[The Great Leadership Blog}
Recently I was teaching a class on negotiation for salespeople. I set up a buyer–seller role play scenario and I asked two participants to work through the scenario in front of the rest of the class. Both were provided with the pertinent information they needed to secure a good deal; all they had to do was negotiate the price. I specifically narrowed this role play down to this one issue; neither one of them knew what they were selling. Such a scenario allows participants to focus on how best to work through the money issue.