INTRODUCTION 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 ORGANIZATION OF THIS BOOK 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 (2 activities) These activities are designed to help people understand all the issues they need to consider when planning for a negotiation.