they establish a sincere intent to act in the best interests of others. When presenting, givers make it
clear that they’re expressing vulnerability not only to earn prestige but also to make a genuine
connection with the audience. When selling, givers ask questions in a way that conveys the desire to
help customers, not take advantage of them. When persuading and negotiating, givers speak tentatively
and seek advice because they truly value the ideas and viewpoints of others.
Powerless communication is the natural language of many givers, and one of the great engines
behind their success. Expressing vulnerability, asking questions, talking tentatively, and seeking
advice can open doors to gaining influence, but the way we direct that influence will reverberate
throughout our work lives, including some we’ve already discussed, like building networks and
collaborating with colleagues. As you’ll see later, not every giver uses powerless communication, but
those who do often find that it’s useful in situations where we need to build rapport and trust. It can’t
easily be faked, but if you fake it long enough, it might become more real than you expected. And as
Dave Walton discovered, powerless communication can be far more powerful and effective than
meets the ear.
michael s
(Michael S)
#1