Brief: Make a Bigger Impact by Saying Less

by Joseph McCormack

I avoid three common mistakes that draw people into long, unwieldy conversations: 1. Passive listening: Let the other person ramble on about everything and say nothing (result: no control). 2. Waiting my turn: Let the person talk and then jump in to say my part (result: two conversations). 3. Impulsively reacting: Respond to a word or thought the person has said (result: no clear direction).

“People say, ‘Know your audience.’ But you not only have to know them; you have to speak their language.”

“The key to brevity in the boardroom is to always start by asking, what does the board already know?”

Problems: Do I state the bad news simply and clearly, not pulling punches? Causes: Do I state the real reasons why this is the case so people know why? Possibility: Can I take advantage of a tough talk to create a heart-to-heart? It's about having integrity. Being brief is your best bet to being honest.