Our 8:30 class was about to begin. I was settling in to my assigned seat in the top row trying to project an air of invisibility. I was a bit worse the wear from a class party the night before. This was a class I normally had under control, but not today. I hadn’t even opened the day’s case study and a very low profile was in order.
Our professor finished organizing his notes and looked up;
Today, we’re going to use a little role play to make the discussion more interesting. Jim, I’d like you to take the role of John Weldon. Jay, I’d like you to play the role of Peter Smith, John’s general counsel.
He then selected two other pairs of students and dispatched all of us into the corridor while he briefed the rest of the class on what was about to transpire.
In the corridor, I revealed my non-existent preparation to Jay with a simple question, “Who’s John Weldon?”
Jay was an attorney by training and, clearly, I was not the first befuddled client he had counseled:
Relax Jim.
Weldon is the CEO of Acme Industries and we’re in the middle of a negotiation with two other companies.
Keep your mouth shut, nod your head from time to time, and follow my lead
We were called back in to class. Jay and I sat in two chairs in the center of the pit across from our classmates in their roles, and I played my part as per Jay’s instructions. The negotiations were soon over and I was back in my regular seat as we debriefed the experience.
One of my section mates, who had been with me when I was busy not preparing the night before, oh so politely asked the professor how he had selected people for the various roles. Choosing three attorneys from the class was an obvious choice and no one objected. The rest of his explanation, however, was derailed when he said “I picked Jim because I knew he would have the case cracked.” The laughter this provoked required a confession on my part. Sadly, I’ve lost the certificate for “Best Bluff When Called on Unprepared” that my classmates awarded me at the end of the semester.
Lessons learned? I no longer drink, so staying sober before big meetings wasn’t one. Being prepared for the unexpected is a cliche and largely meaningless advice in the real world. Surrounding yourself with good people that you trust, on the other hand, is something you can control and puts you in a position where you do have a good chance to cope with the surprises that are inevitable.