Negotiation is an interactive activity that requires a variety of skills. It is not limited to the process of making concessions, offers, and counter offers. It requires self-awareness, good questioning, listening, and conflict resolution skills, as well as an ability to understand the needs and interests of others. We have therefore included exercises that cover all of these issues.


The exercises in this book are grouped by topic and presented in the following chapters.

Opening Activities (3 activities)

These activities are designed to open a negotiation program or to serve as pre-work materials. As pre-work materials, they begin the process of orientation before people arrive in the workshop.

Planning ...

Get Negotiation at Work now with the O’Reilly learning platform.

O’Reilly members experience books, live events, courses curated by job role, and more from O’Reilly and nearly 200 top publishers.