Negotiations 1: Building relationships

When we think of negotiations, we tend to focus on the hard negotiating skills connected with bargaining. In fact, many professional negotiators will confirm that the most important skill is effective relationship building.

If there is trust and understanding between the two parties, the negotiation will be much more successful, as will the long-term business relationship between them. In this lesson students start with a quiz which leads into a reading activity. Then they look at language in dialogues and finish with a role play.

Topic: Negotiations and building relationships
Level: Intermediate (B2) and above

  • To discuss the importance of building relationships in negotiations;
  • To teach some useful phrases for a range of relationship-building techniques;
  • To analyse an example of relationship-building in practice;
  • To provide practice and feedback of the situation of building a relationship in a negotiation.

Plan components
Lesson plan: download

Worksheets: download

By Jeremy Day

The plans and worksheets are downloadable and in pdf format - right click on the attachment and save it on your computer.

Copyright - please read

All the materials on these pages are free for you to download and copy for educational use only. You may not redistribute, sell or place these materials on any other web site without written permission from the BBC and British Council. If you have any questions about the use of these materials please email us at:


Submitted by zahed46 on Fri, 12/14/2012 - 21:04


Hi,there. All the lesson plans are useful enough for English teachers around the world,But I think it'll be more helpful for users to be provided some of the lesson plans with appropriate MP3 files to motivate the students more.I am an English teacher in Iran,Sanandaj.

Submitted by Saad Salman on Tue, 06/14/2016 - 07:57


Hi, I found all the contents and materials very useful here. In fact, I want to download audios and particularly videos to facilitate my students. Please give me guideline, how can I downloads videos to enhance speaking and listening skills of my learners. Waiting of your prompt reply. Saad Salman English Instructor, Pakistan

Hi, We're glad you find the materials on the site. Currently videos on the site are not available for downloaded, but you can stream them from the website in class, or embed them. I hope that helps, Thanks, Cath

Submitted by muse1 on Tue, 11/15/2016 - 15:13


Used this successfully in an online lesson with an intermediate class – thank you British Council!

Research and insight

We have hundreds of case studies, research papers, publications and resource books written by researchers and experts in ELT from around the world. 

See our publications, research and insight

Sign up to our newsletters for teachers and teacher educators

We will process your data to send you our newsletter and updates based on your consent. You can unsubscribe at any time by clicking the "unsubscribe" link at the bottom of every email. Read our privacy policy for more information.