ROLE REVERSAL Role reversal means putting yourself in the shoes of the other party. It is one of the most important tools in this book. It will give you a better idea of the other person’s perceptions, of the pressures they may be under, of their dreams and fears. In other words, to understand people, you have to try to feel their pain, their happiness and uncertainty, and address it in your negotiation strategy. And you have to let them know you are trying.
