When Attracting
When Attracting, establish strong common ground by identifying shared goals,
values, and aspirations. Common Ground based on these elements holds the
target's energy on course. Other elements that can strengthen Common Ground
include agreement around issues, similar history or background, common
experiences, unusual circumstances that brought you together, synergy, and
so on.
Written on 2008-05-08 by SMS Inc.
When Bridging
When Bridging, use Listening to summarize before moving to a new topic.
Asking one question after another may make the other person feel as if he or
she is being cross-examined. Questions should be open-ended rather than
leading. A new question should emerge only from active Listening behavior.
Listening conveys respect and politeness; it signals to the other person
that you are paying attention and that you are willing to correct your
understanding if necessary.
Written on 2008-04-22 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 2008-04-15 by SMS Inc.
When Asserting
When Asserting, understand you prefer commitment, but compliance is enough.
Asserting your influence objective is a one-time deal. It does not guarantee
that your relationship with the person will continue to be productive over
time. However, a track record of agreements that are honored contributes to
deeper, more productive working relationships.
Written on 2008-04-08 by SMS Inc.
