商務(wù)談判英語:Role Reversal

Arguing consistently for one particular position in a conversation can impede negotiators from recognizing the possible compatibility between their own position and that of the other party. Active listening is one way to gain an understanding of the other party’s perspective or frame of reference. Active listening is, however, a somewhat passive process. Role-reversal techniques allow negotiators to understand more completely the other party’s positions by actively arguing these positions until the other party is convinced that he or she is understood. For example, someone can ask you how you would respond to the situation that he or she is in. In doing so, you can come to understand that person’s position, perhaps accept its validity, and discover how to modify both parties’ positions to make them more compatible.

Classic studies examining the impact and success of the role-reversal technique. Point to two implications for negotiators. First, the party who attempts role reversal may come to a greater understanding of the other party’s position, which can in turn lead to convergence between negotiators’ positions. Second, while role reversal can produce these changes when the parties’ positions are fundamentally compatible with each other to begin with, the technique may end up sharpening perceptions of differences if the positions are fundamentally incompatible.

In sum, role reversal may be most useful during the preparation stage of negotiation or during a team caucus when things are not going well. However, increasing understanding does not necessarily lead to easy resolution of the conflict, particularly when accurate communication reveals a fundamental incompatibility in the positions of the two sides.