Business · Unit 7 · Negotiation

B7A. Reading the room

B2 · 60–75 min · Business English

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Unit 7 · Quote
“Separate the people from the problem.”
— Roger Fisher & William Ury, Getting to Yes · Positions divide; interests connect.
A negotiator across a table watching the other side's reaction
Lesson goals

By the end you will…

  • Diagnose what the other side actually wants — position vs interest.
  • Use past modals (must have / might have / should have) to reason about what happened in the room.
  • Know your BATNA before you walk in — and name it out loud when asked.
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