PREPARATION
Come fully prepared with what you want to say as you might forget something if you adlib
List and prioritise all the major salient points you want to make
Be focussed with clear objectives and endeavour to be a strong communicator
Share your ideas with colleagues prior to the meeting to check on their validity
Remember that the best achievers are good salesmen
FORMULATING YOUR QUESTION
Ask inviting rather than closed questions to reveal the thinking of the questioned
Ask curious questions which are non-judgemental as good questions stimulate reflective conversation
Make the responder feel that their contribution may lead to the solution to the problem or even that they thought of the solution first
Use non-challenging questions such as:
Have I understood you properly?
Can you give me an example of how this might work?
Have you considered all the consequences of choosing this approach?
How can I help you to meet your objectives?
DELIVERY
Come with an open mind
Prove that you are not just a whinger by opening with a compliment to the person or their organisation
Reveal your assumptions for examination and confirmation
Use personal experience to illustrate your point as you may be an Expert by Experience but don’t make your question into a crusade
Explain your credentials but keep objective so no war stories
Demonstrate an open and friendly approach as shown by your body language
Monitor the effectiveness of your argument by checking the body language of your audience
Show self-confidence but be humble enough to accept that you might be wrong
Reveal where you are at least clear in your thinking
Try to understand the thinking of others
To compromise does not mean to accept defeat. You may not get all you want at your first attempt
Demonstrate empathy by being a passionate listener to the responses you get
Become as good at listening as you are at talking
Show relaxed interest in the other party
Try to work with others and assume that many people may have part of the answer
Look for common ground with WIN-WIN outcomes
Indicate your willingness to participate in the proposed work plan
Paul Osman
10th March 2019