Communication That's a Win-Win

In many settings, you can struggle to effectively communicate your thoughts and intentions. Communication is about helping the listener understand your true intention. In any setting you have to consider who you are speaking to (manager, colleague, subordinate, senior leaders, spouse, family member or friend) and ask yourself these 5 questions: 

What do they need to know? - Prior to any interaction with someone (meeting, phone call, product sale, etc.), think about what it is that you want the other person(s) to know. In many cases what a manager needs to know about a particular project is significantly different than what a peer or colleague may need to know.  Be intentional about what you want them to know - contributing to the advancement of their relevant knowledge.

What do they need to do after the conversation? - Just like you should examine what you want them to know, you should also consider what action you want them to take after your interaction. Is there a specific action you want them to take or were you simply communicating to inform them?  

What do you want them to be thinking about? - One of your goals should be to stay top of mind and one way you do that is to consider what it is you want them to be thinking about after you have a conversation or other interaction. What thoughts do you want to inspire them to have? Where do you want their attention focused?

How do you want them to feel? - You may not think that feelings have a place in business but the fact is that many a decision has been made based on emotion and ultimately people do business with people they know, like and trust - you know that gut feeling you and others get about those you interact with.  Feelings matter, so you want to think about how you want them to feel after they've had a particular experience with you. What emotions do you want to evoke?  

What do you want them to have? - The final question is to think about what you want them to have after your exchange is complete. Do you want them to have an understanding? Insights? Commitment to act? 

Each of these questions can help guide your conversation towards your desired outcome. Next time you are planning a meeting or preparing for an exchange with a colleague, guide yourself through the Know-Do-Think-Feel-Have model and notice how your interactions shift for the better.

 

 

 

 

 

Cornelia Shipley, April 2016 Career Coach