Most of the practice negotiations (role plays) in this book were originally designed for use in The Successful Negotiator, a program we have conducted over the past twenty years for a variety of clients. We use role plays in the course to enable the participants to practice what they have learned—hence the term “practice negotiation.” We will use the terms role play and practice negotiation interchangeably throughout this book. All of the role plays have been used in our programs; you won’t be the first to use them.