DIPLOMA IN TEACHING BUSINESS ENGLISH. ASSIGNMENT 7 SUCCESSFUL NEGOTIATING SKILLS. LESSON PLAN - STUDY AREA 3 - THE OPENING PHASE.

. SECTION 4 USING POSITIVE BODY LANGUAGE. Preparation. Level Advanced. Topic Using Positive Body Language in Negotiation. Lesson Length 1 hour. Objective To make students aware of the four key elements of body language communication posture, facial expression, tone of voice and limb position. Show how body language is important when negotiating and how an advantage can be gained through positive interaction. Target Language 1. Positive/negativeobvious and subtle differences in Kinesics. 2. Disguising/cloaking the tone of voice. 3. Being wary of making judgments/misinterpreting signals.intelligent receptive listening. 4. Reassuring/persuading/drawing out/manipulating.the other side. 5. Improvising/providing/encouraging 6. Mirroring/intending/resulting.the desired outcome. 7. Sending out/conveying/moderating.. 8. Interpreting/identifying/revealing..the tactics. Assumed Knowledge The students already have an overview of the principles of negotiating, the process involved and the importance of clinching a workable and enforceable deal. They have studied the preparation phase in detail and partially completed the opening phase. 1

Anticipated Problems The students have not yet studied opening negotiations in detail, or the bargaining and closing phases thoroughly. Solutions Body language can be studied as a stand-alone unit, as its nature does not change and it can be anticipated and applied in a variety of differing negotiating situations. Preparations and Aids Handouts on Sending Signals Without Words, role-play cards, white board and markers.

Lesson Plan. Stage 1 Activity Warmer: Begin by making various hand gestures only, but not speaking. Continue for 1 minute and then ask students to explain the meaning. Ask students to demonstrate some hand gestures very relevant in different cultures. Revision of last lessons key points about gathering information importance of listening. 2 Introduction: Ask students what form of communication they are using. Elicit Body Language. Brainstorm for a definition from the students. Write ideas on the board. Provide a detailed explanation of Kinesics. 3 Pair work: Students have to think of as many different body parts as possible and 2 signals that movements can convey. 4 Feedback: All students report their findings through body language and the group guess the signals intended. 5 Presentation: Explanation of the 4 key elements to Body Language posture, facial expression, tone of voice and limb position. Introduce the concept of positive/negative implications. Give some examples - boardwork. 6 Practice: The coin experiment. Students make new pairs. One person places a coin in one hand behind his/her back and the partner tries to detect which hand it is in, when both fists are presented. Students should look for telling body signs which may give away the secret. 3 S-S 2 mins T-S 10 mins S-S 5 mins PW 3 mins T-S S-T 3 mins T-S Interaction Timing T-S 5 mins

Stage 6

Activity Presentation and Practice: Introduce

Interaction Timing T-S

mirroring. Students form small groups for better dynamics. The leader acts out various standing/sitting actions and the group then mimic the movements. Roles interchange. Finally they all try to synchronize their movements as closely as possible. 7 Brainstorming: Positive body language the face/head, eyes, arms, hands, legs. Repeat for Negative body language. 8 Presentation: Main parts of the body and implications of gestures in negotiations. The Head lowering, raising, tilting, oscillating, turning, pointing. Students practice in teams after each explanation. (Using Body Language). The Eyes looking up, down, sideways, gazing, glancing, eye contact, staring, following, blinking, squinting, closing, rubbing. The Arms expanding, raising, shaping, crossing. The Hands rubbing, pressing, hiding, supporting. The Legs crossed, pointing, moving. 9 Role-play: Students are given role cards to act according to instructions in an interview situation with a new partner. E.g. change of facial expression (guilt), biting nails/ sucking pencil (nervous), looking away while talking (unsure), keeping eye contact (confident) etc. 10 Summary: Review main points. Distribute handouts on Sending Signals Without Words (Dr Gabriel and Nili Raam). T-S 3 mins S-S 6 mins 3 mins 2 mins 2 mins 2 mins T-S S-S 2 mins S-T 8 mins 4 mins GW

BIBLIOGRAPHY Using Body Language. changingminds.org/about.htm Gabriel Dr. & Raam N. Masters of Body Language. http:/ /www.angelfire.com/co/bodylanguage