If you're a management training and development specialist who needs one or two role-plays to use in a negotiation program, this book's a must. The book provides the opportunity to practice the behaviors 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

Try out new behaviors that will help you:

• Handle situations among co-workers regarding their roles and responsibilities
• Talk with your employees about their performance
• Improve relationships between the purchasing staff and internal clients
• Deal with difficult customers

Sample role-plays:

• The new project manager
• The difficult team member
• The difficult discussion/meeting
• Engineering changes