total:

  • 5 min video
  • 5 min Target words
  • 30 min Discussion questions
  • 10 min Writing task (Draft)



Link to video:



Show students video. Note: It is preferable to give students the target language before showing them the video because this facilitates understanding the scene better instead of replaying it twice.


Questions for discussion:

  • Describe what is happening in the video. Who are the characters?
  • What might be each one's interests (Steve Job's interests and Paul's)?
  • Which character has the weaker position? Is this weakness clearly shown?
  • Give an example of one statement that shows a point of strength.
  • Have they reached a solution or made a decision?
  • What are each of their Best Alternatives to a Negotiated Agreement (BATNA*).
  • Did they refer to objective standards of legitimacy to further their point of view. If yes, how? If not, what is the result?

* BATNA  is a term coined by Roger Fisher and Willaim Ury in their best seller “Getting to Yes: Negotiation without Giving in”.



Negotiation, position, CEO, strategy, interest, investment, agreement



Steve Jobs sent his wife an email telling her about the whole incident: his initial goal, how he managed to convince Paul to agree, and the strategies he used to achieve his goal. Write this Email, including all points mentioned above.

Attached Files

Negotiating Without Giving In.pdfDownload