Abstract
Recent studies on various areas revealed that "competency" influences many aspects of project activities. In the system integration area, competency of project manager is getting attention to explain the project result. Especially negotiation skill of project managers is very important. When deciding a contract form and a price of project, high negotiation skill is needed. This research is about concept of training for effective negotiation. We interviewed project managers and found out that technique, tool, mind, preparations are very important for negotiation success. From this success model of negotiation we propose practical training-style which is based on real negotiation scenes in the real project case. In this report we propose the concept of training called role-playing for effective negotiation based on case analysis. We expect this way of training will change project manager's negotiation behavior for their success.
