Techniques Leveraging Relationships in Communications

This entry is part 1 of 7 in the series Leveraging Relationships in Communications

Personalization and personification are very effective change techniques. Yet, business conversations are often neutered and impersonal striving for objectivity and rationality. Personalization and personification allow us to leverage relationships more effectively to secure business objectives. Without them, leveraging is purely transactional and compliant. Personalization involves individualizing communications and personification associating people with something extraneous, usually…

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Technique Personalizing Communications and Conversations

This entry is part 2 of 7 in the series Leveraging Relationships in Communications

Objectivity is prized in business; however, it comes at the cost of personalization. For instance, One HR Director seeing the paradox said that personalization was exactly opposite of normal training which emphasized “don’t make it personal” focus on behaviors. While this is good for negative behaviors, it’s not good for positive ones because without personalization…

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Leveraging Compliments in Conversations, A Technique

This entry is part 3 of 7 in the series Leveraging Relationships in Communications

This post follows up mine on personalization. It illustrates a basic conversational technique leveraging the relationships we’ve developed to generate cooperative action. It does this by linking personalization with strategic complimenting. So, let’s start with our sample sentence from the prior post: Our new business model helps us deliver better service to clients because we…

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Leveraging Relationships, Manipulation or Influence?

This entry is part 7 of 7 in the series Leveraging Relationships in Communications

The techniques in this series sometimes have people asking, “Mike, isn’t this manipulation?” My response is, “Yes, it is, but remember manipulation differs from influence in the same way snails differ from escargot.” Interpretation matters. For example, I wish to influence my wife’s birthday experience by finding a gift she will like. Am I manipulative…

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