Back in 1981, I watched an early SPIN Selling training session, and then participated as an observer in a WIN-WIN Negotiations training session from Huthwaite, working with both Neil Rackham and John Carlisle (and others) while I was an employee at Motorola. They were eye-opening experiences for me.
I subsequently Adopted what I could and Adapted the rest – as I like to say – in many of my Instructional Design projects as an external consultant soon thereafter (1982-today).
Whenever I had an opportunity to mix the so-called Hard Skills with the Soft Skills – such as planning and running Product Team Meetings chock full of communications needs and issues – I used what I had learned from Neil and John.
A pattern arose in my designs regarding standard Roles in Role Plays where Interpersonal Skills were involved. I started with these Roles and Adapted from there to better reflect the Performance situation and dynamics I was preparing Learners to deal with back on the job.
And as I believed that one Practice with Feedback session was necessary but almost never sufficient I began thinking of “easing” the Participants into the Simulations Exercises to start, and then “upping the ante” as they say, to ever-increasing difficulties and complexities.
My professional practices would not have been so successful without my focus on Performance in my Analysis efforts and the use of Simulations in my Design efforts.
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