Module 4 Unit 4.2 Lesson 2 - Handling Difficult Negotiations

 LESSON 2 (50 Minutes)

Topic: Handling Difficult Negotiations

Objectives

Students will:

• Handle objections professionally
• Stay calm under pressure
• Use diplomatic responses
• Practice conflict reduction

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Lesson Flow

1. Review Activity (5 minutes)

Quick review game.

Teacher says situations.
Students respond with negotiation phrases.

Example:
Teacher:
“The client says your product is too expensive.”

Student:
“I understand your concern…”

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2. Teaching: Handling Objections (10 minutes)

Introduce objection-handling techniques.

Objection	Professional Response
“Too expensive”	“Let’s explore options that fit your budget.”
“Delivery is too slow”	“We may be able to adjust the schedule.”
“We need better terms”	“Could you clarify which terms concern you most?”

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Teacher Script

“Strong negotiators do not become emotional. They stay calm and solution-focused.”

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3. Listening and Reaction Practice (10 minutes)

Teacher reads complaints.

Students respond immediately.

Example

Teacher:
“We are unhappy with the contract conditions.”

Student:
“Thank you for sharing your concerns. Let’s review the conditions together.”

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4. High-Pressure Negotiation Role-Play (20 minutes)

Scenario

A supplier failed to deliver products on time.

Group A

• Angry customer
• Wants compensation
• Threatening to cancel contract

Group B

• Supplier company
• Wants to keep relationship
• Must avoid financial loss

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Teacher Instructions

Before Starting

“Remember:
Stay professional.
Listen carefully.
Do not interrupt.”

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During Practice

Teacher walks around using prompts:

• “Try to show empathy.”
• “Offer an alternative.”
• “Ask clarifying questions.”
• “Use positive language.”

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Debrief Questions

• “How did you calm the situation?”
• “Which phrases reduced tension?”
• “What should negotiators avoid saying?”

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Homework

Students write:
“Three useful phrases for difficult negotiations.”

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