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40 Improve your Communication Skills Link the stages of your conversation together. Linking helps you to steer the conversation comfortably. Skilled conversation holders can steer the conversation by linking the following: • the past and the present; • the problem and the solution; • first-stage and second-stage thinking; • requests and answers; • negative ideas and positive ideas; • opinions about what is true, with speculation about the consequences. WASP: welcome; acquire; supply; part In my early days as a manager, I was introduced to a simple four-stage model of conversation that I still use. It breaks down the two stages of thinking into four steps: • Welcome (first-stage thinking). At the start of the conversation, state your objectives, set the scene and establish your relationship: ‘Why are we talking about this matter? Why us?’ • Acquire (first-stage thinking). The second step is information gathering. Concentrate on finding out as much as possible about the matter, from as many angles as you can. For both of you, listening is vital. You are acquiring knowledge from each other. This part of the conversation should be dominated by questions. • Supply (second-stage thinking). Now, at the third step, we summarise what we’ve learnt and begin to work out what to do with the information. We are beginning to think about how we might move forward: the options that present themselves. It’s important at this stage of the conversation to remind yourselves of the objective that you set at the start. ( c) 2011 Kogan Page L imited, All Rights Reserved.
41 Seven Ways to Improve Your Conversations • Part (second-stage thinking). Finally, you work out what you have agreed. You state explicitly the conversation’s outcome: the action that will result from it. The essence of the parting stage is that you explicitly agree what is going to happen next. What is going to happen? Who will do it? Is there a deadline? Who is going to check on progress? From impromptu conversations in the corridor to formal interviews, WASP gives you a simple framework to make sure that the conversation stays on track and results in a practical outcome. Four types of conversation This simple four-stage model can become more sophisticated. In this developed model, you hold four conversations, for: • relationship; • possibility; • opportunity; • action. These four conversations may form part of a single, larger conversation; they may also take place separately, at different stages of a process or project. A conversation for relationship (‘welcome’) You hold a conversation for relationship to create or develop the relationship you need to achieve your objective. It is an exploration. ( c) 2011 Kogan Page L imited, All Rights Reserved.
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198 Appendix Steven Mithen’s book
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200 Appendix Chapter 9: Networking:
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