Affected actor

Step into the seat of anyone who actually bears consequences here, including people not in the room. Ask what each one knows, fears, wants, and is paid or penalized for. Unlike the neutral outsider seats, these people have real stakes in the outcome.

Step into the seat of anyone who actually bears consequences here, including people not in the room. Ask what each one knows, fears, wants, and is paid or penalized for. Unlike the neutral outsider seats, these people have real stakes in the outcome.

Example

In the car sale, the buyer's seat: he has $8,000 saved, has been burned once by a used transmission, and has three other listings open. His lowball is not an insult; it is cheap insurance against a repair bill he cannot cover.