Role reversal techniques allow us to understand the other’s position by actively arguing his position to his satisfaction. In doing so, it is expected that the communicator will more fully understand his opponent’s position, perhaps come to accept the validity of that position, and discover ways that both positions can be modified or changed to bring them into greater compatibility.
Role reversal may be a useful tool for reducing the distortions in communication that prohibit accurate understanding of, and appreciation for, the other position in negotiation. However, such understanding may not necessarily lead to an easier resolution of the conflict, particularly when accurate communication reveals a fundamental incompatibility in the positions of the two sides.
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