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• Create Date June 9, 2019
• Last Updated July 13, 2019

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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