The quality guru, Dr. Joseph M. Juran, frequently noted that
executives speak the language of money. And employees speak the
language of things. If you wish to be effective, he would assert,
if you wish to assume a leadership role, it is important for
you to be "bi-lingual."
In truth, there are many languages to be spoken as we attempt
to influence others. Our choices depend on what we think will
be most effective in getting our message across. Ideally, we
will think about ethical factors as well. If you are persuading
without principles, you are selling your soul along with your
mental or physical wares.
The most effective influencers are well-versed in the many
ways to communicate. They select the language best suited for
their audience, knowing that passion, principles, and/or products
cannot be sold if you cannot reach the audience. It follows,
then, that the more polyglot you are, the more "languages"
you can speak, the better equipped you will be to meet people
on both their literal and figurative terms. The following exercise
will help you develop your multi-lingual skills and thus, your
ability to target your influence efforts more exactly.
You do
not have complete control over every facet of your life. No one
does. There is someone or perhaps several someones you would
like to influence to do some things your way. It may be a supervisor
or co-worker, a friend or family member, a neighbor or someone
you know in a social or community setting. Tell exactly what
you'd like to influence that person to do.
Now consider
the outcome you would like to see. How do you wish the other
person to feel after hearing your "pitch"? Encircle
every adjective from the following list that would apply in this
situation.
| abundant | cajoled | enabled |
| accepting | calm | energized |
| acclimated | capable | familiar |
| adamant | championed | fortunate |
| bedazzled | challenged | guided |
| benefitted | debriefed | identified |
| blameless | determined | informed |
| bonded | empathic | other__________ |
Look
at those adjectives you've checked. Which is likely to be the
most potent of all for the influence situation you've just described?
________________________ Now, record what you would have to do
and/or say to leave your influence feeling the emotion you've
described as most potent of all.
As you
make preparations for proposing your plan, think about the various
languages you could use to communicate your ideas. A partial
list is presented here. Feel free to add other types of language
to the list, given the vantage point of your particular circumstances.
Then select the language that would probably prove to be most
persuasive with the person you hope to influence.
- the language of money the language of things
- the language of technology the language of business
- the language of teamwork the language of sports
- the language of politics the language of global economy
- the language of leadership the language of quality
- the language of innovation the language of _______________
What
specific words from the language encircled above are likely to
have a positive impact on that individual?
With very little effort, you can have advantages in your communication
court every time you speak or put words on paper.
