In My Shoes: How to Get the Other Party to See Your Side in Negotiation

Host: Philip Brown; Founder of The Negotiation Club

Guest: Mohammed Teleb; Negotiation Practitioner 

“You can only expand the pie in negotiation when both sides understand what each needs from the deal!”

Episode Overview:

In this episode of The Negotiation Club Podcast we’re thrilled to be joined by Mohammed Teleb, a global commercial director and expert negotiator. Together, we’ll explore how you can use visualisation and empathy to unlock better outcomes in high-stakes negotiations. Whether you’re dealing with complex contracts or just looking to sharpen your negotiation skills, this episode is packed with real-world strategies that you can put into practice right away.

Key Negotiation Lessons from the Discussion:

1. Visualisation for Clarity: Mohammed emphasised the power of visualisation in explaining complex contractual terms like liquidated damages. By narrating real-world scenarios, he could help the counterpart understand the practical implications of the terms, such as how penalties for delays affect operations.
2. Shifting Perspectives (Empathy): One of the core techniques discussed was the need to get the counterpart to “step into your shoes.” This approach fosters empathy, helping the other party see how the terms affect your side of the negotiation and opening the door for collaborative solutions.
3. Balancing Penalties with Incentives: A key theme was balancing punitive elements like liquidated damages with positive incentives (i.e., “the carrot and the stick”). Mohammed and Philip explored how to turn a purely punitive framework into one that also offers rewards for exceeding expectations, such as early delivery bonuses.
4. Tailoring Communication: The importance of tailoring communication based on cultural, regulatory, and individual backgrounds was discussed. Mohammed gave an example of government audits creating stringent requirements that had to be carefully navigated with empathy and understanding.
5. Preparation: Another vital lesson was the importance of preparation before engaging in negotiations. Knowing the other party’s business, context, and personal circumstances can help avoid misunderstandings and build trust.
6. Emotional Intelligence and Storytelling: Mohammed highlighted the use of emotional intelligence and storytelling to humanise negotiations. By making abstract terms relatable, such as through analogies to everyday life or workplace scenarios, negotiators can create rapport and reduce friction.

This episode is packed with practical examples and actionable tips for both seasoned professionals and those new to the field. Tune in to learn how to bring empathy, clarity, and effective communication to your negotiations!

•  How to make abstract contract terms like liquidated damages relatable using storytelling.
•  The importance of getting the counterpart to “step into your shoes” to foster collaboration.
•  Balancing penalties with incentives to drive better performance.
•  The critical role of preparation and understanding cultural or organisational nuances in negotiation.

Introducing the “In My Shoes” Negotiation Card

In this episode, we’re excited to introduce the “In My Shoes” Negotiation Card, a tool designed to help you practice and master the powerful technique of getting the other party to understand your perspective. This card encourages you to use storytelling and visualisation to illustrate how a negotiation issue impacts you, fostering empathy and collaboration. Whether you’re negotiating contract terms, timelines, or payments, the “In My Shoes” card will guide you through exercises that challenge you to clearly communicate your position and create win-win outcomes.

Perfect for both beginners and seasoned professionals, this card is an essential addition to your negotiation toolkit.