August/September 2008

Have you recently found yourself in a situation where you felt that your knowledge or abilities were not understood? There are simple ways to turn this around.

Imagine the setting: You are going to a meeting where you plan to present some good ideas. It could be a work meeting, a job interview, or a presentation to your peers or clients. Anticipating questions or challenges and deciding which skills you will use can help you enhance your influence.

If someone challenges your ideas, avoid defensive or aggressive pitfalls that can reduce your influence. Sometimes a seemingly negative response can merely be a clarifying question.

Here are some tips:

		Be sure to provide enough context before making your suggestions to reduce the number of clarifying questions (which can sometimes sound like challenges). “Since we have implemented our new policy, some external customers have expressed their concern (context). I suggest that we....”
		Paraphrase or summarize another’s point of view before adding more information in order to help the other person relax, feel heard, and be more receptive to your ideas. “So it’s important to you that we take a look at this idea first before discussing this other element...
		Answer "Yes, and..." instead of "Yes, but..." to help your meeting go more smoothly and with less resistance. “Yes, I can see your point, and I also think that X might be useful as well. For example....”

		To inquire about classes at your workplace, contact:
		Janie Trainor: jtrainor@novaworks.org
		Marsha Austin: maustin@novaworks.org
		www.pepskills.org

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