Seeing the other side
Featured in the Negotiation Skills training manual
By Dave Clarke & David Simmonds& Ian Steers
Category: Communication Skills
Credit price: 3 download credits (Single user)
Some negotiators seem confused or perplexed when an item on the agenda, which they have thoroughly prepared and thoughtfully presented, falls flat. They seem unable to enthuse or excite the other side. They cannot understand why such a marvellous set of terms and conditions leaves the other party cold. However, if we put ourselves in the other person’s shoes, and try to see things from their point of view, we start to appreciate their needs and objectives. We are then better placed to put our points across in a way that makes them want to listen. This training activity shows how to concentrate on the benefits of the proposal to the other party, rather than on the features of the proposal itself.
The participants are introduced to the differences between features and benefits and then discuss the advantages this recognition gives them as negotiators. You then explain a tool for analysing features and benefits using a worked example. The participants work in small groups to try out the tool on their own examples. They then come together for a plenary review to share their learning.
Who is it for: This training resource is intended for use by trainers to explain to participants how to focus on the benefits that a proposal offers the other party, and to provide a tool for analysing benefits.
| Resource Type: | Activity |
| Min Group Size: | 4 |
| Max Group Size: | 20 |
| Typical Duration: | 01:20:00 |
| No of Pages: | 11 |
Resources: View standard resources for Fenman training activities
Purpose: This training resource is intended for use by trainers to help participants to prepare more effectively for negotiations, to discuss the other party’s position in negotiations, to propose counter-offers during negotiations, and to bargain with exchanges to close negotiations. It reinforces the underlying principle that negotiation is about both sides helping each other to meet their objectives. This training activity may be used in a variety of ways. It is useful for introducing participants to the need for thorough preparation and for helping them to see the other party’s point of view. It is also useful for leading into activities on striking a deal. Both novice and advanced negotiators can benefit from this training activity which can, if necessary, be repeated and reinforced several times in a workshop.
Download the training activity, Seeing the other side as featured in the Fenman training manual; Negotiation Skills