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make eye contact with everyone around the table and not read from your notes or stare at the floor, ceiling, or favored ally. |
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Tip 411: Remember that people are most interested in what's on their own minds. |
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If you want to grab attention for your ideas, you have to start where people are and lead them to where you stand, not expect them to meet you halfway. What policy is bothering them? What do they fear might happen tomorrow? What frustrates them today? Start there and tie your idea into that concern or hope. |
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Tip 412: Make abstractions "Hit the Gut." |
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Accept the fact that we don't make all decisions from logic. When people get emotional about an issue, accept that emotion, show that you understand it, and then when they regain composure, ask if they can share the reasons for those feelings. |
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When it's in your interest to do so, play to others' emotions. Abstractions are difficult for people to rally around. Tie them to specifics so that people "feel" an issue. For example, if you want your team to give input to designing your corporate policy about charitable contributions, don't deal with nameless agencies and noble causes. Talk about specific people who benefit from these contributions and specific agencies who will be receiving the money allocated by the policy your team helps draft. If you generate appropriate emotion, "dull" tasks can take on new life and importance. |
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Tip 413: Don't plead with puppy-dog eyes. |
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Your eyes can say you're sincere, you're courageous, or you're confident, but don't let them cry "help." When presenting ideas for approval, don't let your eyes fall into a puppy-dog plea. Those who disagree with you will hop on that body language and drag you through the streets. Present your ideas confidently and then wait for response and approval. If approval isn't forthcoming, don't beg. |
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Tip 414: Don't build your casefor or againston second-hand information. |
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On important issues, refuse to give second-hand information the same credence as first-hand information. When Helen says that Jack said that Lybert |
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