The Art of Persuasion (Collection)

And Make Sure They’re Getting Through to You

So that last point was about people who don’t listen properly. But what about the people who don’t express themselves clearly? If you need information or help from them, you need to hear what they’re telling you.

I had a colleague who spoke in a strong, categorical way, with a forceful personality. (That doesn’t sound amiable but actually she was—enthusiastic and self-assured.) Anyway, after I’d been working with her a while, I noticed that I wasn’t always clear about what she’d been talking about. I obviously hadn’t been concentrating properly. I must try harder. A week or two later I came away from another discussion with her...only to realize I hadn’t actually grasped what she wanted from me. I ...