Get to the Point
Get to the point.
Okay, we’re done! (LOL!) Getting to the point is sometimes challenging in negotiation. If you remember from the archetypes tip, this is definitely a direct communication type of skill and many people are not direct communicators.
Why is getting to the point an important part of negotiation? We should build relationships first and build those connections to gain the know, like and trust factor in our discussions. There comes a time even during those longer discussions to make a decision to get to the point.
Getting to the point is simply that, communicating the point in a direct manner with no extra story or added explanation. This is a way of being clear, concise, powerful and quick by presenting the brief description of what you are discussing and letting the other side decide if they need the back story.
One person who is big on this is Dr Laura Schessinger. If you don’t know her, she’s a radio personality and psychologist that does a call in show to give people advice and help on their issues. Whether you like her or don’t like her, she is a perfect example of getting to the point and not wanting to hear the back story. She will tell people she doesn’t need to hear the back story and that it doesn’t matter. People are so tied to their story that they want to tell it no matter what.
That holds true in many situations, especially with the “Storyteller” archetype where they live to tell the story. It’s more challenging for someone who is used to telling the entire story to get to the point but it can be a learned skill.
In many negotiations its best to get to the point first then add the backstory depending on how much the other side wants to hear. There are times when time is of the essence or you are in a room full of direct communicators and telling the story will negatively affect the ability to get the deal done.
See you next week!
Eldonna Lewis Fernandez, MSgt USAF Retired