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07-104 Envelopment v4 - Harvard Business School

Date of publication: 2017-09-04 21:56

Whatever you do in the review, ensure people understand the nature and purposes of open and closed questions, which is explained in the Questioning section of the sales training page.

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State clear rules for the use of phones. Purists might argue that they are not allowed at all, which is fine, but there is no problem allowing an element of phone research if it fits the group roles/preferences and development situation.

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For very large groups you can vary the exercise by asking people to think and decide and then circulate around the room finding other people who have chosen the same utensil to represent themselves, and to form into sub-groupings of the same types. Fun and noise can be injected - especially for people or lively conferences - by asking people to identify themselves by shouting the name of their utensil, and/or by trying physically to look or act like the utensil.

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Before you begin your first writing assignment, please consult all of the following resources, in order to gain the most benefit from the experience.

The activity is based on the funny one-liner (often attributed to comedian Stephen Wright), which is deeper than first seems:

Focus especially on the differences in expectations between mutually depending groups. Ask people - what does each tree swing look like?

You can add a context if you wish, for example, changes for business, changes for society, changes for kids, changes for the planet, changes for global cooperation, etc.

Alternatively, so as to emphasise the value of all team members and roles, ask each team to identify a particular typical 'project' (Sunday Roast dinner for instance) for the kitchen which demands the involvement (and in what way) of all of the selected utensils.

6. You are seeking to rent a holiday cottage in a particular area (say Cornwall, or whatever). The newspaper has one advert in the Cornwall section, stating merely: 'Holiday Cottage For Rent' and a phone number. Role-play your phone call to discover if the cottage is what you want, using closed questions only. (If helpful, brainstorm a long list of typical requirements beforehand.) Similar exercises are possible using other sale/hire/services scenarios, ., cars, houses, party/wedding venues, coaching, clubs, etc.

Summarize the study, including the following elements in any abstract. Try to keep the first two items to no more than one sentence each.

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