When Bridging
When Bridging, disclosing your own feelings sets the stage for the other
person to do the same. Put yourself in the other person's position and try
to identify valuable implications in what you hear. Sometimes others
reactions are governed by worrisome future consequences that have not yet
been verbalized, or even thought about clearly. Your willingness to
patiently pursue these hidden concerns many help the other person identify
solutions.
Written on 2010-08-02 by SMS Inc.
When Attracting
When Attracting, make sure you and the other person share common goals and
aspirations. This is essential for creating a unified vision of possible
outcomes. If you do not know enough about the other person to create a
shared vision when planning your influence attempt, you will have to engage
the other person in generating the vision during the influence attempt
itself.
Written on 2010-07-26 by SMS Inc.
When Persuading
When Persuading, be specific, direct, and concise. Generalized proposals and reasons may lead to vague reactions or commitments by the target. Lacking specific direction, the conversation will drift off course as energy is wasted in irrelevant discussion rather than focused exchange. Too much detail may impede momentum just as too little information will. Keep your outline in focus and add detail only when it will have real value for the target.
Written on 2010-07-19 by SMS Inc.
When Asserting
When Asserting, be genuine. Halfhearted or insincere Attracting attempts do
not last very long. The other person will quickly sense your lack of
personal integrity and dedication to the outcome and not take you seriously.
Written on 2010-07-12 by SMS Inc.
