Role play technique
In industrial insurance difficult negotiations are conducted on a daily basis. Whether about contractual issues, products in need of explanation, claim negotiations and much more, people have to know how to interact with their business partners. It is not only a question of negotiating skills but also of the art of imparting specialist expertise to the client using convincing argumentation. In industrial insurance the negotiations often have far-reaching economic consequences.
For this reason it is advantageous to practise difficult and complex negotiation strategies in the “lab”, in other words in a role play situation. In many years of management experience I have initiated and developed role plays on a number of occasions and can testify that this approach is valued greatly by employees as preparation for real-life negotiations, or as training and development activities.
Role plays can be brought in, especially in negotiation training, when the cycle changes and employees have to adapt to a totally new situation. Especially during phases such as these, it can be of crucial competitive advantage to be better prepared for client discussions.
As a practising professional, I can devise such role plays myself, not only from the conceptional point of view but also regarding content, thus hardly having to draw on additional in-house resources.
Role plays are based on genuine cases from operational practice which are anonymised and adapted accordingly. Once the role play has been developed it can later be adjusted easily to changing conditions.