Speak to Their Needs First
The top three complaints I hear
from people in my seminars about their work environments are:
1. They
don’t think that people listen to them.
2. They
don’t feel respected.
3. They
think that others try to control or manipulate them.
These three conditions are most
likely to occur when you speak to your own needs first. They are least
likely to occur when you speak first to other people’s needs.
Most people are more interested in
themselves than they are in you, and more interested in their own needs
than in yours. Speaking first to what interests them most—their own
needs—captures their attention, establishes a bond, and wins their trust
and respect.
When you speak first to their needs, people—
·
Start listening sooner.
·
Pay more attention.
·
Listen longer.
·
Remember more of what you say.
·
Have more respect for you.
·
Think you are a more intelligent person, even a better
person, so you deserve more latitude and freedom.
·
Listen more closely when you talk about your own needs.
From the book:
Getting
What You Want
by Kare Anderson
New York, Dutton
Books, 1993