You've probably seen an episode of a TV show in which a lawyer role plays with a client. The lawyer pretends to be the opposing lawyer and grills the client until he or she breaks. Then the lawyer tells the client that he or she had better be prepared for that and more in court in order to avoid a meltdown.
Did you know that role playing is used in negotiations training for similar (though not so dramatic) reasons?
While the outcomes of Purchasing negotiations is not the difference between someone being found guilty or innocent of a crime, they nonetheless have serious consequences. Buyers have a fiduciary responsibility do the best job they can for the companies they represent.
It's useful for Buyers to role play negotiation scenarios based on upcoming negotiations. Having to argue for the opposite point of view helps them understand it and how it is likely to be presented. Therefore, the buyer can be prepared with counteroffers.
When large sums of money are involved, negotiations can be stressful. Practicing ahead of time puts Buyers at ease with the process and terminology likely to be used in the session. Their more polished presentation in the actual session should result in a better deal.
Like a witness on the stand in court, a buyer's poise often equals credibility.
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