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Listening Biases: How Influencers Unwittingly Restrict Possibilities
Monday, 3 Apr, 2017
Listening Biases: How Influencers Unwittingly Restrict Possibilities

Do you enter conversations with a goal, or set of expectations? Do you assume you’ll have solutions for your Communication Partners (CPs)? Do you listen carefully to pose the best questions to enable you to fulfill your expectations? Do you assume the responses to your questions provide an accurate representation of the full fact pattern – ‘good’ data – to base your follow-on questions on? Do you assume your history of similar topics provides a route to an optimal outcome?

Influencers vs. Facilitators: essay on enabling change congruently
Friday, 3 Mar, 2017
Influencers vs. Facilitators: essay on enabling change congruently

Many learning tools and programs provide tools for Influencers – coaches, sellers, negotiators, leaders managers, and consultants – to help Others make the changes they seek. NLP codes the Others’ internal processes to enable practitioners to understand the proposed problem and ‘get in’ to make the change. Coaching programs teach how to recognize what the client is ‘really’ saying and offer the best techniques to help. Negotiators seek the BATNA. But all tools have one thing in common: they assume that the Outsider can…

The Discipline of Listening
Monday, 30 Jan, 2017
The Discipline of Listening

Our brains make it difficult, if not impossible, to fully or accurately comprehend what our Communication Partners wish to convey.

How the Sales Industry Colludes in Failure
Monday, 24 Oct, 2016
How the Sales Industry Colludes in Failure

Would you consider a baseball player with a 95% failure rate Successful? Would you choose a..

We Don’t Know How to Hear Each Other: how biases distort our conversations
Monday, 18 Jul, 2016
We Don’t Know How to Hear Each Other: how biases distort our conversations

As a Buddhist, I don’t understand why anyone would want to take another’s…

Listening Biases: how we restrict opportunity
Monday, 20 Jun, 2016
Listening Biases: how we restrict opportunity

I got to the gym yesterday only to find that my regular treadmill had been replaced by a new-fangled computer machine thing. I asked the young woman next to me how to start …