The Persuasive Power of Listening

The Persuasive Power of Listening - 'In the midst of debate, fewer and better-chosen words accomplish more. You and a colleague are arguing about whether a particular employee needs to be put on probation. You think yes-and have made your case eloquently. But you are hardly painting on a blank canvas. The person you're arguing with has his own views, experiences, and emotions. No matter how strong your argument, the other person's attention is divided-between your words and his own "internal voice." It's a battle. As you set out your thinking, your colleague's internal voice might be saying, "Well, here's what you don't realize ... " or "I can't wait to explain to you all the reasons you're wrong." To win this debate, you can either turn up your voice, or help the other person turn down his internal voice-the latter often being the more powerful. Here's how to do it."'