Updated with 25 new role plays not covered in the first volume, this collection of 50 role plays will inspire you to think and act like a negotiation expert. The book provides the opportunity to practice the behaviours used most frequently by successful negotiators—including questioning, clarifying, checking for understanding, summarizing and active listening.
Each of these role plays is based on a unique approach to negotiation embracing three critical concepts:
• Successful negotiation is not an adversarial process, but a collaborative framework for creative problem-solving
• The needs and interests of both negotiating parties must be addressed if there is to be a long-term solution
• Negotiation is an ongoing process, and today’s negotiation will affect the long-term relationship between the parties
