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

  A practical conversation with Mohammed Teleb on using visualisation, empathy, and preparation to create clarity and unlock better outcomes in complex negotiations.   What We Explored in This Episode In this episode ofThe Negotiation Club Podcast, Philip Brown (Founder of The Negotiation Club) is joined by Mohammed Teleb, a global commercial director and experienced negotiation practitioner, to explore how visualisation and empathy can shift understanding and improve outcomes in high-stakes negotiations. The discussion draws on real commercial scenarios, particularly where contracts are complex and the consequences of misunderstanding are significant.   Making Complex Terms Understandable A central theme of the conversation is the use of visualisation and storytelling to explain abstract or technical contract terms. Mohammed shares examples of how narrating real-world scenarios—such as the operational impact of liquidated damages—helps counterparts understand what contractual clauses actually mean in practice. Rather than debating legal language, this approach reframes the discussion around real consequences, improving clarity and reducing resistance.   Empathy and Perspective-Shifting Philip and Mohammed explore the importance of encouraging the other party to step into your shoes. This is not about persuasion through pressure, but about helping the counterpart genuinely understand how terms, timelines, or penalties affect your side of the deal. By fostering empathy, negotiators create space for more collaborative problem-solving and are more likely to uncover solutions that meet both parties’ underlying needs.   Balancing Penalties, Incentives, and Context The episode also examines how negotiators can balance punitive mechanisms—such as penalties for delay—with positive incentives. Mohammed and Philip discuss how a purely punitive framework can be reframed to include rewards, for example through early-delivery incentives. The importance of tailoring communication to cultural, regulatory, and organisational contexts is also emphasised. Preparation plays a critical role here: understanding the other party’s constraints, audit environment, and internal pressures helps avoid misinterpretation and builds trust.   Turning Empathy into Practice To practise this approach, focus on identifying one complex or contentious term in your next negotiation and ask yourself how you would explain its impact using a simple, real-world example. A dedicated “In My Shoes” Negotiation Card has been created to support deliberate practice of this technique. The card guides you through using storytelling and visualisation to communicate your position clearly and help the other party understand your perspective. Used consistently, this approach strengthens empathy, improves understanding, and increases the likelihood of balanced, sustainable agreements.