Know Your Audience

Know Your Audience

In graduate school, one of my favorite classes was Harvard Law School’s renowned Negotiations course.  The professors – the co-authors of Getting to Yes – demonstrated that THE  key to negotiation is to thoroughly understand the other party and their interests.  Know your audience, get inside their head, understand both their interest and their perceptions…

Can You Hear Me Now?

Can You Hear Me Now?

“Honey, how was school today?” “I told you – fine.” A friend of mine relayed this conversation, sad and frustrated.  After listening to her teenage son grunt out a series of monosyllabic answers to her questions, this mom looked at him and just sighed in exasperation.  She then backed up and tried again, this time…