If your organisation has promoted you, you almost certainly knew a lot about the work you did. But what about the work others do, not just those in different departments, but those outside the company?
We talked on these courses about the difference between the lawyers and accountants’ work and mine. As a journalist, I was looking for a story. What was on their minds? People now provide far more information about themselves than they ever did in the past. Instead of sitting in awed silence, you can begin by saying: “I was just listening to the speech you gave last week about China/rail electrification/the future of theatre.”You have also given them a comfortable startHaving started the conversation, you can ask more questions. You are looking for their areas of concern, their greatest interests.Once you have got them talking, you can move onI came into these courses intending to talk about three Cs.
You can then, in the journalist’s case, move on to the tougher questions or, in the new partner or manager’s case, to a deeper business discussion.The more you try to find out, the more interested you are, the more the other person is prepared to talk to you.There are misfires, of course, conversations that don’t work. When the course participants returned for their next session after an unsuccessful meeting, we talked it through, trying to decide what would have worked better.
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