The Seven Strategies of Master Presenters - Lifecycle Performance ...

166 / THE SEVEN STRATEGIES OF MASTER PRESENTERS
interviewer asks questions about a negotiation the interviewee
was in and felt good about. The example can come
from work or outside of work. The interviewer is instructed
to be as supportive as possible and to allow for the fact that
it may take some time to think of an example. The interviewer
is also instructed to help identify specific skills that
were used in the negotiation. After five minutes, the interviewer
and the interviewee are instructed to switch roles.
We then start the class with each person briefly introducing
his or her partner, giving a very brief summary of the negotiation,
and listing the specific skill or skills that were used.
This exercise serves as an excellent transition into the course,
and is also a thorough review of all of the material that was
covered in the first course. I then divide the participants into
three groups. Each person in each group shares a current
negotiation issue with which he or she would like some help.
The groups are then given an hour to help each other as much
as possible using the Three-by-Three Form to evaluate three
things that are done well and three targets for improvement.
5. Use the Three-by-Three Form
You can use the Three-by-Three Form by asking the participants
to list three strengths of the person doing the exercise and to make
three suggestions for improvement. Our preference is to ask other
people in the class to summarize the feedback on the form for the
person who has just presented. This technique has a number of advantages.
For example, in The Seven Strategies of Masters Presenters
course, by the time four or five people say that the presenter has a
great opening statement, the person is much more likely to listen to
and accept the feedback. Likewise, if four or five people tell the participant
who presented that he needs to slow down and add pauses to
let the other person participate more, the person presenting the case
is much more likely to believe it and take corrective action. The completed
Three-by-Three Form, which now serves as an excellent summary,
is then given to the person who presented. An example of how
this form was filled out for The Seven Strategies of Master Presenters
course follows.