Index Risk-taking, Telephone Components case study of, 175­177 Role playing Alpha Project (role play), 20, 345­346 Engineering (role play), 21 in negotiating with difficult people, 247­249 in negotiation planning, 17, 20­21 in negotiation styles, 75­76 Sales Presentation Role Play, 309­321 in selling and buying, 293­299 Roosevelt, Theodore, 31­33 S Sales negotiations, 267­340 The Approach Piece (exercise 4), 281­285 Features, Advantages, Benefits, Proof (exercise 3), 277­279 Give It to Me...I Want It! (exercise 6), 293­300 Peer Group Review (exercise 10), 335­337 Product Knowledge Jeopardy (exercise 5), 287­291 Sales Practice Assessment (exercise 2), 273­276 Sales training needs analysis, 323 Self-evaluation, of negotiation and planning skills, 117­123 Self-Evaluation Action Planning Forms, 117, 123 Self-Evaluation (exercise), 45­47 Self-Evaluation (survey), 117­123 Self-knowledge, of salespersons, 327 Selling. See also Salespersons as dynamic process, 293­299 role playing in, 309­321 Selling Knowledge and Skills Inventory, 325­327 Selling Skills Inventory Analysis, 333 Selling Skills Inventory (sales negotiation exercise), 323­333 Settlement options, 19, 109, 111 Sharing, of needs and interests, 233 Small group activities The A/V Shop (negotiation transcript), 181­190 Behaviors of the Successful Negotiator (negotiating exercise), 41­43 Behind the Lines (planning activity), 23­27 Being Assertive (exercise), 85­87