25 Role Plays to Teach Negotiation, Volume 2

Volume 2–160 pages

Updated with 25 new role plays not covered in the first volume, the latest edition of the popular 25 Role Plays to Teach Negotiation will inspire you to think and act like a negotiation expert. If you’re a management training and development specialist who needs one or two role-plays to use in a negotiation programme, this book’s a must. The book provides the opportunity to practice the behaviours used most frequently by successful negotiators—including questioning, clarifying, checking for understanding, summarising 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 behaviours 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 discussion/meeting

• The difficult team member

• Engineering changes.