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."--Publisher's description