Negotiating Without Giving In

CREATED BY
Eman Darawshi

 

OBJECTIVES

  • 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"

 

TIME REQUIRED IN CLASSROOM

50 min Total:

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

 

LEAD-IN / PREP

Link to video:
https://www.youtube.com/watch?v=l7ko1FtEKUk

 

ACTIVITIES

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”.

 

VOCABULARY / GRAMMAR

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

 

REFLECTION

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.


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Negotiating Without Giving In

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  • July 13, 2019 Last Updated