Talk sharp and send the right message.

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Talk sharp: Send the right message at work
By Sheba R. Wheeler @ The Denver Post - printed March 1, 2011



..."The most important thing is that people have to understand their audience," she says. "What is that person or group of people's level of understanding? What is their relationship to you... 


..."No matter how advanced communications technology gets, speaking continues to be critical to a person's success."

For those interviewing for a job, it's important to use strong verbal skills, as well.

Ask questions about the company to show interest: "What challenges does the company face, and how do you plan to meet those challenges?" Ask questions about the interviewer: "What is your management style?" Ask about the position: "What are the keys to being successful in this position?" And when the interview is done, ask what the interviewer has learned about you today that he/she thinks makes you a viable candidate.

"That way, before you walk out the door, you are encouraging them to recap all the positive things they heard about you and have you leave on a very strong, positive note," says Lindsell-Roberts. "It's very empowering."

In closing, get permission to follow up in a week or two through either a phone call or e-mail, whichever they prefer.

Choose words carefully

Want to convince a manager that a specific course of action (i.e., yours) is better than another (i.e., his or hers)? Chris St. Hilaire, a message strategist and author of "27 Powers of Persuasion: Simple Strategies to Seduce Audiences & Win Allies," says not to use the word "but." As in, "I don't disagree with you, but . . ."

The word "sets the stage for making the listener wrong, defensive and more entrenched in their own ideas instead of being open to others," says St. Hilaire.

The subordinate that gets heard and is more likely to be agreed with should say: "I like your idea, and ..."

"Even if you are adding a different twist on their idea, the word 'and' sets the framework up for the listener to be right and gets you 50 percent closer to being where you need to be," St. Hilaire says.
Use the phrase "from my perspective" instead of "let me tell you the way it is," St. Hilaire says. One orders and discounts, while the other builds and sets up both the listener and speaker's viewpoints on equal footing.

"The key to successful communication is improvisation, building on each other's ideas, and honoring others before you add your own," he says.

When trying to persuade upper-level managers to take a specific course of action, acknowledging their situation will open them up to hearing your suggestions.

"A lot of times people think that CEOs and others in positions of power are the most secure people in the company," says Hilaire. "In fact, they are the most insecure because they are the ones on the line. It may seem like they are making fewer decisions, but they are making big ones that need to be weighed."

St. Hilaire says he believes that communication and persuasion are an art and craft.
"The natural palette that God gives you to have ideas that eventually change things is the art," he says. "The craft is communicating and getting your ideas heard so the best ones can rise to the surface. That is learnable and teachable."

Speak the truth

Is being a master communicator manipulative? Yes, says Scott Snair, author of "The Complete Idiot's Guide to Power Words." But it's not deceptive.

"I'm not advocating how to lie and get away with it," Snair says. "But there is a way to manipulate people and be very disarming and say 100 percent the truth."

One of Snair's favorite tools for negotiation and persuasion in the workplace: "Would you do me a favor?"

"No matter the request, you are not putting it in a frame that says 'I'm in charge of you.' Instead you are empowering the other person to help you."

It irks Snair when he sees people ask "How are you doing?" and then keep walking before a response is given. Take the time to let someone know you appreciate them even if you don't have time to chat.
"Occasionally I get teased for it, but I always say to people, 'Hi, it's great to see you.' It really puts the whole day in a better light."