Introduction

This introduction presents an overview of the key concepts discussed in this book. The book focuses on to develop workshops in negotiation skills training for personnel in the same or mixed functions. It offers some advice on selecting simulations for different levels of difficulty. Trainees can prepare and negotiate a simulation, say, in commercial property without having to be chartered surveyors, architects or estate agents. The book suggests that trainers use the simulations and case studies to create learning opportunities rather than to critique policy issues or to coach trainees into specific business roles. For instance, sales training workshops can usefully include one of the sales negotiation exercises as part of a staff development programme or to reinforce existing selling skills. Negotiation trainers are more concerned with the process of achieving agreements that satisfy the parties' interests than they are in 'winning' a specific outcome.